Sr. Solution Engineer II

NextGen Federal Systems

About The Position

The Sr. Solution Engineer II is responsible for partnering with the sales team to drive revenue and is accountable for contributing to quota attainment through clinical AI solution bookings by providing solution knowledge of product offerings to support and build sales. This role will translate customers’ business and clinical practice challenges into solutions and workflow recommendations—including AI-powered clinical tools that streamline documentation, enhance provider efficiency, and improve the overall care experience—from within our product offering and articulate the value proposition that NextGen brings to our prospects. This role will provide input to business plans, help support tailored product demonstrations and end-to-end workflow presentations pre/post sales, contribute as a solution SME to the completion of RFP responses, and support trial engagements and customer adoption through hands-on, real-world application of the solution. Partner with sales to understand the customers and prospects organization workflow, goals, objectives, and challenges. Lead in-depth discovery/insight session with customers and prospects related to the use of their current state solutions. Includes virtual engagement, and attending client/prospect site to shadow clinicals, financials, front and back-office staff to access and provide clinical/financial solution strategy and optimization recommendations. Collaborate with sales in their development and execution of strategic business plans to benefit both existing customers and net new prospects, including helping to uncover and articulate NextGen differentiators and value propositions by solution and specialty. Contribute to AEs development and client-facing delivery of strategic account plans and timelines for existing customers, including multi-year strategic initiatives, helping with their proper alignment to NextGen solutions and service offerings. Conduct discovery and contribute to cross-functional collaboration with sales and services in support of the creation of detailed internal and client-facing scoping documents. Inform the strategy, messaging, scope, end-to-end program plans, and demo focus/scripting with discovery and recommendations that address client/prospect goals, objectives, and challenges, and help create a compelling and differentiating value proposition. Complete knowledge transfers and certifications on latest portfolio solutions, releases, and acquisitions. Provide feedback on strengths/gaps of our core applications to market owners and solutions feedback loop. Post Sales, responsible for contributing discovery findings during a client’s transition from sales to the services team for implementation. May be requested to participate in executive level business review support in association with the sales team. Contribute to the completion of prospect RFP’s as it relates to functional solution and workflow questions. Serve as the team’s liaison with solution and services leadership for assigned markets/specialties; providing regular cadence of updates and facilitating associated knowledge-transfer opportunities. Proactively share ambulatory market, vendor, and practice-oriented discovery and observations with teammates, sales, competitive intelligence, and relevant departments. Identify and drive the development and operationalization of team tools and other client-facing materials. Provide “team lead” staff and process oversight, and mentoring for assigned markets, specialties, programs, or strategic company/ team initiatives. Lead collaboration and conduct required discovery, messaging and content development for FHG-Financial Value Assessment engagement(s). Actively contribute and deliver, as assigned, differentiating content (e.g. client/prospect, solution, workflow, service capabilities etc.) for executive-level sales presentations. Partner with outside organizations to resolve complex cross-company challenges. Proactively participate in Deal Reviews, Blue Sheets, and other strategic planning forums. Represent Pre-Sales at user groups, trade shows and other professional organizations.

Requirements

Bachelor’s Degree. Master’s Degree. Or, any combination of education and experience which would provide the required qualifications for the position.
6-8 years’ relevant experience.
6-8 years' Healthcare experience.
5 years’ Healthcare Information Technology (HIT) vendor experience.
Command of the Sales Process, with all declared markets & specialties.
Strong command of the portfolio of solutions or comparable vendor, or former client.
Working familiarity with non-declared specialties.
Material exposure to comparable business/clinical practice, solution-use, etc.
Executive-Level presentation skills trained/certified.
NextGen Certified Professional (NCP).
Certified Practice Management (PM)/Electronic Health Records (EHR).
Credentialed or Licensed Nurse, Nurse Practitioner, Physician Assistant.
Expert command of the NextGen portfolio of solutions; and the ability to represent evolving new markets and complex multi-market strategies.
Expert, mentor-level knowledge of all NextGen solutions, including expanded command of complex business models and practice workflows across multiple markets, specialties, and practice-types.
Executive-level sales & operational acumen with ability to provide confident and consultative guidance of complex business/clinical practice concepts and subject matter & contribute towards being trusted advisor contributor (internal/ external).
Executive-Level presentation development and delivery skills.
Highly developed and differentiating interviewing and documentation skills.
Advanced analytical, problem solving skills.
Ability to lead meaningful discovery at all levels of complex client organizations, defining and articulating strategy and supporting recommendations in a clear and audience relevant manner.
Strong project management skills with the ability to manage multiple client engagements and projects concurrently and meet deadlines.
Exceptional customer focus with effective communication.
Strong interpersonal skills with the ability to establish productive, professional relationships internally and with key personnel in potential client's organization.
Ability to initiate, lead without authority, and work cross-functionally.
Ability to identify, develop, proactively contribute, and strongly leverage collaborative relationships.
Ability to achieve Company Bookings and Team EVENT Targets/ Hit Quota.

Nice To Haves

5 years’ NextGen Healthcare experience.

Responsibilities

Partner with sales to understand the customers and prospects organization workflow, goals, objectives, and challenges.
Lead in-depth discovery/insight session with customers and prospects related to the use of their current state solutions.
Collaborate with sales in their development and execution of strategic business plans to benefit both existing customers and net new prospects, including helping to uncover and articulate NextGen differentiators and value propositions by solution and specialty.
Contribute to AEs development and client-facing delivery of strategic account plans and timelines for existing customers, including multi-year strategic initiatives, helping with their proper alignment to NextGen solutions and service offerings.
Conduct discovery and contribute to cross-functional collaboration with sales and services in support of the creation of detailed internal and client-facing scoping documents.
Inform the strategy, messaging, scope, end-to-end program plans, and demo focus/scripting with discovery and recommendations that address client/prospect goals, objectives, and challenges, and help create a compelling and differentiating value proposition.
Complete knowledge transfers and certifications on latest portfolio solutions, releases, and acquisitions.
Provide feedback on strengths/gaps of our core applications to market owners and solutions feedback loop.
Post Sales, responsible for contributing discovery findings during a client’s transition from sales to the services team for implementation.
May be requested to participate in executive level business review support in association with the sales team.
Contribute to the completion of prospect RFP’s as it relates to functional solution and workflow questions.
Serve as the team’s liaison with solution and services leadership for assigned markets/specialties; providing regular cadence of updates and facilitating associated knowledge-transfer opportunities.
Proactively share ambulatory market, vendor, and practice-oriented discovery and observations with teammates, sales, competitive intelligence, and relevant departments.
Identify and drive the development and operationalization of team tools and other client-facing materials.
Provide “team lead” staff and process oversight, and mentoring for assigned markets, specialties, programs, or strategic company/ team initiatives.
Lead collaboration and conduct required discovery, messaging and content development for FHG-Financial Value Assessment engagement(s).
Actively contribute and deliver, as assigned, differentiating content (e.g. client/prospect, solution, workflow, service capabilities etc.) for executive-level sales presentations.
Partner with outside organizations to resolve complex cross-company challenges.
Proactively participate in Deal Reviews, Blue Sheets, and other strategic planning forums.
Represent Pre-Sales at user groups, trade shows and other professional organizations.