Senior Sales Strategy Value Based Care

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Senior Manager, Sales Strategy Value-Based Care   

Position Summary:  

We are looking for a Senior Manager to join our Value-Based Care team within our Client Solutions Group & Sales org. 50% travel required.  

The Sales Strategy, Senior Manager will work closely with the sales team to develop the sales strategy for complex sales opportunities with payers & providers in the value-based care space. This role is focused on an exciting and emerging business for athenahealth that will help drive agreements to enable the future of healthcare. The Sales Strategy, Senior Manager will support sales of our health plan solutions (athenaPayer) & value-based care offerings within our core products (athenaOne).  

We are seeking candidates with VBC expertise and a collaborative, entrepreneurial spirit to drive new business within athenahealth’s newest business lines.  

This position supports product and services for health plans (payers) & providers: 
 
athenaPayer for health plans: https://www.athenahealth.com/who-we-serve/payers 

athenaOne for providers: https://www.athenahealth.com/solutions/athenaone 

Responsibilities (includes, but not limited to):  

• Prepare and present athena solutions to prospect & client executive audiences, to assist in the sales process, including understanding where changes might need to be made to current workflow (either athena’s or the client’s) to support the client’s business needs. 

• Perform assessments and discovery of prospective clients’ business needs, both on site and via interviews with provider & health plan leadership teams, and translate that knowledge into actionable sales strategies 

• Face-off with health plan & health system executives as the subject matter expert on technical and program requirements for VBC risk programs, in partnership with Sales Executives.  

• Develop a point of view on how to pitch athena’s services to prospects and existing clients, incorporating industry knowledge and competitive landscape into the approach 

• Develop return on investment and opportunity analyses for prospects, creating client facing product positioning materials and designing and delivering client specific proposals that explain the value of athenahealth. 

• Scope technical integration requirements & workflows (API, HL7, etc.) with health plans to propose solutions and drive new business with payers.  

• Advise internal stakeholders across Product, Sales & various teams on market feedback, value positioning, best practices and product improvements contributing to the ongoing product development of athenahealth’s VBC & payer portfolios. 

• Support strategic corporate initiatives to advance athenahealth’s value-based care strategy and GTM for new offerings. 

• Partner with Sales Executives and