Principal, State Government Sales

How you will helpAs a Principal, State Government you will be focused on selling and expanding HealthVerity’s real world data, and SaaS product offerings to state governments. You’ll join our growing Government sales team and be responsible for prospecting contacts, generating qualified opportunities, winning new business and managing relationships with key customers. You will successfully expand our presence in assigned state government accounts by constantly looking for ways for HealthVerity to support our clients’ needs. You will have a deep understanding of the healthcare data and analytics space, particularly around selling technology and data to key government stakeholders.  And you will have a wide variety of experience across multiple states, and multiple initiatives in these states; examples include: State Medicaid, Public Health Services Programs, State Health Information Technology, Emergency Preparedness, Epidemiology, Health Planning/Policy, Fraud/Waste/Abuse, and federally-funded state grants, and others.
What you will do• Generate revenue through new and existing relationships with states and state health programs. Examples of programs include: Public Health Services & Community Health Programs; Health Statistics & Assessments; Medicaid Agency; Health Information Technology; Emergency Preparedness; Public Health Laboratories; Health Equity & Minority Health; Epidemiology; Health Planning & Policy; Fraud, Waste & Abuse; federally-funded grants and initiatives• Build, maintain and manage a sales pipeline and forecast to achieve individual revenue goals• Position yourself as a consultative subject matter expert and the single point of contact between HealthVerity and your government customers• Maintain a thorough understanding of the policy, economic, business and clinical pressures impacting state Government priorities and, based on this knowledge, proactively engage with Government clients to meet their needs• Confidently and credibly present healthcare data and licensing solutions by leading product presentations, demonstrations, conference calls, technical discussions/due diligence, executive discussions, web seminars and related activities• Engage customers in identifying and shaping opportunities. Actively market the company brand, establish customer expectations and shape opportunities by creating white papers and responding to RFI's and RFP's.• Work closely and cross-functionally with Pre-Sales, Product Development, Marketing, Strategy & Innovation teams to develop solutions that solve for client challenges• Drive all stages of opportunity development from coordinating product proposals, RFIs, RFPs to contract negotiations and execution• Collaborate with Sales Operations and Delivery teams on account status, follow up activities, product literature, opportunity status, win-loss and related sales support tasks
About You• You have extensive experience working with a variety of states and understand the complexities and nuances driving health across these states • You have extensive experience selling healthcare data research assets (medical claims, prescription claims, EMR, etc.), related analytic applications, and SaaS.• You are a seasoned consultative seller successful at uncovering and developing sales opportunities with federal health agencies.• You are passionate about solving your client’s most pressing research, strategic and business questions with data or technology • You have the ability to operate effectively in a complex white-space, concept-driven environment• You are an overachiever with a consistent track record of annual quota/revenue achievement• You excel in the ability to manage the client relationship from lead through implementation• You desire to work in an innovative, fast-growing company with an entrepreneurial environment• You have experience working with government clients and have an understanding of the government procurement and budgeting processes.
Required Skills and Experience• 5+ years of experience in quota carrying roles selling complex solutions leveraging healthcare data, analytics, or SaaS technology to federal government agencies.• Comprehensive understanding of government (State) procurement processes• Working understanding of  how and why different types of healthcare data are created, and their use across government healthcare
Desired Skills and Experience• Demonstrated achievement of goals as a result of finding, developing and sustaining strong client relationships in federal health agencies• Ability to translate software, technology, and data into a resonating value proposition from leadership to end users at all levels across the enterprise• Willingness to travel up to 10% (post COVID) • Experience with customer relationship management (CRM) platforms such as Salesforce• Experience working with government compliance and contracts teams to execute FAR-compliant contracts in the gov