Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Serve as a trusted advisor for a designated portfolio of medium-to-large existing Diversified accounts.

• Manage the overall client relationship focusing on retention and growth.

• Oversee the complete lifecycle of current accounts as a strategic partner following the initial sale.

• Achieve and surpass revenue objectives within the designated client portfolio.

• Maintain and expand a book of business year after year.

• Cultivate and strengthen relationships across existing teams, departments, and senior/C-suite stakeholders.

• Identify opportunities for upselling and cross-selling, including across various therapeutic areas.

• Utilize pricing, margin, and contract structure insights to create renewal and expansion proposals.

• Recognize and assist in resolving account-level risks that may impact renewal or expansion.

• Lead renewal negotiations involving Legal, Finance, and Procurement stakeholders.

• Finalize multi-year service contracts.

• Develop and maintain Strategic Account Plans aligned with client objectives and measurable KPIs.

• Accurately forecast opportunities and ensure Salesforce pipeline integrity.

• Leverage AI tools for account research, deal preparation, and productivity enhancement.

• Collaborate with Solutions Consultants, Customer Success, and Sales Development teams.

• Gain a profound understanding of how Diversified organizations utilize healthcare commercial intelligence and data for their go-to-market strategies.

• Navigate intricate sales cycles that involve Sales Operations, Marketing, Legal, Finance, IT, and other stakeholders.

• Lead discussions on value engineering and ROI.

• Monitor industry trends and evolving client needs to pinpoint opportunities.

⛳️ Requirements

• Bachelor's degree (BA or BS).

• Over 8 years of experience selling to Strategic or Enterprise accounts.

• Background in data or consultative selling; healthcare data experience is a plus.

• Proven track record of meeting or exceeding competitive sales quotas and account targets.

• Strong negotiation and closing abilities.

• Skills in strategic account planning and execution.

• Exceptional written, verbal, interpersonal, and presentation skills.

• A disciplined approach to the sales process.

• Ability to independently manage deals from the initial call to closure.

• Capacity to make judgment calls on pricing and contract terms without requiring managerial approval.

• Capability to mentor and serve as a resource for less experienced representatives.

• Proficiency in influencing stakeholders from end users to C-level executives.

• Expertise in navigating complex organizations to identify and engage key decision-makers.

• Experience in negotiating and finalizing multi-year service contracts.

• Financial acumen, including understanding pricing and margin trade-offs.

• A passion for resolving customer business challenges.

• Willingness to travel approximately 40% of the time, including for quarterly business reviews, industry events, and onsite customer meetings.

🏝️ Benefits

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Unlimited paid time off.

• 401(k) plan with employer contributions/match.

• Eligibility for company bonus or commission plan, depending on the position.

• Comprehensive benefits package.

• Definitive Cares employee-driven program.

• Employee-led affinity groups.

• Opportunities to connect with colleagues and contribute to communities.