Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions — from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
 

Job Summary

The Strategic Account Executive - Health Systems is responsible for selling the company’s products, services and maintaining relationships with existing customer accounts.  Develop and sustain long term strategic customer relationships for mutual growth, profitability, trust, loyalty, and innovation. The Strategic Account Executive is responsible for sales or business development opportunities within assigned markets/accounts, with specific responsibilities and dynamics varying by client/account. They are also responsible for contract negotiations, closing deals, and development of opportunities through new and existing channels. The Account Executive will leverage the Company’s enterprise resources and capabilities in creating and fulfilling value-based solutions to meet the Customer’s and Company’s requirements and expectations.

Responsibilities

• Sell the company’s products and services while developing and maintaining relationships with existing customer accounts.

• Act as a trusted advisor and customer advocate to develop and manage strong relationships with key individuals and top decision makers in partner firms and/or territories. Emphasize partnership rather than vendor and convey the value that Surescripts delivers to them.

• Develop and execute Account/Territory Plans to seize opportunities. Earn buy-in internally and partner with clients to mutually achieve business objectives and solve pain points.

• Achieve revenue targets as articulated by assigned annual and long-term corporate business objectives.

• Identify, negotiate and close opportunities to achieve annual corporate sales objectives with primarily existing accounts with new products and services.

• Monitor market conditions, product innovations and competitor’s product, prices and sales.

• Identify opportunities to capture additional business by establishing new relationships and new channels.

• Engage clients in innovation discussions and pilot opportunities to drive early adoption of new products/technology. Negotiate and close deals supporting business development needs.

• Exhibit a deep understanding of the Healthcare industry and Health Systems customers.

• Exhibit a deep understanding of Surescripts services, products and capabilities.

• Share industry/market knowledge within the organization to enhance service delivery and strengthen the team

• Collaborate with internal partners during the sales process such as Product Innovation, Legal, Finance, Security, Marketing and Account Management.

• Represent Surescripts in a relationship building, consultative, and social capacity at appropriate trade shows, conferences, and industry events.

• Prepare and maintain records for leads and performance toward goals, including close dates, implementation dates, close/won success using Salesforce.com and at regularly scheduled sales management meetings.

• Drive a corporate culture of urgency, simplicity and sales success with team and peers by supporting the company culture.

Qualifications

Basic Requirements:

• Bachelor's degree or equivalent experience

• 12 years of Health System and Healthcare IT experience including strategically managing and selling into large health system accounts.

• Experience selling services and software.

• 10 + years of experience closing complex $500K+ deals.

• Experience leading internal partners through a defined selling process with multi-level, high value complex accounts.

• 5 + years of individual experience in account development.

• 3 + years of experience with advanced functions of Microsoft Office. Experience using Salesforce.

• Annual revenue responsibility through new business.

• Proven experience providing exceptional customer experience.

Preferred Qualifications:

• Advanced degree such as Masters or MBA.

• Experience with strategic and solutions selling methodologies.

• Experience selling data analytics solutions.

Travel:

• Approximately 50% travel within the US.

• Territory includes named accounts