Regional VP, Sales

HealthEdge•Remote,

1d•$154,000 - $215,000•Hybrid

About The Position

The Regional VP, Sales role is an individual contributor role focused on selling HealthRules Payer (HRP) to new logo prospects, with an assigned quota and defined territory/account list. The focus will be on Core Administration Business-Process-As-A-Service (BPaaS), Ecosystem-Platform-As-A-Service (EPaaS), HealthRules Payer (HRP) and Provider Data Management (PDM) solutions for Health Plans and Health Insurance Payer accounts (Regional Health Plans). This role takes the lead in managing the assigned account territory to plan and execute sales strategy to acquire and grow relationships necessary to achieve annual quota. It involves managing all phases of the enterprise sales lifecycle including business development, lead identification and qualification, sales strategy, scope construction, proposal development, client presentations and contract negotiations. The role leverages client relationships and detailed knowledge of clients’ commercial processes to ensure predictable execution of deals to achieve new logo revenue goals on an annual basis. It also involves developing and leveraging an in-depth understanding of customer needs, industry trends and business and industry priorities, acting as a subject matter expert for both internal and external audiences to evangelize HealthEdge solutions and services. The role facilitates the development and presentation of customer-focused demonstrations of HealthEdge solutions, working closely with other required resources and the sales support team as required. It also manages the RFI/RFP process for all BPaaS, EPaaS, HRP and PDM focused RFIs/RFPs in the assigned territory. The individual will show mastery of HealthEdge’s value proposition and align core offerings to develop and present sales proposals. They will interact with all internal constituents necessary to secure sales, including: product management, professional services, finance and development teams when appropriate. The role requires reporting status and activity for all sales pursuits on a weekly basis and keeping all opportunities accurate in SalesForce.com. Participation in all facets of the HealthEdge sales team activities, including sales meetings, forecasting sessions, and companywide events is expected. All job functions must be performed consistent with HealthEdge policies and procedures, including those which govern handling of PHI and PII.

Requirements

A minimum of 10 years of sales experience
A minimum of 5 years of experience selling to healthcare payors
A solid track record of meeting and exceeding sales quotas
Understanding of basic payer processes including provider contracting, claims processing and benefits administration
Strong interpersonal and presentation skills and experience
Strong communication skills
Strong proposal writing skills and experience
Demonstrated leadership skills
Demonstrated experience closing large payer transactions
Knowledge of payer core administrative systems is required

Nice To Haves

Experience selling deals > $5M in annual recurring revenue is highly desirable
Some understanding of related technical areas, including SOA, Web Services, payor interfaces (i.e. EDI), .NET, J2EE, RDBMS, would be nice to have

Responsibilities

Take the lead role in managing the assigned account territory to plan and execute sales strategy to acquire and grow relationships necessary to achieve annual quota
Manage all phases of the enterprise sales lifecycle including business development, lead identification and qualification, sales strategy, scope construction, proposal development, client presentations and contract negotiations
Leverage client relationships and detailed knowledge of clients’ commercial processes to ensure predictable execution of deals to achieve new logo revenue goals on an annual basis
Develop and leverage an in depth understanding of customer needs, industry trends and business and industry priorities, acting as subject matter expert for both internal and external audiences to evangelize HealthEdge solutions and services
Facilitate the development and presentation of customer-focused demonstrations of HealthEdge solutions, working closely with other required resources and the sales support team as required
Manage the RFI/RFP process for all BPaaS, EPaaS, HRP an PDM focused RFIs/RFPs in the assigned territory
Show mastery of HealthEdge’s value proposition and align core offerings to develop and present sales proposals
Interact with all internal constituents necessary to secure sales, including: product management, professional services, finance and development teams when appropriate
Report status and activity for all sales pursuits on a weekly basis and keep all opportunities accurate in SalesForce.com
Participate in all facets of the HealthEdge sales team activities, including sales meetings, forecasting sessions, and companywide events.
Perform all job functions consistent with HealthEdge policies and procedures, including those which govern handling of PHI and PII