Susan Velani

Observer
DISC Type : ic

VP of Sales at Arcellx

San Francisco, California, United States

Overview

Susan Velani is the VP of Sales at Arcellx, bringing extensive experience in oncology from senior commercial roles at Pharmacyclics (an AbbVie Company) and Genentech. A graduate of Penn State University, she has a proven record of leading large sales organizations and developing commercial training programs.

At Pharmacyclics, she was accountable for $4. 2 billion in annual U. S. sales for a leading oncology drug across five different indications.

Personality Overview

Assertive

Example Seeker

Value Driven

They are generally good communicators and can be hard to convince.  They ask a lot of questions and rely heavily on information and collaterals. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Oncology Commercialization
Her career has been dedicated to leading sales and commercial operations for major oncology franchises at Genentech and Pharmacyclics, including a $4. 2B portfolio.
Sales Team Development
She has consistently led commercial training departments and recently expressed excitement about building an entirely new training and launch curriculum at Arcellx.
Driving Revenue
Has a track record of significant financial accountability, managing a $4. 2 billion sales organization responsible for a major oncology therapy.

Media Appearances

Susan has no verified media appearances

Work History

3-2025
VP of Sales at Arcellx
6-2019 - 3-2025
Head of Oncology Sales at Pharmacyclics, an AbbVie Company
6-2018 - 6-2019
Head Of Commercial Operations at Pharmacyclics, an AbbVie Company
11-2015 - 6-2018
Director, Oncology Clinical Coordinators at Genentech
7-2013 - 11-2015
Director, BioOncology Commercial Training & Development at Genentech

Education

B.A. from Penn State University

More Information

Social Presence :

Prographics :

Exp : 14 Location : San Francisco, California, United States Job Level : Senior Designation : VP of Sales at Arcellx
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Build rapport, it will come handy to handle hard questions later
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Susan

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Susan take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Susan

Personality Compatibility


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