Senior Sales Executive, NA Provider Analytics

Your Challenge:

At HIMSS, we are a catalyst for change in the health and wellness ecosystem. As one of the largest and most experienced global healthcare associations, it is our responsibility to lead this revolution. Our mission is to reform the global health ecosystem through the power of information and technology. Our staff, nearly 250 world-wide, are vital to achieving that mission. We are looking for team members who are curious to ask “What if…?” and have the tenacity to fight for the change we believe in. Join HIMSS to be part of the transformation of health and wellness. 

Position Purpose:

The purpose of this role is to position the membership-driven Advisory Services and Analytics portfolio to drive revenue and strategic relationships with healthcare providers, government agencies, and member partners. The Sales Executive sources and drives client opportunities in North America and directly manages engagement strategies for larger clients and channel partners. An effective negotiator and relationship builder, the Sales Executive leverages and refines HIMSS’s consultative sales approach to Analytics sales, using our tools, resources and best practices to successfully acquire and grow a base of accounts healthcare provider space and government agencies.

Primary Accountabilities

• Advises and engages customers in membership-driven, consultative sales process, positioning advisory and consulting services and maturity model assessments as the key elements to developing strategy and measuring progress towards evidence-based Digital Health Transformation
• Drive discovery process to understand key business needs, important initiatives and success metrics, specific issues faced, budget considerations, and industry issues
• Facilitate provider engagements with market supplier partners as a channel account manager
• Build and expand relationships across C-Suite to uncover opportunities to cross-sell and upsell the Analytics portfolio, uncover new product ideas, and strengthen customer engagement
• Build relationships with our key strategic partners to craft effective go to market strategies driving growth, volume, and deeper insights
• Use Salesforce to aggregate information on prospects through marketing research, referral sources, networking, phone contact and other methods
• Maintain proactive awareness of the healthcare industry and how changes in the industry, the economy, and legislation impact clients
• Cultivate prospects to engage with HIMSS through online content, seminars, and other methods by promoting through personal networking and social media channels
• Represent HIMSS Analytics in client and healthcare industry events through various networking engagements
• Advocates for changes and additions to our product and services team to increase the value created for our clients and informs our strategic direction
• Monitors client satisfaction through personal relationships and engagement, involvement with other HIMSS team members, and any client surveys or feedback processes implemente
• All duties as assigned to achieve HIMSS goals and objectives.

What you will need to be successful:

• Bachelor’s Degree preferred
• Minimum of ten (10) years successful client sales or business development experience in healthcare IT sales, selliong consulting services.
• Experience working with a CRM to maintain real-time updates of opportunity engagement, document uploads, meeting & email tagging, tasks, and next steps
• Experience creating, advancing, and closing deals that range in value from $6K to $80K, and multiple opportunities per account per year
• Experience working with external consulting partners to sell collaboratively
• Proven experience for accomplishing specific goals tied to the strategic sales and account plan
• Ability to leverage contacts within an organization to identify decision makers and find new opportunities to provide solutions
• Experience building sales proposals & presenting value to C-suite of healthcare providers
• Experience managing internal & external legal review process for master service agreements & contracts
• Experience documenting and reporting customer feedback on value proposition of products
• Ability to work cross functionally within the the HIMSS organization
• Outstanding communications skills including demonstrated negotiation skills and exemplary consultative selling skills
• Excellent management skills, well organized and results-oriented
• Ability to maintain and strengthen relationship with client executives
• Must be able to travel 10% of the time within assigned territory and HIMSS Global Conference

Why we love HIMSS, a