Principal Account Executive – Healthcare

Role Overview

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level.
• Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
• Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Develop and maintain strategic internal working relationships to enhance sales execution
• Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
• Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
• Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
• Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
• Mentor, coach and influence other sales team members

Requirements

• Bachelor's Degree or equivalent experience
• Significant experience as an Account Manager in a complex environment
• Deep knowledge and expertise in sales or relevant industry or technology solution
• Proficient in opportunity management and account planning tools
• Microsoft Windows and Office proficient
• Proven year-over-year sales generation success
• Excellent ability to establish rapport and gain the trust of others
• Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Excellent collaboration skills, applied successfully within team as well as with other areas
• Excellent at gaining consensus across multiple departments and leadership levels
• Excellent negotiating and influencing skills
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Up to 50% travel time required

Benefits

• 401(k) Retirement Savings.
• Flexible Schedule.
• Paid Time Off.
• Medical, Dental, Vision.
• Volunteer Paid Time Off.
• Wellness Reimbursement.
• Paid Parental Leave.
• Sabbatical Program.