Specialty Seller - Consulting Services - State Medicaid

NTT DATA Services•Plano, TX

11d•Onsite

About The Position

NTT DATA Services Public Sector Vertical is currently looking for a Specialty Sales Executive to join our Government Consulting and Advisory (GCA) Team. This is an individual contributor role to lead business development for management and IT consulting services with State Medicaid agencies/departments. Deep Medicaid domain knowledge, a proven track record selling public-sector consulting services, and trusted relationships with state health and human services leadership are essential.

Requirements

Existing relationships with clients at multiple levels across State Medicaid
Experience supporting all aspects of the sales lifecycle including opportunity identification, qualification, account penetration, pursuit strategy, and contracting processes
Experience managing capture
Experience in all aspects of government proposal development
Solid knowledge of the competitive landscape, including an understanding of key contract vehicles used
Established relationships across industry with large contractors, SBs, and product vendors
Ability to partner with alliance/channel partners to craft and support the sale of solutions
Excellent written and verbal communications skills
Only those candidates with prior experience selling services to State Medicaid clients will be considered.
15+ years of experience supporting government clients, including State Medicaid
10+ years of selling professional services State Medicaid agencies/departments
Demonstrated success closing multi-million-dollar, multi-year consulting engagements
Strong knowledge of public-sector procurement and contracting
Proven ability to operate in long, complex sales cycles
Bachelor’s degree required
Fluency in English

Nice To Haves

advanced degree (MPH, MPA, MBA) a plus

Responsibilities

Identify emerging agency needs related to: Medicaid Enterprise Systems (MES/MMIS); Eligibility & Enrollment; Managed Care and Value-Based Care; Program integrity, analytics, and compliance; CMS initiatives, waivers, and APD-funded programs.
Market-maker who originates deals proactively. Adept at and a track record of creating demand in the market and establishing relationships with decision making buyers.
Subject Matter Expert (i.e. understands and can articulate the core value chain processes and their associated challenges and opportunities for transformation) in Medicaid.
Build and maintain trusted relationships with: Medicaid Directors and Deputy Directors; State CIO/CTO and Medicaid IT leadership; Program, finance, and policy leaders within Health and Human Services agencies.
Utilize a consultative approach to understand the unique challenges, dynamics, constraints and goals of the prospect organization and the key stakeholders and be able to develop a customized transformative proposition.
Lead the end-to-end sales cycle (collaborating with solution architects, pricing teams, legal, operations, etc.) to structure competitive multi-million-dollar Medicaid deals, from initial prospect engagement through contract negotiation and closure.
Navigate state procurement processes, ethics rules, and engagement restrictions