Channel Sales Director - ECM Healthcare Solutions

$200K - $220K ($100K - $120K base + 100)
Posted on 01/20/18 by Jon Harnett
Confidential Company
Los Angeles, CA
Content Management
$200K - $220K
($100K - $120K base + 100)
Posted on 01/20/18 Jon Harnett

The Company

Our client continues to bring proprietary innovation and new levels of cost efficiency as a leading international provider of information management solutions. For over 25 years, the company has been effectively blending Digital Document Management with traditional paper storage to create a unique solution.

 

Position Summary-Virtual

This position will lead the Healthcare vertical market for the Digital Division of our client and will have two primary focuses:

  1. Driving and delivering budgeted Healthcare bookings goals within the defined territory
  2. Building long term, strategic relationships with targeted business alliance partners, and driving and delivering budgeted bookings goals through these channels.

The Director will serve as the subject matter expert for healthcare, attain an individual sales quota for healthcaresales, and provide strategic direction for the healthcare offerings. Additionally, this person will assist with the lead identification and development of partnerships that bundle or directly integrate the services with enterprise applications and solutions.

 

The position requires a strategic thinker with a focus on driving revenue across enterprise business within the healthcare vertical. The Director will have a track record of success in sales of major healthcare initiatives, and a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market plans. 

 

Key Responsibilities

Healthcare

  1. Provide overall sales leadership within the Healthcare market for developing plans and strategies for growing business and achieving the company’s sales goals.

 

  1. Attain individual sales quota assignment, including building and maintaining an adequate pipeline, negotiating agreement terms and closing sales.

 

  1. Responsible for meeting or exceeding budgeted quota targets by driving new business development in new and existing customers, including managing and overseeing negotiation processes to ensure acceptable outcomes on price and profitability. 

 

  1. Drawing on extensive healthcare industry knowledge and experience, identify, implement and institute sales strategies for selling and managing large complex accounts in a multi-solution environment. 

 

  1. Serve as the Subject Matter Expert for Healthcare, providing input and direction for healthcare solutions, marketing initiatives, business development and otherhealthcare-related functions.

 

  1. Develop and execute the strategic marketing and new business plans for the Healthcare market within the assigned territory to meet or exceed assigned business goals.

 

  1. Actively work with strategic partners to identify healthcare opportunities and create demand through lead generation activities and target account selling strategies.

 

  1. Ensure the retention, growth and customer satisfaction of healthcare clients within the assigned region.

 

  1. Maintain a highly interactive relationship with accounts to achieve ongoing initiatives. Ensure proper customer service levels are maintained and customer satisfaction is exceeding expectations. Partner with service delivery and other technical teams to manage client issues and expectations. 

 

  1. Manage and coordinate efforts of the extended team including Sales, Operations, Sales Engineers, and management, to deliver results. 

 

  1. Define and coordinate healthcaresales training programs to improve knowledge and expertise within the sales team and support company sales objectives.

 

  1. Monitor customer, market and competitive activity, providing feedback to corporate executives and constantly revising sales strategy.

Partnerships & Alliances

  1. Identify and establish business alliances and partnerships that will drive the business and deepen our penetration into the ECM market.

 

  1. Broaden and deepen existing and new partner relationships, help develop strategies for new partners and aid with overall retention, including go-to-market programs.

 

  1. Develop and execute the strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals.

 

  1. Work with partners to identify opportunities and create demand through lead generation activities and target account selling strategies.

 

  1. Actively track the joint sales pipeline and meet or exceed quarterly and annual revenue targets.

 

  1. Work with company and partners on contracts, and renew and upgrade existing agreements.

 

  1. Monitor channel business results, making recommendations for improvements to increase penetration for the strategic partners.

 

  1. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
  2.  
  3. Build targeted growth strategy, identify new business opportunities and integrate with direct sales team efforts and marketing. 

 

  1. Ensure the identification, retention, growth and customer satisfaction of strategic alliance business.

 

  1. Maintain a highly interactive relationship with accounts to achieve ongoing initiatives. 

 

  1. Work with the sales executives to consistently build a pipeline of qualified channel opportunities to share with strategic partners. 

Requirements

 

  • Leveraging a broad knowledge of the healthcare market and an in-depth understanding of the solutions, effectively drive Digitalsales within the assigned territory to hospitals, medical centers, clinics and physician’s groups.
  • Strong track record in high performance sales and delivering revenue targets within the healthcare industry.
  • Can effectively interface at many levels with senior managers, with a focus on selling to the C-level. 
  • Strong background and knowledge of strategic account management, sales process and solution selling. 
  • Experience in sales of ECM solutions, BPM, document capture, and records management preferred.
  • Excellent interpersonal, strategic and tactical planning, and analytical skills.
  • Must have the ability to translate customer needs into solution requirements.
  • Excellent written, oral and presentations skills.
  • Ability to function and influence others in a matrix management environment.
  • Ability to make decisions and think in broad terms, considering the impact on the entire company.
  • Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
  • Strong analytical, saleschannel development, and marketing skills. 
  • Track record in high performance sales and delivering revenue targets through partners.
  • Ability to translate customer needs into solution requirements.
  • Strong interpersonal, strategic and tactical planning, and analytical skills.
  • Ability to make decisions and think in broad terms, considering the impact on the entire company.

 

Business Expertise & Qualifications

 

  • Demonstrated healthcareexperience, either working in a direct role within a provider environment or in strategic ECM sales to healthcare organizations. Experience in a C-level role, such as CIO in a hospital, is preferred.     
  • Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.
  • A collaborative professional who combines deep attention to detail with a broader strategic view, with the ability to manage large, complex projects. 
  • Excellent communication, analytical and strategic thinking, strong customer-facing, sales & marketing and presentation skills. 
  • Experience managing strategic ECM sales through partners in multiple markets, preferably in a cloud-based environment. 
  • Clear understanding of different sales models, selling methodologies and account strategies. 
  • Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.
  • Experience in sales of ECM solutions, BPM, document capture, and records management preferred.
  • Education: Four-year college degree, master’s degreepreferred.
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