Identify target opportunity and stakeholders
Facilitate outreach and background information collection with new opportunity
Identify and build relationships with key stakeholders
Conduct customer needs assessment
Qualify target opportunity based upon account value, threats, and barriers
Active Selling
Identify and validate customer needs
Communicate product value prop and solution design
Customize value prop/solution and product solution proposal
Develop and review implementation scope
Obtain solution acceptance
Execute collaborative active selling functions including contract creation, terms and conditions development, quoting, and contract modifications
Conduct contract reviews, pricing, negotiation
Obtain final signature and finalize order
Review account utilization management reporting
Conduct account review meetings
Provide ad-hoc customer support and issue routing
Collaborate with marketing in account communications planning and marketing campaigns
Identify and close cross-sell and up-sell opportunities
Execute contract renewals

College degree or equivalent work experience
3+ years of prior work experience, preferably in a similar inside sales position
Demonstrated ability to build relationships with and present to key decision-makers, a plus if background is with hospitals and health systems
Excellent account management skills and ability to manage external and internal business priorities
Ability to demonstrate and communicate value of sophisticated and complex products/technologies
Highly motivated, with proven ability to over-achieve individual and team based targets
Ability to construct, present and execute a Territory Business Plan
Ability to effectively partner with and support field-based team to achieve mutual goals
Microsoft product suite and SalesForce.com preferred

Senior Inside Sales Representative – Account Manager

Key skills