Digital Pathology Sales Enablement

Job description

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. The PositionThe Digital Pathology Sales Enablement is accountable for developing and growing the Digital Pathology business, including image management systems and clinical algorithms, in Key Accounts across EMEA/LATAM. This role provides visionary leadership to accelerate the adoption of digital pathology solutions, aligning global go-to-market priorities with regional execution to transform pathology workflows and strengthen long-term partnerships with top-tier healthcare customers. The role holds shared responsibility for the P&L of the Digital Pathology business and serves as the primary strategic lead for pathology-specific digital transformation projects. Working closely with key account management and clinical specialists, the role acts as a catalyst for integrating digital pathology into routine diagnostic practice across Europe and LATAM. As a senior cross-functional leader, the incumbent influences how RIS delivers value through digital solutions, champions customer-centric innovation, and ensures seamless collaboration between global and regional teams. Acting as a strategic bridge between the market and the enterprise, this role will translate customer insights and emerging trends into actionable imperatives that shape the future direction of RIS’s digital ecosystem and product strategy. 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 develop