Director, Software Technical Product Management - BioInsight Platform Commercialization

As Director of Software Technical Product Management, BioInsight Platform Commercialization, you own the commercial product strategy that turns platform capability into revenue, attach, and durable customer adoption. You lead the market-facing half of BioInsight Platform product management: pricing and packaging, go-to-market readiness, field and channel partner enablement, commercial deal support, and the outbound product motions that convert trials and evaluations into paid, growing customer accounts.

Scope of Responsibilities

• Own BioInsight Platform commercialization end-to-end: tenancy / account model, IAM, entitlements, usage metering, billing product behavior, pricing, packaging, commercial SKUs, trial-to-paid conversion, savings plans / BICs, attach motions, and field readiness
• Lead a team of technical product managers and commercial / solutions-oriented product talent; hire, coach, and set the bar for commercially excellent product management
• Operate as the primary product counterpart to Software Sales leadership on platform deals, RFPs, enterprise negotiations, and strategic account motions
• Define and drive GTM for major platform commercial releases — messaging, enablement, sales plays, objection handling, and launch instrumentation
• Own commercial outcome metrics: trial conversion, attach rate, savings-plan adoption, platform ARR / commit, time-to-first-value, and expansion
• Partner with Finance, Deal Desk, and Legal on commercial constructs; ensure pricing and packaging are operable in SAP, SFDC, and quoting tools
• Navigate ambiguity across diverse stakeholders; create clarity for field, partners, and internal customers
• Represent platform commercialization in BioInsight leadership forums; escalate tradeoffs with clear recommendations

Responsibilities

• Establish the multi-quarter commercialization roadmap for BioInsight Platform — pricing changes, packaging moves, trial programs, channel motions, and enablement campaigns — with clear outcome metrics
• Lead Voice of Customer and win/loss on commercial friction: why deals stall, why trials fail to convert, where quoting and billing create field drag
• Own product input to pricing and packaging decisions; partner with Finance on margin, discounting guardrails, and commit structures
• Enable Sales and Customer Success with sales plays, battlecards, worked commercial examples, demo narratives, and deal desk guidance for platform SKUs
• Support strategic and enterprise deals — customer briefings, executive presentations, RFP responses, and commercial/technical narratives
• Align with Marketing on platform positioning, launch content, and competitive response when commercial model is the differentiator
• Instrument the funnel (signup → trial → paid → expand); run experiments; close the loop with Core Product on product changes that unblock conversion
• Build and develop the commercialization team; set working agreements with Sales, Finance, Support, and application TPMs
• Raise the bar on documentation, playbooks, and cross-functional operating rhythm so commercialization does not depend on heroics

Experience / Education

• Typically requires a Bachelor’s degree and a minimum of 18 years of related experience in a technical or business field (computer science, bioinformatics, life sciences, engineering, business) or equivalent experience; MBA or advanced degree a plus
• Typically 12+ years of progressive experience in product management, product-led growth, or commercial product leadership for B2B / enterprise software, with 5+ years leading managers or senior ICs
• Proven ownership of pricing, packaging, or monetization for a platform or multi-product portfolio
• Experience in complex multi-product enterprise SaaS strongly preferred. Life sciences, health tech, or genomics experience is not required.
• Demonstrated ability to partner with Sales leadership on enterprise deals and to translate commercial friction into product and process change
• Strong executive communication skills; comfortable in ELT and customer-executive settings
• Familiarity with cloud commercial models (PAYG, commits, credits, trials) and with regulated / quality-conscious software environments is a plus

Requirements

• Track record shipping commercially successful software products or platforms at scale
• Ability to craft strategy, translate it into roadmaps and GTM plans, and drive adoption metrics
• Comfort discussing architecture, entitlements, APIs, and operational constraints with engineering — without owning engineering delivery
• Experience building or scaling a product management team; mentoring senior PMs
• Analytical rigor: funnel metrics, cohort analysis, pricing experiments, win/loss synthesis
• Cross-functional leadership across Sales, Finance, Marketing, Legal, and Support without formal authority