Position OverviewThe Client Success Director is responsible for developing and managing a pipeline of sales opportunities from initial prospecting through successful close, with a specific focus on healthcare organizations that use, are implementing, or are evaluating Infor software solutions. This role requires a consultative sales approach, strong business development skills, and the ability to understand healthcare organizations' Infor-related business and technology needs and connect those needs with Acuvance services and expertise.
The ideal candidate is a relationship-driven sales professional with experience selling healthcare technology services, Infor-related consulting or implementation services, or similar enterprise healthcare IT solutions. The individual should be comfortable engaging with senior-level decision makers and motivated by building relationships, developing opportunities, and exceeding sales goals.
Key Responsibilities- Develop and manage a robust pipeline of sales opportunities focused on healthcare organizations implementing, optimizing, upgrading, or supporting Infor software solutions.
- Identify and develop new business opportunities with hospitals, health systems, and other healthcare organizations that use or are implementing Infor.
- Build relationships with CIOs, CTOs, IT leaders, application leaders, finance and supply chain leaders, and other healthcare executives involved in Infor initiatives.
- Develop and execute targeted sales strategies for assigned accounts and territories using market intelligence, healthcare industry trends, client information, and knowledge of Infor implementations.
- Prospect for new opportunities through direct outreach, referrals, networking, industry relationships, conferences, trade shows, and strategic partnerships.
- Understand client requirements and position Acuvance's healthcare technology and consulting services as solutions to Infor implementation and optimization challenges.
- Sell Acuvance services associated with Infor environments, including implementation, consulting, optimization, application support, integration, resources, and other applicable services.
- Develop profitable opportunities within both new accounts and existing Acuvance/ROI relationships.
- Manage the complete sales cycle from prospecting and discovery through qualification, solution development, proposal, negotiation, close, and transition to delivery.
- Develop compelling client proposals that align Acuvance's capabilities with the client's Infor environment, business objectives, and technology roadmap.
- Work toward and exceed sales bookings targets established by sales leadership.
- Maintain an accurate, current, and actionable weekly bookings forecast and sales pipeline.
- Maintain accurate and timely information within the CRM, including opportunities, activities, next steps, close dates, and forecasts.
- Establish and maintain strong relationships with healthcare clients, Infor-related stakeholders, vendors, and strategic partners.
- Identify opportunities to expand existing client relationships through additional Infor services, consulting engagements, application support, optimization, and related Acuvance offerings.
- Collaborate closely with delivery and consulting teams to ensure opportunities are appropriately qualified, positioned, scoped, and transitioned for successful delivery.
- Support the ongoing client relationship following the close of an opportunity, including assisting with client management needs and identifying future opportunities.
- Represent Acuvance at healthcare technology and Infor-related conferences, trade shows, and networking events to promote Acuvance's capabilities and develop relationships with prospective customers.
- Stay current on healthcare technology trends, Infor developments, implementation needs, competitive offerings, and market opportunities.
- Participate in weekly sales enablement meetings and periodic sales pipeline and forecast review meetings.
- Perform other related duties as assigned.
Qualifications- Bachelor's degree in Business, Marketing, Healthcare Administration, Information Technology, or a related field preferred.
- 5+ years of experience in business development, sales, account management, or consulting services, preferably within healthcare technology.
- Experience selling technology, consulting, implementation, managed services, or professional services to healthcare organizations.
- Experience with Infor software solutions, Infor implementations, Infor consulting, or selling services into organizations using Infor strongly preferred.
- Demonstrated success developing sales pipelines and consistently achieving or exceeding sales targets.
- Strong understanding of consultative and solution-based selling methodologies.
- Proven ability to develop relationships with C-suite and senior-level healthcare and technology executives.
- Strong understanding of healthcare organizations and the technology environments in which they operate.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Strong business acumen and ability to understand client needs and translate them into compelling solutions.
- Experience using CRM systems to manage opportunities, activities, pipeline, and forecasts.
- Ability to work independently while collaborating effectively with sales, delivery, consulting, recruiting, marketing, and leadership teams.
- Willingness to travel periodically for client meetings, conferences, trade shows, and other business development activities.
What You'll Bring- A proven track record of building and closing a healthcare technology sales pipeline.
- Experience selling into healthcare organizations and an understanding of enterprise healthcare technology environments.
- Knowledge of Infor software, Infor implementations, or the ability to quickly understand and sell services around complex enterprise software environments.
- Strong healthcare industry relationships and a demonstrated ability to create new executive-level connections.
- The ability to identify client business and technology challenges and translate them into valuable Acuvance services.
- A consultative, client-first approach combined with strong sales execution and follow-through.
- Strategic thinking, commercial acumen, and a commitment to delivering an exceptional client experience.
