Enterprise Sales Director – Healthcare IT

Role Overview

• Maintain accuracy of the sales pipeline, contacts, and activities in Salesforce and other reporting tools.
• Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives, and key buying influences.
• Develop and maintain consultative sales relationships with all key buying influences in each account, at the executive and senior management levels, and other levels within the customer's organization.
• Demonstrate the entire company solution, services, and hardware portfolio.
• Attend company tradeshows and conferences regionally and nationally.
• Respond to and lead RFP/RFI’s and price systems and configurations.
• Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities.
• Exceed Annual Booking Targets.
• Responsible for increasing revenue and market share within assigned territory.
• Direct sales activities include prospecting, deal qualification, deal velocity, contract negotiations and closing business within current customer base for Spok.
• Establish a relationship with consultants to help influence opportunities.
• Develop and maintain a relationship with key internal resources to ensure successful collaboration to meet customer needs.
• Develop a selling relationship with the Channel Partners.

Requirements

• Bachelor's degree from four-year college or university; and 4-5 years’ related experience
• Direct healthcare IT sales experience selling enterprise software solutions (MUST HAVE)
• Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers, and influencers.
• Proven history of large, multi-product enterprise sales greater than $100,000, or previous Spok software sales experience.
• Current active contacts with healthcare industry executives within the territory; CMO, CNO, CIO and/or CEO.
• Demonstrated understanding of workflow redesign involving technology/software solutions.
• Committed to sales methodology such as Helping Clients Succeed, Solution Selling, The Complex Sale, etc.
• Proficient in use of internal systems for accuracy in forecasting (CRM, Salesforce, Quoting tools, etc.).
• Successful record of communicating the business value of strategic software solutions to healthcare executives including CIO, CMIO, CNO, CFO, COO, etc.
• Knowledge of how the ACA, ACO’s, insurance companies and other factors influence decisions that healthcare executives make on their buying of technology.
• Demonstrated understanding of clinical workflow in healthcare organizations.
• Demonstrated understanding of healthcare procurement procedures and sales cycles.
• Ability and passion to call suspects, prospects, and leads generated from Marketing.
• Robust interpersonal skills with evidence of teamwork and collaboration.
• Exceptional written and verbal communication skills with customers at all levels.
• Solid process orientation, demonstrated resource management, and allocation experience, and the ability to perform multiple tasks simultaneously.
• Ability to demonstrate enterprise software at all levels within the hospitals.

Benefits

• three robust health, pharmacy, vision and dental care plans including a health savings account option
• wellness
• financial wellness
• retirement
• family support
• continuing education
• time off benefits