• Responsible for sales of storage products and solutions in assigned territory, industry or accounts. • Seeks out new opportunities by expanding and enhancing existing opportunities. • Develops pursuit plans and builds and manages the storage sales pipeline. • Contributes to proposal development, negotiations and deal closings. • Build sales readiness and reduces client learning curve through effective knowledge transfer in storage. • Works closely with and supports the Account Manager, providing technical expertise and support. • Participates in client engagements up to C- level for complex solutions in smaller accounts. • Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders. • Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion. • Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions. • Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status. • Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage. • Drives sales of the Storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals. • Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry. • Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development. • Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users. • Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy. • Acts as a trusted storage solutions consultant for the slated accounts/region. • Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate. • Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers. • Actively generates customer interest and understands the customer's buying trends. • Links business and financial benefits with technology offerings. • Illustrates the ROI & TCO advantages of HPE offerings for the customer's business. • Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.

• Develop a sales strategy and require to mentor, manage and motivate inside sales team in Makassar areas to achieve organizational sales goals and revenues. • Develop new business opportunities and grow sales with new market penetration. • Handling and resolving customer complaints regarding a product or service. • Close collaboration and maintain communications between sales, marketing, supply chain, after sales and other personnel as well as customer and supplier. • Close cooperation with key information owners in ecommerce channels.

Role Description The Associate Director, Regional Sales is a field-based role with direct customer engagement and oversees FMI’s Clinical Sales and Customer Experience teams. The position is responsible for managing business results, sales activities, field sales coaching, customer experience, and cross-functional initiatives in a specific regional geography. - Develop and execute regional and territory business plans that align with the national and commercial strategy. - Integrate strategic account plans into broader regional business execution plans; coach to pull-through of national strategies as appropriate (e.g. AMC, community, pathology). - Develop and maintain key customer relationships with c-suite, KOLs within the region. - Assist in developing business solutions that are mutually beneficial. - Apply broader business scenarios and customer-focused models that achieve breakthrough results. - Plan and conduct regional sales meetings designed to enhance and develop sales and business skills. - Convey existing and new product knowledge and applications. - Partner with Strategic Account Manager (SAM) team to design and oversee pull-through of strategic account management strategies at the regional level. - Support engagement pull-through clarity with AEs. - Support AEs in developing and refining account / individual HCP engagement plans. - Engage with senior stakeholders when appropriate (e.g., in non-SAM led accounts). - Train, coach, and evaluate the performance of SAMs, AEs, and CEEs. - Oversee FMI’s customer relationship management solutions for a defined geographic region. - Interact with Key Stakeholders – decentralized c-suite, local c-suite for national accounts. - Other duties as assigned. - Comply with FMI's attendance policies. Qualifications - Bachelor’s Degree or equivalent experience. - 8+ years experience in the diagnostics, oncology, genomics, or other relevant industry or commercial environment as a sales professional or equivalent years working in a complex clinical setting working with physicians and patients. - 3+ years experience in diagnostics and at least 2 years in Oncology. - 4+ years Sales Management experience. - Required to travel within defined region. Requirements - Demonstrated track record of success as a Sales Leader with experience coaching and leading teams in diagnostics, oncology, genomics, or a related field. - Demonstrated track record of success coaching and selling oncology-based tests or products to medical oncology and/or pathology. - Knowledge of scientific and technical concepts, and experience communicating scientific or technical information to a range of audiences. - Demonstrated strategic thinking and approach to customer. - Strong organizational, prioritization, and time management skills. - Understanding of HIPAA and the importance of patient data privacy. - Commitment to reflect FMI’s values: Integrity, Courage, and Passion. Benefits - The expected salary range for this position based on the primary location of Remote is $174,080 - $217,600 per year. - The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.

Role Description The Senior Director - Area Sales is a field-based role with direct customer engagement that leverages industry experience to identify, develop, and pursue customer opportunities and foster, build, and maintain relationships with current customers. The position is responsible for driving business results, overseeing overall objectives, and sales execution aligned to corporate goals. The role leverages a firm understanding of the business, industry, and competitive landscape to evaluate and anticipate impact and to implement sales plans that leverage the combined expertise and resources of FMI. The Senior Director is responsible for achieving organizational growth objectives and developing cross-functional partnerships across the organization to support Commercial excellence and a positive customer experience. - Meet and exceed quarterly and annual sales quotas/objectives for FMI’s product portfolio - Serve as a strong change agent for and within the Commercial organization, setting the standard and role modeling exceptional change leadership and communication practices - Translate vision into actionable, quantitative plans for your area sales, strategic account, and customer experience teams - Create and implement area, regional, and territory business plans, and support/oversee the development of strategic account plans - Ensure clear linkage of strategic account plans with broader geographic business plans, including pull-through strategy and clarity on shared vs. distinct/separate customer coverage plans to maximize both engagement efficiency and effectiveness - Ensure appropriate deployment prioritization for CEE team resources within the area, based on evolving customer support needs over time - Direct area sales activities, set expectations, provide guidance, establish accurate plans and forecasts, hold the team accountable to minimum performance standards, build pipelines and execute each phase of the sales process, and drive short-term and long-term results to maximize overall territory growth objective - Develop strong teams, foster a collaborative work environment, encourage innovative thinking, and build leadership skills of direct reports and team members - Provide recommendations and guidance on evaluating sales opportunities pertinent to strategy and territory business plan, coach to pull-through of national strategies as appropriate - Improve processes and lead initiatives to implement identified improvements - Leverage market intelligence, environmental factors, and political landscape to identify issues and direct key actions impacting the day-to-day sales activities - Ability to Travel ≥ 50% of the time - Other projects as periodically assigned - Comply with FMI's attendance policies Qualifications - Bachelor’s Degree - 12+ years experience in the diagnostics, medical device, or other relevant industry or commercial environment as a sales professional - 7+ years experience as a manager of sales professionals - 5+ years of experience managing managers Requirements - 12+ years of progressively responsible experience in sales, preferably within diagnostics or medical device - 7+ years of Sales team leadership experience - 7+ years of professional experience in selling oncology-based tests and services - Creating impactful strategic sales plans and developing value propositions, positioning, and targeting in healthcare with an emphasis on diagnostics, genomics, and biotechnology - Knowledge of accounts and key influencers in the Industry - Knowledge of gathering industry trends, generating deep customer insights, and competitive intelligence to align sales strategies - Demonstrated experience and success in leading cross-functional projects to impact the business - History of strong relationship-building with critical customers, cross-functional partners, and external business partners - Experience developing an organizationally aligned culture that enables cross-functional team members to do their best work - Familiarity with developing sales plans and strategies to drive organizational growth - Familiarity with next-generation sequencing technologies and with all of FMI’s products - Understanding of HIPAA and the importance of patient data privacy - Commitment to reflect FMI’s values: Integrity, Courage, and Passion Benefits - The expected salary range for this position based on the primary location of Remote is $220,000 - $275,000 per year. - The salary range is commensurate with Foundation Medicines compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. - A discretionary annual bonus may be available based on individual and Company performance. - This position also qualifies for Foundation Medicine's benefits.