Simon Valentine Email & Phone Number

New York City, Ny, Us

Ownership of the commercial & GTM strategy for BasePair globally, including sales, marketing and support. Includes inbound marketing activities based on Google Ad optimization, email and SEO that is fueling an increase in leads at the top of the funnel. Lead a team of account managers and BDRs who focus on driving value from our second generation bioinformatics platform and associated professional services amongst our commercial customer base in the Biopharma, Diagnostics and Genomic Technology markets.

San Diego, California, Us

Advising BioTuring leadership on commercial strategy and assisting with strategic partnerships.Access to high quality public single cell and spatial transcriptomics data is currently a very time consuming and resource intensive process. Consisting of ~150M cells across more than 2,600 studies, BioTuring has spent the last 8 years creating what is now the largest database of curated single cell and spatial transcriptomics data in the world. Powered by GPU-accelerated algorithms, advanced analysis & visualization tools are then able to deliver results 1000X faster than Seurat, even for samples of 1M+ cells. The resulting platform not only saves a substantial amount of time and resources compared to using in-house or third party curators / software platforms, but the sheer size of the database helps create accurate cell type prediction and differentiation ML models to help accelerate time to scientific insight.

One of the critical success factors for businesses is to have sales & marketing departments/efforts that are aligned and working together towards common goals. This is particularly the case in the Innovator and Early Adopter phases of the technology adoption life cycle where direct sales is often the sales channel of choice and the messaging, collateral and sales enablement efforts need to closely align to the methodologies of a solution or value based selling approach. My twenty five year career spanning various individual contributor and sales leadership roles at a variety of SME and global corporations allows me to bring a sales driven perspective to a part of the business that is often overlooked or taken for granted. Ultimately these insights help achieve alignment between the roles that these two entities need to play in order to over-achieve on new customer and revenue targets in this critical phase of a company's growth.

Paris, Ile-De-France, Fr

Board member bringing sales and marketing experience to a fast growing scientific informatics company based in France.

Boston, Massachusetts, Us

Ownership of the sales strategy and related activities in North America. Lead a team selling SaaS and professional services who are dedicated to making it easier for R&D organizations to derive maximum value from their genomic data generation and acquisition efforts. Notable achievements include:- 105% of 2020 plan from a starting pipeline multiple of under 1X- grew total pipeline 10X in under a year to over $23M- closed seven figure transaction with top 10 pharma- hired and onboarded 10 new sales reps in under 5 months, 8 of which are on track to make the 2021 plan

Victoria, Bc, Ca

Bringing my extensive experience of the scientific software industry to help align the sales and marketing efforts of the world's leading clinical NGS professional services organization.

Following a de-centralization of the commercial teams, managed a team of seven direct reports responsible for increasing sales of Illumina's enterprise informatics solutions and reducing barriers that might slow the adoption of next generation sequencing (NGS). Some notable successes included:• 105 and 115% of annual target with 6 out of the 7 team members achieving over quota• Grew BaseSpace sales by over 500% in under three years • Tripled DRAGEN sales within 18 months of acquiring Edico Genome• Increased ClarityLIMS sales by over 250% in two years post acquisition of Genologics• Helped double the number of users (65K to 137K) and quadrupled the numbers of samples (8.5M to 32.4M) put through Illumina’s SaaS based analysis platform over a three-year period from 2017 to 2019• Improved the frequency of informatics bundled at point of sale with Illumina's high throughput sequencing instruments from 2% to 20%

Global sales leadership for enterprise informatics at Illumina reporting to the Commercial VP for that business unit. Key Achievements:• Recruited, on boarded, coached and led a team of 14 enterprise software account managers based in the USA, Canada and EMEA with sales in the tens of millions of dollars.• Grew the overall business by over 50%, organically increasing the customer base by a third and a ten-fold increase in instrument sales that included informatics.• Sales lead for the successful commercial launch of Illumina’s cloud-based informatics platform, enabling users to securely manage and analyze their NGS data• Ensured existing instrument customers benefited from Illumina's Informatics Solutions and expanded the footprint of Illumina’s secondary and tertiary software analysis platforms into the pharma/biotech, academic, commercial testing and healthcare markets• Developed sales collateral and enablement tools to help raise awareness of informatics solutions within the wider commercial team. Subsequently coached them on how software could increase the value of Illumina's offering to their customers and how to identify potential opportunities

Set up and led the enterprise informatics commercial team in Europe, reporting to the Global VP of that division. My main objective was to ensure our existing customers got the most out of Illumina's informatics solutions and to expand the footprint of the NextBio and BaseSpace software platforms in the Pharmaceutical, Biotech, Academic and Healthcare markets in Europe. At the same time I also wore a business development hat that included identifying partnering opportunities as well as working with associations in Europe that could bring more visibility in the region.Key Achievements:• Marketed and sold flagship SaaS platforms designed to facilitate the analysis, aggregation and interpretation of large-scale patient data for translational research and personalized medicine applications. • Doubled bookings attributable to European market, from $1.7M (2014) to $3.4M (2015).• Retained 99% of current client base in spite of declining usage rates and overall posted an 11% increase in sales to existing customers, equating to over $2M in sales for 2014 vs. $1.8M in 2013.• Renewed a global software license at Sanofi for 18 months for $915K, negotiating a 15% increase for the price paid for professional services days.• Increased new business pipeline from $750K in February 2014 to over $8.3M distributed over 30 qualified opportunities by the end of 2014.• Identified and executed on the most promising opportunities for partnership as well as working with associations in Europe that could bring Illumina more visibility in the region.• Learned, prepared, and presented compelling customer sales presentations and software demonstrations to be as independent of scientific pre-sales as possible.• Joined and actively participated in several key associations in EMEA, including EFPIA, WIN, and EAPM to develop the informatics market for Illumina.

Paris, Ile-De-France, Fr

Worked as an independent consultant to help this start up with the launch of their new web site, including various aspects such as the layout, flow and content.

San Diego, Ca, Us

Global responsibility for sales leadership and go to market strategy for the academic business, including marketing campaign development, message setting, pricing & licensing model creation.Key Achievements:• Partnered with other cross-functional departments, including marketing, sales operations, finance, and legal to design and implement a new pricing and licensing model that halved the sales cycle length for a $15M market while significantly reducing both pre- and post-sales scientific and legal resources required to help close business.• Recognized as an Accelrys Presidents Club achiever seven times.• Grew Indian academic and commercial market three-fold in under three years to over $2M.• Spearheaded marketing campaign and message setting including web site design.• Developed and managed key internal and external business partnerships, including strategic relationships with thought leaders in Academia, particularly in the USA and Europe.• Created internal sales tools using solution selling methodology to facilitate prospecting.

San Diego, Ca, Us

Sales leadership and delivery on plan for a direct and indirect sales team including the following key responsibilities:• 12 direct reports spread across the Americas, EMEA and India• 70/30 mix of new business software license sales vs. renewal and maintenance• Market focus included Academic, Government and Non-Profit organisations as well as commercial life science and non-life science accounts• Industry verticals included Pharmaceuticals, Chemicals, Oil & Gas, Aerospace & CPG amongst others• Full quota & territory setting, establishment of commission plans and forecasting• Recruitment, coaching and performance management of employees with a focus on Solution Selling Methodology• Quarterly opportunity/pipeline review meetings & strategic territory planning sessions• Direct involvement with responding to formal tenders and driving strategic opportunities to a successful close• Management and analysis of the lead funnel and sales pipeline to be in the best position to attain sales targets• Familiarity with a variety of licensing and software delivery models including perpetual, term and rental as well as SaaS• Identification, acquisition and management of suitable resellers