Allscripts Outcomes Executive - Account Leader - Installed Touchworks Clients, South Region

Confidential Company  •  Little Rock, AR and 5 other locations

11 - 15 years experience  •  Software

Salary depends on experience
Posted on 08/03/17
Little Rock, AR
11 - 15 years experience
Salary depends on experience
Posted on 08/03/17


Client Strategy

  • Understand the client's strategic priorities and organizational goals, business objectives, challenges, and capabilities in order to develop a client-specific strategy and tactical delivery plan that incorporates:
    • Roadmap to achieve client's goals, including but not limited to operational and regulatory imperatives; e.g.:
      • Meaningful Use
      • ICD10
      • System interoperability
      • Analytics, population health, and value-based care
      • Third-party certifications (HIMSS levels, Baldridge Awards)
      • Referenceability
    • Client revenue model, budget cycle, power structure, influencers (relational heat map), and political dynamics
    • Community and local market; competitors
    • Current and future product and technical capabilities
  • Maintain rolling 30/60/90 day tactical plans, along with longer term strategic timelines


  • Manage strategic and tactical plans to deliver Allscripts solutions that meet the client's business goals:
    • Meet or exceed the order intake target associated with book of business
    • Manage cost of sale vs. budget
    • Provide timely and accurate forecasts
    • Accurately forecast sales prospects according to product, timeline, and value
    • Communicate clearly and effectively with management regarding risks and upside
    • Identify potential business opportunities ('white space' reporting)
    • Engage executives and other key stakeholders to develop new account opportunities
    • Manage deal negotiation and contracting - Understand and align planning with client's budgeting process and timelines

Client Outcomes/ Loyalty

  • Ensure client goals are met:
    • Regulatory or commercial programs as outlined previously (ICD10, etc.
    • Role-specific (physicians, nurses, quality staff) adoption of Allscripts products
    • Outcomes and quality measures as developed with the client
  • Support ongoing relationship surveys and KLAS reporting
  • Drive plans to achieve and maintain the client as a reference site

Client Operational Objectives

  • Ensure product and service delivery projects are on time and on budget
  • Ensure alignment with Allscripts Support department to resolve issues promptly
  • Drive reduction of client-specific product defects
  • Achieve finance and accounting goals
    • Quarterly cash collection
    • License reconciliation
    • Term to perpetual license conversion
    • Client-specific, program-specific, or project-specific ROI
  • Manage escalated issues to resolution

Senior Executive Alignment

  • Cultivate relationships with client executives, building credibility and trust
  • Conduct annual business review with client 'C-suite' to review progress against defined goals.
    • Provide quarterly updates throughout the year


  • Promote attendance and active participation in Allscripts and industry events.
    • ACE, HIMSS, and other events
    • Regional user groups
    • Educational workshops and webinars
    • Selective advisory boards and/or councils
  • Facilitate the creation of joint white papers, award nominations, case studies

Communication / Operational Discipline

  • Develop and maintain client engagement strategy while deploying corporate standards of excellence:
    • Host regular call cadence using Allscript' standard protocols
    • Conduct quarterly business updates using Allscripts' standard protocols
    • Deploy additional capabilities as the corporation requires
  • Leverage Client Connect (Jive) and other platforms for knowledge transfer purposes
  • Contact Management
    • Ensure all required contact information in SFDC is current, accurate, and appropriate for all levels of the client organization, with particular focus on internal senior levels
    • Ensure that SFDC accurately reflects products purchased and implemented


Academic and professional qualifications:

  • Bachelor's or Graduate degrees in Business, Finance , Healthcare Administration, or relevant work experience


  • Approximately 10+ years’ healthcare experience in a sales, services, consulting, or client management environment
  • Previous project/customer management experience
  • Strong relationship development skills
  • Strong business acumen
  • Experience working with the C-Suite
  • Ability to manage multiple projects
  • Strong team building and leadership skills
  • Strong analytical skills

Requisition ID  2017-11144

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