Manager, Revenue Operations

The Manager of Services Revenue will play a pivotal role in capturing and expanding growth opportunities with existing clients. You will work cross-functionally across service operations, product management, technology, finance, and account management to drive revenue growth.

Key Responsibilities:

• Identify and Capture Opportunities: 
  • Support the identification and own the systemic capture of all potential services revenue opportunities, such as ad hoc professional services and custom software development, utilizing MHK's project, time entry and issue tracking systems.
• Process and Pipeline Management:
  • Provide clear visibility into the volumes and status of all in-process opportunities through comprehensive reporting and direct leadership in key operational mechanisms.
  • Identify and suggest tactics to advance stalled projects.
  • Execute funnel analytics and maintain ongoing hygiene.
  • Identify capacity needs for projects based on role and tasks.
• Sales Support and Coaching:
  • Assist and coach client-facing resources in planning and executing sales-related activities, ensuring uniform qualifications to accelerate service revenue opportunities, and preventing non-viable opportunities from consuming valuable MHK resources.
  • Provide clear and concise pricing, plan and execute client meetings, and possibly take on a sales leadership role to directly interact with clients for certain opportunities.
  • Handle routing documents for signature and proper archiving.
  • Ensure projects are entered into tracking systems including Jira and OpenAir.
  • Collaborate with account management to advance larger opportunities.
• Process Ownership and Optimization:
  • Own and optimize processes related to services revenue sales to ensure efficiency and effectiveness.
• Cross-Functional Coordination:
  • Work closely with and drive cross-functional execution with MHK’s Operations, Product, Production Support, Technology, and Finance teams.
• Key Performance Indicators (KPIs) Improvement:
  • Bookings Budget: Achieving or exceeding the targeted bookings budget, which reflects the total value of secured service revenue from both ad hoc services and custom software development.
  • Opportunity Capture Rate: The percentage of potential services revenue opportunities identified and captured in the Salesforce CRM, reflecting the role's effectiveness in harnessing all available revenue streams.
  • Pipeline Visibility and Health: Regularly updated reports showing clear visibility into the volume and status of opportunities in the service opportunity pipeline. This includes performing funnel analytics to ensure a healthy and progressing funnel.
  • Sales Activity Efficiency: The speed and effectiveness of assisting client-facing resources by driving uniform qualification processes, delivering clear pricing, and conducting efficient client meetings to advance sales opportunities.
  • Process Optimization: Successful optimization of processes related to services revenue, demonstrated by reduced cycle times and improved workflow efficiency across cross-functional teams.

Skill Requirements: 

• Critical Thinking and Leadership: Demonstrated ability to think strategically and lead initiatives across multiple functions to capture and maximize revenue opportunities.
• Proven Experience: Experience in sales, revenue management, or a related role, preferably in the healthcare technology sector.
• Technical Knowledge: Strong understanding of healthcare IT (SaaS and on-premise applications) business model and operations. Health plan line-of-business (Government and Commercial) and health plan operations, preferred.
• CRM and Technical Proficiency: Proficiency in Salesforce or similar CRM platforms, and experience with tools such as OpenAir, Jira, MS Teams, Webex, and MS Office suite.
• Analytical Skills: Basic analytical skills for executing funnel analytics, maintaining pipeline hygiene, and providing insightful reporting on opportunity status and volume.
• Sales and Client Engagement: Ability to support and coach teams, basic account qualification, providing pricing, planning and executing client meetings, and possibly taking a sales leadership role to interact with clients directly for certain opportunities.
• Communication and Interpersonal Skills: Strong verbal and written communicatio