Healthcare IT Sales Executive
The Healthcare IT Sales Executive position at Concord Technologies is a senior level hunter sales role responsible for qualifying, selling and closing revenue from net new prospects in the US healthcare software market. This role is primarily focused on obtaining new logo customers, but some account management of existing relationships is required. Only candidates with a documented history of successfully building enterprise, B2B vendor relationships will be considered. The Healthcare IT Sales Executive will have a direct impact on the sustained growth of Concord Technologies as we evolve our business to include additional product lines and will be compensated accordingly.
Essential Functions:
Concord Technologies values itself on providing solutions to customer's document-related challenges. The Concord sales organization is our organizational face to the market. We value an ethical and value-based approach to our prospects and clients. We approach our prospective clients in a consultative manner to assist in their information challenges. We know not everyone is a prospect, but we also know exactly what our prospective clients expect from us. We understand that today’s buyers are educated and informed and we are here to consult and engage for the betterment of today’s healthcare experience.
Concord’s presence in the healthcare market includes relationships with independent software vendors (ISVs) who embed our cloud fax, workflows and intelligent data extraction and classification services within their applications. The ISVs engage with Concord via a few different commercial models and implement various strategies in taking the embedded solution to market. The ISV team at Concord partners with them throughout the discovery, development, validation, business planning, marketing, and ongoing support phases of the relationship to ensure our presence in the account and explore opportunities for expanding the relationship.
For our existing partners who have adopted only our fax technology, the Healthcare IT Sales Executive works to retain their existing business and come up with business strategies to increase usage. He/she also evangelizes to those customers our Practical AI solutions, (OCR, NLP, Capture, Classification, and Extraction for example) to help those companies help their customers by unlocking the data that is on the fax image.
This person also targets our top tier prospect accounts proactively through outbound prospecting and relationship building to find ways to imbed Concord’s solutions into those software vendor’s applications. The Healthcare IT Sales Executive would also partner with our marketing and sales development teams in an effort to maintain visibility and influence lower tier prospect accounts’ decisions to partner with Concord.
· Manage a portfolio of existing customer accounts through a working relationship with contacts up to the executive level.
· Prospecting within assigned accounts for expansion opportunities by articulating and presenting value delivered by Concord products to achieve 100% of the customer’s Fax Traffic and the use of current and future advanced features.
· Proactively reach out to prospect accounts to introduce Concord’s products and build relationships that can result in the adoption of Concord’s technologies
· Manage a pipeline of new logo acquisition and upsell opportunities through expansion within existing accounts to deliver results against quota.
· Collaborate with Concord’s marketing and sales development teams on nurturing efforts with existing accounts and prospecting efforts to non-customer accounts
· Responsible for maintaining accurate information in SalesForce to provide predictability and inform data-driven decision making for Concord leadership.
· Act as a conduit for customer feedback to Concord’s Product Management team
· Work to build internal relationships with members of the product, support, and implementation teams to successfully collaborate on customer projects.
Position Requirements:
· Candidates must demonstrate comparable experience to selling healthcare solutions directly associated with Electronic Fax solutions (cloud or on-premises), Optical Character Recognition (OCR) software, and/or Capture and Document Management software and/or SAAS solutions to Integrated Software Vendors.
· The candidate should have an in-depth understanding and knowledge of the core document-centric business processes in the Healthcare market including a firm understanding of how information flows through related organizations as well as the regulatory environment governing the exchange of this information
· The candidate must have 5-7 years’ experience in selling solutions to software vendors (ideally in healthcare) and how the internal functions work together to make buying decision
· The candidate needs to be comfortable interacting with executive-level Development, Product Managers, Legal, and Commercial (Sales and Marketing) resources within ISV accounts to build and retain solid partnerships.
· The applicant will have clearly demonstrable and referenceable history of overachievement against quota
· Ability to persuade and influence, using appropriate styles and communication methods to gain acceptance of thoughts, plans, activities, services and products
· The successful applicant will be charismatic, enjoy meeting and talking to new people and have an excellent phone manner. They will also be smart, engaged, focused on results and driven to succeed.
· BA/BS degree or equivalent business experience.
· The position requires occasional travel for industry events, internal meetings and customers visits. However, the majority of our selling is done remotely.
· Help Concord better understand how buyers think and talk about their business problems, and the technology they evaluate to solve those problems.
We expect that a successful ISV Sales Executive would exhibit the following traits:
· Are goal-oriented and accustomed to winning
· Technically fluent as well as commercially astute
· Are charismatic problem solvers, great listeners and good storytellers
- Take a creative approach to building solutions for customers
- Can adapt their content, messaging and approach to meet the needs of the particular customer requirement.
Working Conditions:
The Healthcare IT Sales Executive will be required to travel as business dictates necessary but will typically operate from a home-office or office environment.
Confidential Information:
A Healthcare IT Sales Executive, as part of his or her normal duties, requires access to only select confidential customer information and will be exposed to limited Concord company confidential information, operational designs, and trade secrets.
The compensation range for this role is $185,000 - $225,000 OTE. Range can flux dependent on experience.
Additional employee benefits at Concord Technologies:
- 401K plan w/ 6% company match (vests immediately)
- Flex-Time off + sick time
- 10 company holidays
- Full suite of health benefits (Medical, Dental, Vision)– employee only coverage covered at 100% (no employee cost). For employees + dependents, Concord covers 60% of premiums.
- Voluntary insurance options:
- Pet insurance
- Employee Life and AD&D
- Spousal Life and AD&D
- Child Life and AD&D
- Paid Parental Leave program
- Free unlimited ORCA card (Seattle area residents)
- Employee Rewards and Recognition through NectarHR
- Unlimited access to Udemy for Business
About Concord Technologies:
Concord Technologies is a provider of secure document exchange, intelligent document automation, and workflow solutions to healthcare providers, payers, and other highly regulated businesses. Concord’s suite of solutions has been providing swift and secure document transmission for more than two decades, transmitting 3 billion pages a year while supporting more than 1,500 organizations every day. The company is also recognized for its best-in-class development of new artificial intelligence technologies and industry-leading applications that help its customers grow and manage their business. Concord’s superior service and forward thinking have been rewarded with a client retention rate of more than 98% year over year.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.