Strategic Account Executive

How you will impact the organization…

We're seeking a driven Strategic Account Executive to significantly expand the Consensus footprint. This pivotal role involves driving new logo sales and expanding revenue within existing key accounts. Your first 6 months will have you focus on ramping with intensive prospecting into new logo named accounts prior to taking over a named account book. You'll spearhead revenue growth and minimize churn within your assigned territory, focusing on companies with 5,000+ employees and 1 billion in revenue across Healthcare.

The value you will deliver…

• New Logo Acquisition & Pipeline New Business Development: Develop and execute strategic territory plans to build a robust sales pipeline and achieve new business targets. 
• Proactively identify and engage with new enterprise prospects, leveraging industry knowledge, networking, and strategic outreach to generate qualified leads.
• Transition to manage a portfolio of named customer accounts, focusing on cross-sell, upsell, and renewal opportunities.
• Develop and implement comprehensive Account Plans for each named account, aimed at maximizing expansion opportunities and ensuring exceptional customer success and retention.
• Serve as the primary point of contact and escalation for designated strategic accounts, fostering strong, long-term partnerships.
• Prepare and deliver compelling quarterly business reviews (QBRs) to key clients.
• Sales Cycle Management & Closing: Lead the entire sales cycle from prospecting to close, managing complex negotiations, crafting compelling proposals, and collaborating with pre-sales, legal, and professional services teams.
• Executive Relationship Management: Cultivate and maintain strong, key decision-maker, including executive-level relationships within target and existing accounts, acting as their primary point of contact and ensuring high levels of customer satisfaction and retention.
• Continuously expand the network of contacts within each account to deepen organizational alignment.
• Market & Product Expertise: Stay abreast of industry trends, competitive landscape, and Consensus product developments to effectively articulate our value proposition and differentiate our offerings.
• Sales Forecasting & Reporting: Accurately forecast sales opportunities, manage pipeline, and provide regular reports on sales activities and progress against targets.
• Meticulously maintain CRM records (Salesforce) for all sales activities and customer interactions.
• Cross-Functional Collaboration: Work closely with partnerships, marketing, product marketing, product, and customer success teams to ensure seamless client onboarding and ongoing success.
• Thought Leadership: Represent Consensus Cloud Solutions at industry events, conferences, and webinars, contributing to our market presence and reputation.
• Participate in internal sales training and team meetings.
• Provide feedback to product and marketing teams based on customer interactions.
• Assist in mentoring junior sales team members, as appropriate.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

What you will bring to the table…

• 7+ years specializing in Electronic Health Records (EHR), Practice Management, Revenue Cycle Management (RCM) software, telehealth, Health Information Exchanges (HIE), and data analytics. Confidently engage with healthcare IT professionals and executives on these critical technologies.
• 7+ years of experience in utilizing CRM platforms, preferably Salesforce.
• 7+ years sales experience in Cloud, SaaS, Telco or IT.
• 7+ years of experience presenting to senior leadership via phone and video conference.
• 7+ years of experience in a role with a heavy focus on prospecting / hunting.
• Experience engaging and building C-level and other executive relationships.
• Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Building and leading territory & strategic account plans.
• Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities.
• Proven track record of meeting or exceeding performance targets.
• Demonstrated experience selling complex software solutions to hospitals, large health systems, or other healthcare organizations, with a strong understanding of healthcare IT challenges, regulatory environments (e.g., HIPAA), and procurement processes.
• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling,) and lead generation best practices. Problem centric selling is a must.
• Tech-savvy with a strong understanding of cloud computing technologies and their application in the healthcare industry.
• Passion for the healthcare IT space and a keen interest in emerging technologies like AI.
• Proficient in Google Workspace, Microsoft Office, and Salesforce.
• Experience with prospecting tools (Outreach, SalesLoft, Gong, Zoominfo, etc).
• Driven and self-motivated to exceed quotas.
• Hunter Mentality and strong sense of urgency with a relentless focus to build a healthy sales pipeline.
• Technical Acumen with the ability to understand and explain complex technical solutions.
• Exceptional relationship-selling skills.
• Resilience and persistence demonstrating tenacity and a positive attitude when  overcoming objections.
• Coachable, driven to expand knowledge.
• Agile and adaptable to evolving business needs.
• Advanced communication skills, both verbal and written.
• Exceptional presentation skills.
• Highly collaborative mentality.
• Strong critical thinking.
• Creative problem solving.

You will stand out if you also have…

• Experience selling to Fortune 500 accounts.
• Experience with Pharma RX.
• Possesses a strong network of relationships with key decision-makers and influencers within leading healthcare organizations (e.g., hospital systems, payers, provider groups).

Additional details…

• Location requirements: Fully remote within the East Coast or Mid-West.
• Travel requirements: Up to 30% travel. 
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet.
• Eligible for sponsorship: No.

The salary range for this role is $110,000- $120,000 USD annually plus commissions.  The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.