Salesforce - Business Development Manager - Healthcare

Huron is a global consultancy that helps clients drive strategic growth, innovation, and operational, digital, and cultural transformation. The Business Development Manager will lead strategic growth and enterprise sales initiatives in the healthcare payer and provider sectors, leveraging Salesforce CRM expertise to identify, shape, and close complex digital transformation opportunities. The role also involves managing executive relationships, developing market and account strategies, and leading proposals, negotiations, and deal structuring.

Responsibilities:

• Develop, execute, and manage a comprehensive go-to-market strategy targeting healthcare clients across segments (provider, payer, etc.)
• Consistently deliver or exceed annual sales targets, with demonstrated ability to generate $8M+ in new bookings annually
• Identify, qualify, and close complex digital transformation opportunities leveraging Salesforce CRM capabilities and related platform solutions
• Maintain a robust pipeline and manage the full enterprise sales lifecycle from prospecting to deal closure
• Serve as an internal and client-facing Salesforce SME, demonstrating deep knowledge of: Health Cloud, Marketing Cloud, Experience Cloud, Data Cloud & integration, Industry-specific accelerators and solutions
• Translate Salesforce capabilities into healthcare-specific business value, ROI cases, and transformation roadmaps
• Leverage an established network of Salesforce contacts—alliances, partner managers, product teams, and industry specialists—to accelerate joint pursuits and co-selling motions
• Partner with Salesforce account executives, RVPs, and industry specialists to co-develop territory plans and shared sales strategies
• Conduct market analysis to identify emerging trends, competitive shifts, digital adoption patterns, and healthcare industry priorities
• Prospect and develop relationships with C-suite executives, operational leaders, and digital transformation stakeholders
• Develop account penetration plans for target healthcare payers and providers and large-scale enterprise accounts
• Position the organization as a trusted advisor by articulating industry challenges and recommending tailored healthcare solutions
• Build, nurture, and expand long-term client relationships, ensuring exceptional client experience from initial engagement through deal execution
• Develop account strategies aligned with customer business objectives and healthcare-specific requirements
• Collaborate with delivery, product, and marketing teams to ensure client expectations are met and exceeded
• Represent the organization at Salesforce and healthcare industry events, conferences, and partner forums
• Lead proposal development, RFP responses, value propositions, and solution shaping activities with cross-functional support
• Construct business cases, pricing structures, and long-term engagement models that address client needs and profitability targets
• Negotiate commercial terms and contracts with enterprise clients, ensuring alignment with organizational goals

Requirements:

• 5+ years of direct business development, enterprise sales, or strategic growth experience within the healthcare industry
• Demonstrated track record of consistently achieving $8M+ in annual bookings
• Experience selling Salesforce-based solutions, digital transformation programs, or enterprise SaaS technologies to large healthcare companies
• Proven success managing executive-level sales cycles and closing high-value, multi-year engagements
• Deep expertise in Salesforce CRM digital capabilities, including hands-on understanding of platform architecture, data models, integrations, and healthcare-specific modules
• Exceptional strategic thinking, business acumen, and executive-level communication skills
• Strong consultative selling abilities with a focus on solution and value-based selling
• Ability to lead cross-functional teams in pursuit of complex opportunities
• High level of professionalism, self-direction, and accountability
• Existing relationships with Salesforce Health Cloud, Industry Sales, and Partner Alliance teams
• Prior experience within a Salesforce consulting partner or enterprise healthcare technology provider
• Bachelor's or Master's degree in Business, Engineering, Information Systems, or related field
• Certifications related to Salesforce or digital transformation (preferred but not required)