Strategic Account Executive - Healthcare

Consensus Cloud Solutions

13d•Remote

About The Position

Consensus Cloud Solutions is a publicly traded, leading digital cloud fax and interoperability solutions organization in the United States and globally, focusing on connecting and empowering healthcare providers, payers, care teams, and technology innovators to unify multiple systems that wouldn’t otherwise talk to each other. Consensus is a trailblazer in our industry and believes that data transformation will reshape the world of healthcare. Founded over 25 years ago, Consensus leverages its technology heritage to move from simple digital documents to advanced healthcare standards (HL7/FHIR) for secure data transport, as well as Natural Language Processing (NLP) and Artificial Intelligence (AI) to convert unstructured to structured, analytics-ready data, helping users unveil information that is meaningful and actionable for better patient care. Consensus leads the industry in data exchange solutions and we’re only getting started! With exciting new initiatives on the horizon, we are continuing our strategic expansion and we are looking to add to our diverse team of innovators. Now is the ideal time to join us in our mission to solve healthcare’s biggest challenges, and work collaboratively with a diverse team of like-minded self-starters and partners to accomplish it. Consensus Cloud Solutions is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive and equitable environment for all employees. We offer many remote and hybrid career opportunities. How you will impact the organization… We're looking for an aggressive, full-cycle Strategic Account Executive to join our team and champion the growth of Clarity, our cutting-edge AI-powered solution. In this pivotal role, you'll be on the front lines, relentlessly driving new business and securing key partnerships with the largest healthcare organizations in the U.S. This is your chance to directly shape our market presence and help revolutionize clinical documentation with a solution that's truly changing healthcare. The value you will deliver…

Requirements

7+ years of progressive sales experience, with at least 4 years specifically selling complex enterprise software or solutions into large healthcare organizations (e.g., Infusion Management, and/or Radiology).
Proven, consistent track record of meeting and exceeding sales quotas and performance targets in a hunter/new logo acquisition role.
Proven ability to engage, build relationships with, and present to C-level executives and other senior leadership.
Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs
Experience managing key customer relationships and closing strategic sales opportunities
Expert-level proficiency in using a CRM (preferably Salesforce) to manage pipeline, forecast accurately, and track key performance metrics.
Demonstrable experience building and executing territory and strategic account plans that have led to significant revenue growth.
Demonstrated experience selling complex software solutions to healthcare payer organizations (e.g., health insurance companies, managed care organizations), with a strong understanding of healthcare IT challenges, regulatory environments (e.g., HIPAA), and procurement processes.
Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling) and lead generation best practices. Problem-centric selling is a must.
Tech-savvy with a strong understanding of cloud computing technologies and their application in the healthcare industry.
Passion for the healthcare IT space and a keen interest in emerging technologies like AI.
Proficient in Google Workspace and Salesforce
Experience with prospecting tools (Outreach, SalesLoft, Gong, Zoominfo, etc)
Results-driven and self-motivated with a consistent track record of exceeding quotas
Hunter Mentality and a strong sense of urgency with a relentless focus on building a healthy sales pipeline
Technical Acumen with the ability to understand and explain complex technical solutions
Exceptional relationship-selling skills
Resilience and persistence, demonstrating tenacity and a positive attitude when overcoming objections
Coachable, driven to expand knowledge
Agile and adaptable to evolving business needs
Advanced communication skills, both verbal and written
Exceptional presentation skills
Highly collaborative mentality
Strong critical thinking
Creative problem solving

Nice To Haves

Experience selling to Fortune 500 accounts
Possesses a strong network of relationships with key decision-makers and influencers within leading healthcare payer organizations (e.g., national and regional health plans, managed care organizations, PBMs)

Responsibilities

Develop and execute strategic plans to build a robust sales pipeline and exceed new business targets.
Leverage your deep industry knowledge and networking skills with payer contacts to secure meetings and build relationships with key decision-makers within target payer organizations.
Drive the full sales cycle for new enterprise prospects, from initial qualification and needs analysis to negotiation and close.
Design and execute comprehensive Account Plans for each named account, aimed at maximizing expansion opportunities and ensuring exceptional customer success and retention.
Serve as the primary point of contact and escalation for designated strategic accounts, fostering strong, long-term executive-level partnerships.
Prepare and deliver compelling quarterly business reviews (QBRs) to key clients that demonstrate value and uncover new opportunities..
Cultivate and maintain strong, key decision-maker relationships, including executive-level within target and existing accounts, acting as their primary point of contact and ensuring high levels of customer satisfaction and retention.
Continuously expand the network of contacts within each account to deepen organizational alignment and identify new stakeholders.
Lead complex sales cycles, orchestrating internal resources across pre-sales, legal, and professional services to deliver winning proposals.
Stay abreast of industry trends, regulations, competitive landscape, and Consensus product developments to effectively articulate our value proposition and differentiate our offerings.
Maintain accurate sales forecasts and a meticulously managed pipeline in Salesforce.
Collaborate with partnerships, marketing, product marketing, product, healthcare strategy and policy, and customer success teams to ensure seamless client onboarding and ongoing success.
Represent Consensus Cloud Solutions at industry events, conferences, and webinars.
Contribute to our market presence by authoring thought leadership content such as white papers and blogs.
Participate in internal sales training and team meetings
Provide feedback to the product and marketing teams based on customer interactions
Assist in mentoring junior sales team members, as appropriate
Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.