Senior Account Executive, Payer SalesJob CodeSAEPS.311.002FLSA StatusExemptJob FamilyPayer SalesCost Center311Purpose of PositionThe Senior Account Executive - Payer Sales will establish and develop healthcare payer sales and growth strategy. Reporting to the CPSO, Senior Account Executive for Payer Sales will be an integral part of the payer services team. In this role, you will be responsible for generating, qualifying, and closing sales in the Healthcare Payer space. This is a hunter role as well as business development, responsible for selling EDI, payer gateway, adjudication and clinical data exchange solutions that solve interoperability issues within the healthcare vertical.
Duties and ResponsibilitiesEssential Functions- Source and identify business opportunities within an assigned territory
- Conduct lead generation, prospecting, forecasting and other sales activities to build an optimal sale pipeline
- Manage new accounts and sell within all levels, utilizing a consultative/solution selling approach to identify business needs, develop custom solutions and measure outcomes
- Qualify opportunities, obtain customer commitments, negotiate and close contracts
- Collaborate with implementation and delivery teams to ensure products and services fully meet customer expectations
- Manage complex sales cycles and sell to multiple levels within the payer space, including commercial and government payers
- Manage the end-to-end sales process with the direct reports, including client communications, presentations, RFP submissions, client negotiations and closing the deal
- Collaborate with internal teams and leadership to ensure client growth goals are consistently achieved
- Stay abreast of industry changes
Marginal Functions- Other duties as assigned.
Skills, Knowledge, and Abilities- Proven track record of consistently meeting or exceeding quota through aggressive new-logo acquisition and selling to VP- and C-level health plan leaders.
- Strong discovery and listening skills, with the ability to quickly translate prospect and account insights into a targeted sales strategy and compelling value proposition.
- Ability to independently manage multiple prospects, opportunities, and priorities across a fast-paced territory.
- Strategic, consultative thinker focused on innovative, measurable solutions while maintaining a persistent bias for action and closing business.
- Ability to perform under pressure, prioritize high-value opportunities, and sustain prospecting activity throughout long, complex sales cycles.
- Superior communication skills with small and large audiences, including executive-level presentations and persuasive business-case development.
- Competitive, goal-oriented self-starter with a strong hunter mentality, disciplined prospecting habits, and the ability to think strategically and thrive in a scaling business.
- Enthusiastic and team-oriented, with the tenacity to open doors independently and the ability to establish relationships with key stakeholders.
- Effective communication, negotiation, and objection-handling skills, with the resilience to navigate difficult situations and move opportunities forward.
- Excellent problem-solving skills and resourcefulness in overcoming prospecting, competitive, and deal-stage obstacles.
- Extensive business experience and strategic knowledge of healthcare payer buying processes, competitive dynamics, and complex enterprise sales.
- Advanced proficiency in Salesforce, including account and contact management, activity tracking, opportunity-stage discipline, pipeline reporting, forecasting, dashboard usage, and data-quality maintenance; proficient in the Microsoft Office suite.
- Excellent analytical abilities
- Outstanding written and oral communication skills
- High attention to detail
- Must be able to see clearly with or without corrective lenses and hear clearly with or without aids.
- Must be able to use hands, fingers and wrists, repetitively, using a computer keyboard and other office equipment, regularly.
- Must be able to proficiently speak, read and write in English.
- Ability and willingness to travel up to 50%.
Information Security and Data ProtectionThe SSI Security-First MindsetInformation security and data protection is a shared responsibility - codified in our commitment to the SSI Security-First Mindset. The SSI Security-First Mindset is comprised of five pillars and universally applicable to all employees, regardless of position description, assigned duties and responsibilities.
The Five Pillars of the SSI Security-First Mindset:
- Pillar 1: Governance: Develop, implement, and enforce secure operational processes, procedures, and routines.
- Pillar 2: Accountability: Take an active role in protecting company assets and system & data resources.
- Pillar 3: Awareness: Recognize, report, and take action to resolve security risks.
- Pillar 4: Preparedness: Develop, implement, test, and improve backup plans for operational processes, procedures, and routines.
- Pillar 5: Collaboration: Communicate, share, and promote your Security-First Mindset at every opportunity.
Experience and Education RequirementsEducationMin/PreferredEducation LevelDescriptionMinimum
4 Year / Bachelors Degree
Bachelor's Degree required
Years of ExperienceMinimum Years of ExperienceComments10
10+ years of direct sales experience in the Health/Tech space
5
5 years of consultative sales experience selling to Healthcare Payers.
0
Knowledge of Salesforce software preferred
CertificationsMin/PreferredCertificationDescriptionA combination of experience and advanced education may be substituted.
AcknowledgementI have read and understand this job description and agree that I am able to fulfill the essential functions as stated above. I further understand that it is my responsibility to request an accommodation, if necessary, to fulfill the essential functions of this position.
Employee's SignatureDateSupervisor SignatureDateSSI offers competitive salaries and an excellent benefits package including medical, dental, life/AD&D, LTD, vision, 401(k) matching, paid vacation and tuition reimbursement.
