Clinical Applications Specialist
About The Position
Microsoft Health & Life Sciences brings Microsoft Cloud, AI, and its partner ecosystem to organizations that care for patients. The Clinical Applications Specialist for the West carries a Dragon Copilot quota across large health systems and integrated delivery networks (IDNs) in the Western United States. The role focuses on winning new and expansion business, transitioning customers from legacy Nuance agreements to Microsoft Dragon Copilot, and positioning Microsoft as an enterprise intelligence and orchestration layer within its broader Copilot and enterprise AI platform story. Dragon Copilot unifies Dragon Medical One dictation, DAX Copilot ambient listening, and Dragon Copilot for Nursing in an AI clinical assistant for physicians and nurses. It integrates with EHRs such as Epic and extends across Microsoft 365, Azure, Fabric, and partner solutions. The specialist develops executive relationships, leads clinical value and return-on-investment discussions, protects and expands the customer base, and coordinates Microsoft teams and partners to advance deals. The role also manages pipeline and forecasting, deal reviews, close plans, and customer and competitive insights.
Requirements
- Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, plus 4 or more years of experience in technology-related sales or account management, or equivalent experience.
- Authorization to work in the United States without employer visa sponsorship now or in the future.
- Proven quota attainment on complex, multi-stakeholder enterprise deals.
- Working understanding of the EHR ecosystem and how clinical applications integrate with it.
Nice To Haves
- Master's degree in Business Administration (such as an MBA), Information Technology, Information Security, or a related field, plus 6 or more years of experience in technology-related sales or account management; or a bachelor's degree in a listed or related field plus 8 or more years of such experience; or equivalent experience.
- 4 or more years of solution or services sales experience.
- 4 or more years of experience selling to health systems or provider organizations.
- Clinical background such as RN, MD, or allied health; MBA or MHA.
- Experience with ambient AI, clinical documentation, or speech recognition, and knowledge of Epic workflows.
- Familiarity with Microsoft and Nuance solutions, the Microsoft sales process, and MSX / Dynamics 365.
Responsibilities
- Own and exceed an annual Dragon Copilot quota across assigned health systems and IDNs in the Western United States.
- Win new and expansion business across physician ambient, nursing, and emergency department use cases.
- Transition legacy Nuance customers using DMO and DAX to Dragon Copilot on Microsoft agreements and the Enterprise Agreement.
- Build trusted relationships with C-suite leaders, including CMIOs, CNOs, CNEs, CIOs, CFOs, and CMOs.
- Lead clinical value and ROI discussions tied to clinician time, burnout, throughput, and patient experience.
- Host executive briefings and executive briefing center visits that connect Dragon Copilot to each customer's AI strategy.
- Protect and grow the installed base, owning renewals and expansion with a clear plan for each account.
- Compete with ambient AI point solutions and EHR-native options by positioning a unified, enterprise-grade platform.
- Partner with Customer Success to drive adoption, nursing engagement, and clinician satisfaction.
- Align with account team unit and strategic account executives on joint account strategies and executive plans.
- Engage clinical AI strategy executives, Commercial Executives, and partners at appropriate points in the sales process.
- Work with Deal Desk and Finance on deal structuring, pricing approvals, and contract execution.
- Maintain an accurate MSX pipeline and forecast for the current and following quarter.
- Run disciplined deal reviews and close plans with clear next steps, risks, and mutual action plans.
- Share customer and competitive insights with product, marketing, and leadership teams.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
