Sr. Regional Sales Executive

Fortive

2d•Onsite

About The Position

The Sr Regional Sales Executive is a strategic sales leader responsible for driving high-value growth across complex public and private healthcare organizations in Australia and New Zealand. This role demands deep industry expertise, a consultative approach, and the ability to navigate long sales cycles involving multiple stakeholders. The Sr Regional Sales Executive will own the full sales process—from strategic prospecting and solution alignment to executive-level negotiation and closing—while also contributing to account expansion and retention strategies. As a senior member of the sales team, the Sr Regional Sales Executive will collaborate closely with marketing, product, and customer success teams to shape go-to-market strategies, influence product development, and ensure client outcomes are achieved. This role requires a strong understanding of healthcare operations, regulatory environments, and SaaS business models, along with the emotional intelligence to build trust and credibility with clinical, technical, and financial decision-makers. The ideal candidate will possess established relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, with a strong network in the NSW healthcare arena. Experience in GI or endoscopy is highly desirable. We are launching a new, cloud-based solution into the ANZ market and are looking for someone who has experience penetrating new markets with cutting-edge technologies and solutions. This role requires an individual with incredible grit and intestinal fortitude - someone who thrives on a challenge and pushes forward to solve problems. We need a creative, bold, proactive, and positive sales leader who is excited about a challenge and will stay focused and optimistic in the face of adversity. In addition, the successful candidate will have the commercial maturity to engage existing on‑premise customers at the right moment and articulate a compelling migration pathway to the cloud platform, converting perpetual and term licence holders when the timing and appetite are right.

Requirements

Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.
8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand.
Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.
Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in NSW.
Proven track record of exceeding quota in complex sales environments with long sales cycles.
Experience managing strategic accounts and navigating multi-stakeholder decision processes.
Familiarity with healthcare IT systems, procurement processes, and compliance requirements.
Demonstrated success in negotiating high-value contracts and renewals.
Ability to travel is required.

Nice To Haves

Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales.
Experience with GI/endoscopy solutions or with companies such as Olympus, C.R. Kennedy, Pentax, Alcidion, Orion, Intersystems, etc., is highly desirable.
Candidates with experience in adjacent procedural specialties – including anesthesia, interventional cardiology, surgery, or theatre management systems – as well as those from radiology (RIS, PACS, clinical decision support) or EMR/patient management system backgrounds selling into procedural environments, are strongly encouraged to apply.
Located in Sydney, with deep connections in the NSW healthcare ecosystem.
Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus
Sales methodology certifications (e.g., Miller Heiman, Challenger, MEDDIC, SPIN) are advantageous
Business analytics or data literacy training is a strong differentiator

Responsibilities

Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ.
Builds tailored business cases that align with healthcare organizations’ strategic goals with an initial focus on NSW health organizations.
Applies advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to drive alignment and urgency.
Serve as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.
Conducts rigorous executive-level discovery to uncover clinical, operational, and financial pain points – going beyond stated needs to surface latent challenges that form the foundation of compelling business cases.
Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks, managing the full lifecycle from expression of interest through contract execution.
Designs and negotiates bespoke commercial constructs appropriate to deal complexity, including multi-site arrangements, enterprise licenses, and framework agreements with centralized health procurement bodies.
Deep understanding of healthcare delivery models, payer-provider relationships, and regulatory frameworks and associations (e.g., local health data privacy frameworks, ACSQHC, GESA, Pae Ora).
Ability to speak credibly about clinical workflows, digital health trends, and interoperability standards (e.g., HL7, FHIR).
Anticipates industry-specific challenges and tailors solutions accordingly.
Tracks competitor activity, pricing and positioning to proactively shape strategy and messaging.
Develops and executes multi-year account growth strategies.
Identifies upsell and cross-sell opportunities based on client data and evolving needs.
Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention.
Communicates with clarity and confidence across clinical, technical, and financial audiences.
Leads executive briefings, strategic planning sessions, and QBRs.
Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.
Applies financial and operational insights to guide sales strategy and client conversations.
Understands key SaaS metrics (ARR, churn, CAC, LTV) and uses them to manage pipeline and forecast accurately.
Leverages CRM and analytics tools to identify trends, risks, and opportunities.
Provide accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.