Director, Sales Overlay - Advisory Services
About The Position
Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. Position Summary: The Director, Advisory Services Sales Overlay is responsible for driving growth across all athena sales segments by providing strategic sales overlay expertise for athenahealth's Advisory Services portfolio. This role focuses on identifying, prioritizing, and executing sales opportunities in partnership with Account Executives and Sales leadership. The Director bridges cross-functional strategy and communication, supports scalable sales operations, and ensures effective positioning and value articulation of services. This role reports to the Vice President, Client Solutions Group, requires up to 50% travel, and offers flexibility in physical location. About the Team The Client Solutions Group drives strategic initiatives that accelerate revenue growth and operational excellence across athenahealth's sales and customer success organizations. The Advisory Services Sales team collaborates cross-functionally with Sales, Customer Success, Product, Marketing, and Finance teams to optimize service offerings, enhance customer outcomes, and drive business growth by unlocking the full value of athenahealth's product suite within enterprise clients.
Requirements
- Bachelor's degree required; technology-based or Master's degree preferred.
- 5-10+ years of professional sales experience, with 5+ years in services sales within healthcare environments.
- Demonstrated track record of meeting or exceeding sales quotas managing complex enterprise sales opportunities.
- Proven consultative selling skills and success engaging senior executives in healthcare or technology organizations.
- Strong understanding of healthcare industry economics, digital health technology, clinical workflows, and revenue cycle management.
- Strong commercial acumen and knowledge of healthcare services and digital health market dynamics.
- Exceptional communication, negotiation, and executive presence.
- Ability to influence and build relationships at multiple organizational levels including C-suite.
- Deep understanding of revenue cycle roles/responsibilities/processes.
- Deep understanding of service delivery processes and client success drivers in healthcare.
- High emotional intelligence with empathetic client engagement skills.
- Excellent organizational and multi-tasking abilities in a fast-paced environment.
- Proficient with CRM systems (Salesforce preferred) and Microsoft Office applications.
Responsibilities
- Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities.
- Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise, and contract negotiation.
- Engage with senior client stakeholders including clinical, technical, and executive decision makers.
- Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations.
- Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity
- Advise sales strategy, service positioning, pricing models, and competitive differentiation.
- Collaborate with third parties whose services we leverage in our outsourcing offerings
- Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches.
- Unlock growth potential in existing accounts through strategic solutioning and relationship management.
- Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data-driven decision making.
- Collaborate on service packaging, pricing, and messaging to ensure consistent positioning across customer touchpoints.
- Establish and maintain reporting and analytics functions tracking Advisory Services sales performance.
- Lead enablement and training initiatives to support sales and segment-specific service growth.
- Serve as Sales Directly Responsible Individual (DRI) in cross-functional initiatives and committees.
- Partner with Customer Success, Marketing, Product Marketing, and Product leadership to advance Advisory Services adoption and client satisfaction.
Benefits
- Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborativeâ¯â¯workspaces⯠- some offices even welcome dogs.
- We also encourage a better work-life balance for athenistas with our flexibility.
- In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons.
- We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Industry
Publishing Industries
Number of Employees
5,001-10,000 employees
