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La position The Digital Pathology Sales Enablement est responsable du développement et de la croissance du business Digital Pathology, incluant les systèmes de gestion d'image et les algorithmes cliniques, dans les comptes clés à travers EMEA/LATAM. Ce rôle offre un leadership visionnaire pour accélérer l'adoption des solutions de pathologie digitale, alignant les priorités globales go-to-market avec l'exécution régionale afin de transformer les flux de travail pathologiques et renforcer les partenariats à long terme avec les clients tiers de santé de premier plan.
Le rôle assume une responsabilité partagée pour le P&L du business Digital Pathology et sert de leader stratégique principal pour les projets de transformation digitale spécifiques à la pathologie. En travaillant étroitement avec la gestion de compte clé et les spécialistes cliniques, le rôle agit comme catalyseur pour intégrer la pathologie digitale dans la pratique diagnostique de routine à travers l'Europe et LATAM.
En tant que leader transversal senior, le titulaire influence la façon dont RIS apporte de la valeur à travers les solutions digitales, soutient l'innovation axée sur le client, et garantit une collaboration fluide entre les équipes globales et régionales. Agissant comme un pont stratégique entre le marché et l'entreprise, ce rôle traduira les idées clients et les tendances émergentes en impératifs concrets qui façonneront l'avenir de l'écosystème digital et de la stratégie produit de RIS.
The Opportunity:
Lead the digital business strategy for Digital Pathology Adoption through key customer projects, driving the implementation of digital workflows, commercial growth, and clinical value across Tier‑1 accounts in Europe and LATAM. Define pathology‑specific acceleration plans in close collaboration with regional stakeholders.
Provide visionary leadership to the GTM organization, fostering a culture of accountability, collaboration, and continuous improvement. Build team capabilities in digital acumen, strategic account management, and customer partnership excellence.
Define and execute the Go‑To‑Market strategy for Digital Pathology, ensuring global product objectives for image management and AI‑based diagnostics are successfully adapted to regional market needs. Translate pathology workflow insights into actionable strategic initiatives.
Strengthen Tier‑1 account relationships and expand digital solution adoption through customer‑centric engagement, value‑based selling, and commercial excellence. Ensure shared P&L objectives are met by driving sustainable business performance, pipeline growth, and account prioritization.
Oversee the implementation of large‑scale digital pathology installations, including scanner integration and data management platforms, across complex pathology networks. Lead cross‑functional teams to ensure high adoption rates and measurable clinical impact.
Serve as a trusted advisor by leveraging deep expertise in pathology workflows, tissue diagnostics, and the clinical value of digital imaging. Connect digital capabilities with diagnostic outcomes to maximize relevance for pathologists and lab directors.
Collaborate with global Product Management to translate field insights into product roadmap priorities, guiding lifecycle decisions and co‑creation initiatives with strategic customers. Advocate for innovation opportunities that enhance scalability, usability, and ROI.
Hold shared P&L responsibility for Digital Pathology performance, expertly defining and executing digital acceleration strategies and bespoke account plans in collaboration with the EMEA/LATAM team.
Drive high‑stakes commercial execution across the entire customer relationship lifecycle.
Ensure a seamless end‑to‑end customer experience, coordinating closely with Global Customer Support (GCS) and affiliate teams.
Identify systematic drivers to improve product adoption and overall customer value.
Establish and lead a global pilot program for specific digital products, supporting key market pilots and ensuring that learnings are captured, scaled, and embedded into the broader GTM strategy.
Product Strategy and Influence:
Act as the critical feedback loop between the market and the global organization.
Translate unmet customer needs and laboratory workflow insights into actionable inputs for the RIS Product Lifecycle Committee (PLCF) to actively shape future product strategy.
Demonstrate the commercial acumen and strategic product influence required to navigate the PLCF framework and define strategic product development requirements based on field‑level insights.
Serve as the primary point of contact for global go‑to‑market strategy within assigned product squad(s).
Establish systematic ways to collect, consolidate, and communicate global customer and market feedback, ensuring prioritization within product roadmaps.
Business Development and Market Expertise:
Identify new reimbursement channels, enterprise opportunities, and ecosystem strategies to support sustainable business growth.
Liaise closely with the Global Business Development / Partnering team to explore strategic partnerships, alliances, and inorganic growth opportunities.
Apply an in‑depth understanding of laboratory workflows, diagnostic value drivers, and the clinical decision‑making process to credibly influence iKAM stakeholders.
Generate, analyze, and consolidate relevant market intelligence, competitive insights, and performance data to inform all strategic decision‑making.
Manage and scale complex, large‑scale installations of Digital Pathology products within highly integrated hospital or laboratory networks.
Additional tasks:
Actively participate in various squads and strategic initiatives in RIS.
Support and integrate the Group's Operating Principles into day‑to‑day business and decision making.
Advocate for an agile culture and encourage collaboration beyond your team with regions, affiliates, and Customer Areas.
Take accountability for the organization's organizational hierarchy and handle recruitment, integration, and development of employees.
Simplify processes and tools and contribute to continuous improvement by personally maintaining and monitoring them.
Share responsibility with Go‑To‑Market Team for ensuring cost effectiveness within the organization.
Commit and contribute to the achievement of RIS' financial and profitability objectives.
Stay knowledgeable about rules, laws, and Compliance standards applicable to your activity and ensure compliance within your team.
Relay information regarding Quality, Safety, Health, and Environment, and raise alerts in case of non‑compliance.
Foster an inclusive environment where everyone feels a true sense of belonging and can thrive equally, regardless of their unique characteristics.
Who you are:
Degree in Biomedical Sciences, Pathology, Information Technology, or a related field; advanced degree in clinical or business disciplines preferred.
Proven track record in driving Go‑To‑Market strategies and commercial growth for digital or cloud‑based software solutions in the healthcare or diagnostics industry.
8+ years of experience in digital health, specifically within Digital Pathology, Medical Imaging, or specialized diagnostics, supporting enterprise‑level hospital customers.
Proven expertise in the adoption and scaling of image management systems (IMS) and clinical algorithms within complex diagnostic laboratory environments.
Strong ability to translate customer insights and market trends into strategic initiatives, working closely with product management and cross‑functional teams to influence product strategy and digital ecosystem development.
Ability to lead cross‑functional collaboration across global, regional, and affiliate teams, ensuring successful execution of digital solutions and large‑scale customer implementations.
Strong leadership, stakeholder management, and influencing skills, with the ability to build trusted partnerships with senior customer stakeholders and internal teams.
Excellent communication and problem‑solving skills, with a proactive mindset and ability to navigate complex business environments while maintaining high ethical and compliance standards.
Roche est un employeur offrant l'équité en matière d'emploi. #J-18808-Ljbffr
La position The Digital Pathology Sales Enablement est responsable du développement et de la croissance du business Digital Pathology, incluant les systèmes de gestion d'image et les algorithmes cliniques, dans les comptes clés à travers EMEA/LATAM. Ce rôle offre un leadership visionnaire pour accélérer l'adoption des solutions de pathologie digitale, alignant les priorités globales go-to-market avec l'exécution régionale afin de transformer les flux de travail pathologiques et renforcer les partenariats à long terme avec les clients tiers de santé de premier plan.
Le rôle assume une responsabilité partagée pour le P&L du business Digital Pathology et sert de leader stratégique principal pour les projets de transformation digitale spécifiques à la pathologie. En travaillant étroitement avec la gestion de compte clé et les spécialistes cliniques, le rôle agit comme catalyseur pour intégrer la pathologie digitale dans la pratique diagnostique de routine à travers l'Europe et LATAM.
En tant que leader transversal senior, le titulaire influence la façon dont RIS apporte de la valeur à travers les solutions digitales, soutient l'innovation axée sur le client, et garantit une collaboration fluide entre les équipes globales et régionales. Agissant comme un pont stratégique entre le marché et l'entreprise, ce rôle traduira les idées clients et les tendances émergentes en impératifs concrets qui façonneront l'avenir de l'écosystème digital et de la stratégie produit de RIS.
The Opportunity:
Lead the digital business strategy for Digital Pathology Adoption through key customer projects, driving the implementation of digital workflows, commercial growth, and clinical value across Tier‑1 accounts in Europe and LATAM. Define pathology‑specific acceleration plans in close collaboration with regional stakeholders.
Provide visionary leadership to the GTM organization, fostering a culture of accountability, collaboration, and continuous improvement. Build team capabilities in digital acumen, strategic account management, and customer partnership excellence.
Define and execute the Go‑To‑Market strategy for Digital Pathology, ensuring global product objectives for image management and AI‑based diagnostics are successfully adapted to regional market needs. Translate pathology workflow insights into actionable strategic initiatives.
Strengthen Tier‑1 account relationships and expand digital solution adoption through customer‑centric engagement, value‑based selling, and commercial excellence. Ensure shared P&L objectives are met by driving sustainable business performance, pipeline growth, and account prioritization.
Oversee the implementation of large‑scale digital pathology installations, including scanner integration and data management platforms, across complex pathology networks. Lead cross‑functional teams to ensure high adoption rates and measurable clinical impact.
Serve as a trusted advisor by leveraging deep expertise in pathology workflows, tissue diagnostics, and the clinical value of digital imaging. Connect digital capabilities with diagnostic outcomes to maximize relevance for pathologists and lab directors.
Collaborate with global Product Management to translate field insights into product roadmap priorities, guiding lifecycle decisions and co‑creation initiatives with strategic customers. Advocate for innovation opportunities that enhance scalability, usability, and ROI.
Hold shared P&L responsibility for Digital Pathology performance, expertly defining and executing digital acceleration strategies and bespoke account plans in collaboration with the EMEA/LATAM team.
Drive high‑stakes commercial execution across the entire customer relationship lifecycle.
Ensure a seamless end‑to‑end customer experience, coordinating closely with Global Customer Support (GCS) and affiliate teams.
Identify systematic drivers to improve product adoption and overall customer value.
Establish and lead a global pilot program for specific digital products, supporting key market pilots and ensuring that learnings are captured, scaled, and embedded into the broader GTM strategy.
Product Strategy and Influence:
Act as the critical feedback loop between the market and the global organization.
Translate unmet customer needs and laboratory workflow insights into actionable inputs for the RIS Product Lifecycle Committee (PLCF) to actively shape future product strategy.
Demonstrate the commercial acumen and strategic product influence required to navigate the PLCF framework and define strategic product development requirements based on field‑level insights.
Serve as the primary point of contact for global go‑to‑market strategy within assigned product squad(s).
Establish systematic ways to collect, consolidate, and communicate global customer and market feedback, ensuring prioritization within product roadmaps.
Business Development and Market Expertise:
Identify new reimbursement channels, enterprise opportunities, and ecosystem strategies to support sustainable business growth.
Liaise closely with the Global Business Development / Partnering team to explore strategic partnerships, alliances, and inorganic growth opportunities.
Apply an in‑depth understanding of laboratory workflows, diagnostic value drivers, and the clinical decision‑making process to credibly influence iKAM stakeholders.
Generate, analyze, and consolidate relevant market intelligence, competitive insights, and performance data to inform all strategic decision‑making.
Manage and scale complex, large‑scale installations of Digital Pathology products within highly integrated hospital or laboratory networks.
Additional tasks:
Actively participate in various squads and strategic initiatives in RIS.
Support and integrate the Group's Operating Principles into day‑to‑day business and decision making.
Advocate for an agile culture and encourage collaboration beyond your team with regions, affiliates, and Customer Areas.
Take accountability for the organization's organizational hierarchy and handle recruitment, integration, and development of employees.
Simplify processes and tools and contribute to continuous improvement by personally maintaining and monitoring them.
Share responsibility with Go‑To‑Market Team for ensuring cost effectiveness within the organization.
Commit and contribute to the achievement of RIS' financial and profitability objectives.
Stay knowledgeable about rules, laws, and Compliance standards applicable to your activity and ensure compliance within your team.
Relay information regarding Quality, Safety, Health, and Environment, and raise alerts in case of non‑compliance.
Foster an inclusive environment where everyone feels a true sense of belonging and can thrive equally, regardless of their unique characteristics.
Who you are:
Degree in Biomedical Sciences, Pathology, Information Technology, or a related field; advanced degree in clinical or business disciplines preferred.
Proven track record in driving Go‑To‑Market strategies and commercial growth for digital or cloud‑based software solutions in the healthcare or diagnostics industry.
8+ years of experience in digital health, specifically within Digital Pathology, Medical Imaging, or specialized diagnostics, supporting enterprise‑level hospital customers.
Proven expertise in the adoption and scaling of image management systems (IMS) and clinical algorithms within complex diagnostic laboratory environments.
Strong ability to translate customer insights and market trends into strategic initiatives, working closely with product management and cross‑functional teams to influence product strategy and digital ecosystem development.
Ability to lead cross‑functional collaboration across global, regional, and affiliate teams, ensuring successful execution of digital solutions and large‑scale customer implementations.
Strong leadership, stakeholder management, and influencing skills, with the ability to build trusted partnerships with senior customer stakeholders and internal teams.
Excellent communication and problem‑solving skills, with a proactive mindset and ability to navigate complex business environments while maintaining high ethical and compliance standards.
Roche est un employeur offrant l'équité en matière d'emploi. #J-18808-Ljbffr
Digital Pathology Sales Enablement Arbeitgeber: Roche Holding AG
Roche Holding AG ist ein hervorragender Arbeitgeber, der seinen Mitarbeitern in Basel eine dynamische und unterstützende Arbeitsumgebung bietet. Mit einem starken Fokus auf persönliche und berufliche Weiterentwicklung sowie einer Kultur der Zusammenarbeit und Innovation, ermöglicht Roche seinen Mitarbeitern, bedeutende Beiträge zur Qualitätssicherung in der Herstellung zu leisten. Die Möglichkeit, an Transformationsprozessen mitzuwirken und Einfluss auf strategische Entscheidungen zu nehmen, macht diese Position besonders attraktiv für engagierte Fachkräfte.
