Tony Cao

Observer
DISC Type : ic

Senior Director of Product Management, Oncology Innovations at Natera

San Francisco Bay Area, United States

Overview

Tony is the Senior Director of Product Management for Oncology Innovations at Natera, with deep expertise in sales, marketing, and product development across oncology, diagnostics, and bioinformatics. He attended San Diego State University. Colleagues describe him as witty, efficient, caring, and detail-oriented.

He is deeply passionate about improving cancer care through molecular technology and real-world data, a core motivation for joining his current team.

Personality Overview

Assertive

Curious

Value Driven

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally strong communicators and are not easy to convince. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Oncology Innovation
Currently leads product management for oncology innovations at Natera and is passionate about improving cancer care with molecular technology and real-world data.
Product Commercialization
Specializes in leading cross-functional teams to develop and execute commercialization strategies for new diagnostic and bioinformatics products.
NGS Technology
Previously led product management for NGS Benchtop Systems at Illumina and has expressed excitement about shaping the future of genomics.

Media Appearances

Tony has no verified media appearances

Work History

7-2025
Senior Director of Product Management, Oncology Innovations at Natera
5-2023 - 7-2025
Senior Director, Product Management NGS Benchtop Systems at Illumina
6-2022 - 5-2023
Senior Director of Product Management at Ambry Genetics
6-2018 - 3-2022
Director, International Business Leader - BioInformatics at Roche Diagnostic Solutions
2-2016 - 3-2022
Director, International Business Leader at Roche Molecular Systems

Education

BS from San Diego State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : San Francisco Bay Area, United States Job Level : Senior Designation : Senior Director of Product Management, Oncology Innovations at Natera
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Ask them questions to understand their needs better while staying affable
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Tony take some risk or not?

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

You And Tony

Personality Compatibility


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