Enterprise Account Executive
4 weeks ago
At ThoroughCare we are driven by our passion to improve the quality of life for every person we can. Our mission is to simplify integrated whole patient care by extending the care setting beyond the facility and into the patient’s home and empower care teams through features designed with clinicians in mind.
ThoroughCare is investing in scaling our strategic sales team to support our continued growth and looking for an Enterprise Account Executive , Payer Market, who possesses a highly professional profile within healthcare, specifically within the payer market landscape. The Enterprise Account Executive is expected to be an active leader, defining the sales program, generating new business, and contributing cross-functionally as a customer facing expert to maximize growth for the company and capitalize upon the overall payer market opportunity.
You, as an Enterprise Account Executive , Payer Market, will have a proven track record of successfully establishing and delivering sales targets that meet/exceed company objectives. You will understand and have experience selling into commercial health plans. You will be a strong partner for the Product Management and Marketing teams to ensure the product roadmap consists of customer-needed capabilities that are timely, compliant and market relevant. You are passionate and accountable.
ThoroughCare’s Enterprise Account Executive , Payer Market, will have the opportunity to use their sales experience and skills in an environment that fosters continuous learning and growth and a highly collaborative team atmosphere; this includes having the chance to learn from the executive team and the potential for future roles in sales leadership with a rapidly changing and growing healthcare software company.
Reports to: Chief Revenue Officer
Location: Pittsburgh, PA or Remote
Responsibilities:
- Manage a sustainable and predictable revenue generation plan that continuously aligns with the business goals
- Implement predictable, repeatable, and scalable sales processes using data, and manage a consistent pipeline and forecast
- Partner with the senior team members to define payer go-to-market strategies
- Collaborate with the Marketing team to develop the ThoroughCare distinctive competencies that articulate the payor value proposition to prospective customers, peers, and partners
- Communicate brand positioning and thought leadership to build awareness with prospective customers, industry analysts and influencers
- Execute on a comprehensive payer (enterprise and payer-enabled, provider driven) growth strategy - closing 2024 payer business
- Lead all stages of key “must win” deals
YOU HAVE:
- Bachelor’s degree required.
- 5+ years of experience in payer sales
- Demonstrated experience establishing best-in-class products for supporting the patient care continuum
- Proven experience successfully working in an organization experiencing the changes that is inherent at a fast-growing and constantly evolving company
- Demonstrated tenacity in introducing a new market profile into an established environment
- Successfully demonstrated building relationships while managing, influencing, and achieving alignment with direct and matrix prospect resources across a range of differing interests
- Strong written and verbal communication skills, with a track record of presenting to senior management
In one month, you'll
- Attend training(s) and learn the ThoroughCare story, while gaining experience with our products including learning how existing customers use our products
- Shadow colleagues and start working on your own pitch while learning the buyer personas
- Schedule your first meeting with a target account
- Update and manage your activity in Hubspot
- Demonstrate ThoroughCare software
By month 3 you'll
- Gain a strong understanding of the comprehensive payer (enterprise and payer-enabled, provider driven) growth strategy; create messaging that will resonate with the market and help you achieve your goals
- Conduct daily activities including pre-call planning, make a high volume of initial contacts per day, follow-up with previous contacts (working leads) handed off by the SDR
- Fully understand our internal ecosystem and be able to collaborate cross-functionally
- Develop a territory plan and understand how to book qualified meetings
By month 6 you'll
- Master conversational prospecting tactics and continue crushing your quota
- Work with your manager to identify a plan for continued growth
- Bring your thinking, strategy, and ideas to the team to advance our unique culture and vision for the future
About you and what type of skills you’ll need:
- Ability to develop and maintain executive/C-suite relationships
- Able to leverage existing relationships and contacts within the payer market; able to build trusted partnerships at all levels of the organization by defining, addressing, and executing short- and long-term strategic initiatives
- Building, motivating, managing, and leading high-performance cross functional teams and delivering effectively in a matrix environment
- Negotiating and closing complex transactions
- Setting a behavioral example for the ThoroughCare team, committed to fostering cohesive team dynamics
- A proven understanding of how to work in a goal-oriented organization
- Demonstrated ability to receive continuous feedback and strive for improvement
- SaaS sales experience
- Healthcare technology experience
Bonus points for:
- Care management sales experience
- Value-based care contract experience
ThoroughCare, Inc. is a healthcare platform services vendor, founded in 2013 and headquartered in Pittsburgh, PA. Our targeted solutions assist healthcare providers with their participation in value-based care management and wellness programs - whether it's fee-for-service, shared-risk or capitation-based - with focus on the combination of improved patient quality of life, reduced spending, and increased revenue. ThoroughCare software is currently used to support over 690,000 patients in 665 care delivery organizations across the United States.
We're proud of earning our spot on the 2022 Inc. Of the 5,000 businesses on Inc.’s list in 2022, ThoroughCare comes in as the 245th fastest-growing software enterprise, as well as the 8th best-performing company in the Pittsburgh metro region.
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