Digital Pathology Sales Enablement

Roche is dedicated to transforming patients’ lives by delivering innovative medical solutions. We embrace diversity, inclusion and ethical business practices.

• Lead the digital business strategy for Digital Pathology Adoption through key customer projects, driving 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 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 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 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.
• 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 shape future product strategy.
• 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.
• 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 strategic decision-making.
• Manage and scale complex, large-scale installations of Digital Pathology products within highly integrated hospital or laboratory networks.
• 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…