Julie Johnston
Vice President, Client Solutions | Pharmaceutical HCP Engagement & Point of Clinical Decision
Hire this person
Send a job offer directly to this candidate
About
Senior pharmaceutical partnerships leader with 15+ years of consistent quota overachievement selling HCP and patient engagement platforms to top pharma manufacturers. Unique career arc spanning five HCP and patient engagement platforms — Timely by DrFirst (EHR point-of-care messaging), Orbita (conversational AI for HCP and patient engagement), IQVIA (HCP CRM and omnichannel), PatientPoint (physician office HCP and patient engagement), and Medscape/WebMD (digital HCP media) — across every major channel through which pharma brands reach physicians and patients. Established, trusted relationships at Amgen, Gilead, AbbVie, Neurocrine, Acadia, Allergan, Genentech, Organon, Otsuka, and Sumitomo built through direct, sustained selling engagements.
Exceeded quota in every measured role.
Experience
Senior Vice President, Growth and Client Solutions (Fractional Consultant) - Axonal AI - Remote
(2025-09)
Consultant at a pre-seed agentic AI startup building commercial decision-support platforms for life science brands — advising on GTM strategy and enterprise partnership development for an AI platform entering the pharma commercial market.
- Closed the company's first two enterprise partnerships, each valued at $250,000 — leveraging established pharma commercial relationships to accelerate pipeline development.
- Built partnership value propositions and outreach strategy tailored to pharma commercial and medical affairs buyers.
Vice President, Business Development and Client Strategy - DrFirst, Inc. - Remote
(2023-08 - 2025-08)
Led full-cycle enterprise sales for DrFirst's medication management platform — including Timely by DrFirst, a pharma-sponsored patient and provider engagement product delivering branded messaging, adherence support, and education within the EHR. Sold directly to pharma brand teams, patient services leadership, and agency partners at top pharmaceutical manufacturers.
- Built and expanded pharma client portfolio to $4.75M in FY2025 across Amgen, Gilead, Organon, AbbVie, Neurocrine, Otsuka, Sumitomo, and Acadia — selling pharma-sponsored engagement solutions to brand marketing, patient access, commercial, and agency stakeholders.
- Exceeded FY2024 quota by 129%, generating $2.2M against a $1.7M target; managed multi-stakeholder sales cycles involving pharma brand teams, patient services leadership, and agency media buyers.
- Developed strategic alignment between client patient access objectives and platform capabilities — identifying expansion opportunities across brands, therapeutic areas, and agency relationships to drive sustained revenue growth.
Regional Sales Vice President, Western Region - IntelyCare - Remote
(2022-01 - 2023-08)
Led enterprise partnerships and business development for a VC-backed healthcare SaaS platform — managing a 25-person team and driving significant revenue growth across new and existing accounts.
- Achieved 106% of $22M annual revenue goal; built and led a high-performing team of 25 with 3 team leads across BD, AE, and CSM functions.
- Launched 9 new markets through structured account-based strategy and executive-level relationship development.
Vice President, Channel Strategy & Partnerships - Orbita - Remote
(2020-09 - 2022-01)
Built and led Orbita's first strategic partnership program for a conversational AI platform serving healthcare enterprises — reporting directly to CEO with full ownership of partnership strategy, deal execution, and account management.
- Designed partnership model and commercial structures from zero — closed 16 long-term strategic partnerships including SAP, Cisco, and major healthcare consulting firms, driving $13M against a $10M goal (130%).
- Managed strategic alignment between partner capabilities and platform roadmap — building C-suite relationships that drove sustained account expansion beyond initial contracts.
Sr. Key Account Director, West - Medidata - Remote
(2018-08 - 2020-03)
Drove enterprise partnership development for Medidata's RWE and analytics platform — engaging commercial, medical affairs, and clinical leadership at top pharma and biotech organizations.
- Generated $2.4M in new enterprise partnerships with top pharma accounts; top sales producer Q1 and Q2 2019.
Sales Executive - IQVIA - Remote
(2015-07 - 2018-07)
Led enterprise sales of IQVIA's HCP CRM, omnichannel engagement, and commercial analytics platforms into pharma commercial organizations — selling the tools pharma brand teams use to target, message, and measure engagement with physicians across channels.
- Grew territory to $4.4M in annual sales; exceeded quota 2015–2017, achieving 150% of target in first six months — selling HCP omnichannel and engagement platforms to pharma brand teams and commercial leadership.
- Built deep relationships at Amgen, Allergan, Neurocrine, and Abbott Nutrition across commercial, medical affairs, and SFE functions — engaging the same stakeholders who evaluate HCP engagement platforms.
Sales Executive - PatientPoint - Remote
(2013-04 - 2015-07)
Sold pharma-sponsored patient and HCP engagement solutions in physician office settings — one of several HCP and patient engagement channels spanning this career.
- Built Western region from zero to $6.5M (2015); expanded pharma sponsor base to include Amgen, Genentech, Gilead, and SeaGen.
Director, Business Development - Heartbeat Ideas - NYC and LA
(2011-01 - 2013-04)
- Exceeded quota by 300% in 2011; generated $10M in new business fees through C-suite pharma relationship development; opened satellite office contributing to agency's acquisition by Publicis.
Director, Strategic Accounts - WebMD / Medscape - Remote
(2005-08 - 2010-12)
Sold pharma-sponsored digital HCP and patient engagement solutions across WebMD's consumer health platform and Medscape's physician-facing digital media network — one of the largest HCP digital engagement platforms in medicine. Engaged pharma brand and medical affairs teams on digital physician reach, CME, and patient education strategies.
- Exceeded quotas six consecutive years; $5M Club 2007–2009 | $10M Club 2010. Strategic pharma accounts: Abbott, Allergan, Amgen, Genentech, Gilead, and Takeda.
Education
Masters of Business Administration - The Ohio State University
Masters in Healthcare Administration - The Ohio State University Medical Center
Administrative Residency - Stanford University Medical Center
Bachelor of Arts - Business Administration - Miami University
