Job Summary:
The Sr. Sales Executive, or Sr. Healthcare Transformational Consultant (HTC), is tasked with leading new logo sales pursuits for Abacus's Healthcare Business Unit aimed at enhancing operational efficiency, supporting clinicians, and improving patient care. This role entails being a client-focused sales professional whose chief responsibility is to originate and drive new recurring revenue from mid-sized healthcare specialty providers. These include, but are not limited to, OBGYN, Gastroenterology, Pediatrics, Plastic Surgery, Dermatology, Orthopedics, Behavioral Health, and all of Community Health. The position involves identifying and closing managed services business with new prospects while also pursuing leads generated by our marketing efforts. We are looking for a candidate to develop an in-depth understanding through research and relationship-building with potential clients. This individual must be adept at uncovering hidden needs and demonstrating the value our company offers by engaging in probing questions to accurately identify business opportunities and challenges.
Duties and Responsibilities:
- Hunting and generation of new logo opportunities within the mid-market healthcare provider market
- Working with prospects to identify needs, pain points, and budget
- Teaming up with an extended solutions team to develop a compelling proposal that leads to opportunity closure
- Demonstrating proficiency in utilizing a variety of business productivity tools to track sales activity and pipeline data - Microsoft Office Suite, HubSpot, and LinkedIn
Qualifications and Experience:
- Bachelor's degree in Business, Marketing, Sales or a related field
- 7-10 years of Professional, Consultative sales of technology services or software
- 5-7 years of experience selling managed preferred services around Network, End User Device Management, Security, VOIP, or Cloud
- 5-7 years of Healthcare provider experience preferred, but not required
Knowledge, Skills and Abilities:
- Sound understanding of the sales and demand generation processes and their associated best practices within the technology industry
- Strong contact and networking base, preferably within the mid-sized healthcare provider industry
- Ability to translate technology into practical terms
- A record of proven outside direct sales experience with a focus on consultative and solution approaches, and achieving sales quotas
- Strategic, client-facing sales professional well versed in sales tactics (MEDPICC, Sandler, Miller Hieman Challenger Perfect Close) - specifically via email marketing, phone and face-to-face meetings
- Results-driven and detail-oriented, self-motivated, self-directed, and achievement-focused
- Exceptional communication and listening skills, with experience in solution-based selling
- Relationship driven with a consultative approach to help shape current and future deals
- Strong organizational skills
Attributes That Will Drive Success:
- Experience selling managed services around Network, End User Device Management, Security, VOIP, and Cloud
- Exceptional communication and listening skills, with experience in solution-based selling
- Collaborative, client-focused, creative, flexible, influential
- Maintains a professional, consultative brand
Salary DOE: $300,000 - $400,000 OTE