Vice President, Market Development (Tech Enabled-Healthcare Consulting Services)

Sellers Dorsey

2d

About The Position

Sellers Dorsey is seeking a Vice President, Market Development who will be the senior growth leader responsible for setting the commercial strategy and leading a high performing team of Sales Directors and Business Development Managers, who lead SDEs, to drive revenue and market impact across a broad portfolio of tech-enabled healthcare consulting services. The role focuses on the state government (Medicaid and public health), health plan (commercial, MCO, Medicare Advantage), and provider led markets. As the Vice President, Market Development, you will define the go to market (GTM) plan, build and scale the sales operating system, and ensure disciplined execution from market opportunity identification through capture, proposal, pricing, and close. You will frequently partner with delivery and client servicing leadership to ensure seamless handoffs and measurable client value. You will also develop and implement data-driven programs and initiatives meant to assist Sellers Dorsey in meeting its long-term goals and objectives, while evaluating the organization's performance, strengths and weaknesses, and competitive landscape in order to identify new market expansion and strategic growth opportunities.
The ideal candidate brings fifteen (15)+ years in Sales and Business Development, at the intersection of government relations and health plan/provider sector business development, with a strong track record of converting complex consultative offerings into sustained growth.

Requirements

• Bachelor's Degree in Business, Public Policy/Administration, Health Administration, or related field (or equivalent experience) required.
• Fifteen (15)+ years combined experience in government relations and leading sales/business development within health plans and provider sectors; proven record selling complex, consultative, tech‑enabled healthcare services to states, health plans, and provider‑led organizations.
• Proficiency in Microsoft Word, PowerPoint, Excel, and SharePoint; CRM expertise (e.g., Salesforce) required; experience with pipeline analytics/visualization tools (e.g., Power BI) preferred.
• Strategic and systems thinking
• Exceptional executive communication, relationship building and storytelling
• Strong negotiation and deal‑crafting skills
• Ability to translate policy and market trends into commercial opportunities
• Disciplined operating cadence
• Cross‑functional influencing
• Ability to travel to clients, conferences, and internal meetings as needed.

Nice To Haves

• Advanced degree in business, healthcare management, or additional relevant experience in lieu of such advanced degree preferred.
• Experience standing up GTM functions, building alliance ecosystems, and leading large, multi‑year deals (>$20M TCV) preferred.
• experience with pipeline analytics/visualization tools (e.g., Power BI) preferred.

Responsibilities

• GTM Strategy & Market Development: Lead a team responsible for the GTM blueprint for states, health plans, and provider‑led organizations.
• Define segment plays, value propositions, and competitive positioning for tech‑enabled consulting offerings; set annual growth targets by segment and solution.
• Collaborate with other members of the executive management team to align departmental strategy or direction with the overall goals of the organization.
• Team Leadership & Coaching: Recruit, develop, and lead Sales Directors/BDMs.
• Install rigorous pipeline hygiene, territory plans, call plans, account plans, and deal reviews.
• Foster a performance culture with clear KPIs and enablement.
• Develop policies, practices, and procedures that have a significant impact on the organization.
• Pipeline Generation & Demand Creation: Direct prospecting strategy, campaigns, and events/webinars in partnership with Marketing.
• Ensure multi‑threaded engagement with state agencies, plan executives, and provider leaders.
• Key Account Strategy (States/Plans/Providers): Personally lead executive relationships and pursuits for priority accounts.
• Orchestrate cross‑functional resources (subject matter experts, solution leaders, delivery, finance) for complex captures.
• Estimate business impact of strategic initiatives and prepare reports and recommendations for executive leadership teams.
• Alliances & Ecosystem: Build and manage partnerships (technology, analytics, data platforms, advocacy groups) to expand reach and co‑sell opportunities; negotiate teaming and subcontracting arrangements.
• Government Relations (GR) & Policy Intelligence: Leverage 15+ years of GR experience to anticipate policy shifts (e.g., Medicaid/MA, value‑based care, interoperability) and translate them into market plays and timely offers.
• Capture, Pricing & Proposals : Oversee capture strategies, win themes, compliant RFP responses, pricing and commercial terms.
• Ensure risk‑adjusted deal structures and high proposal quality.
• Forecasting, Operating Rhythm & Cross Functional Alignment: Run weekly pipeline reviews and quarterly business reviews.
• Partner with Consulting/Delivery, Finance, Contracts, and Consulting Teams to ensure accurate data, smooth handoffs, and delivery readiness.

Benefits

• The successful candidate (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, and vision and for insurance plans offering short term disability, long term disability, and basic life.
• Employees are also able to enroll in Sellers Dorsey’s 401k plan provided they meet plan requirements.
• Sellers Dorsey offers a Flexible Time Off that allows employees to use what they need.
• Additionally, we offer 10 paid holidays throughout the calendar year, paid time off for qualifying medical leave, and up to 12 weeks of combined paid parental and bonding leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 101-250 employees