Director, Sales Overlay - Advisory Services

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary: 
The Director, Advisory Services Sales Overlay is responsible for driving growth across all athena sales segments by providing strategic sales overlay expertise for athenahealth’s Advisory Services portfolio. This role focuses on identifying, prioritizing, and executing sales opportunities in partnership with Account Executives and Sales leadership. The Director bridges cross-functional strategy and communication, supports scalable sales operations, and ensures effective positioning and value articulation of services. This role reports to the Vice President, Client Solutions Group, requires up to 50% travel, and offers flexibility in physical location. 

About the Team 

The Client Solutions Group drives strategic initiatives that accelerate revenue growth and operational excellence across athenahealth’s sales and customer success organizations. The Advisory Services Sales team collaborates cross-functionally with Sales, Customer Success, Product, Marketing, and Finance teams to optimize service offerings, enhance customer outcomes, and drive business growth by unlocking the full value of athenahealth’s product suite within enterprise clients. 

Essential Job Responsibilities 

• Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities. 

• Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise, and contract negotiation. 

• Engage with senior client stakeholders including clinical, technical, and executive decision makers. 

• Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations. 

• Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity  

• Advise sales strategy, service positioning, pricing models, and competitive differentiation. 

• Collaborate with third parties whose services we leverage in our outsourcing offerings  

• Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches. 

• Unlock growth potential in existing accounts through strategic solutioning and relationship management. 

• Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data-driven decision making. 

Additional Job Responsibilities 

• Collaborate on service packaging, pricing, and messaging to ensure consistent positioning across customer touchpoints. 

• Establish and maintain reporting and analytics functions tracking Advisory Services sales performance. 

• Lead enablement and training initiatives to support sales and segment-specific service growth. 

• Serve as Sales Directly Responsible Individual (DRI) in cross-functional initiatives and committees. 

• Partner with Customer Success, Marketing, Product Marketing, and Product leadership to advance Advisory Services adoption and client satisfaction.