Enterprise Sales Director – Healthcare IT

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

📋 Description

• Ensure the accuracy of the sales pipeline, contacts, and activities within Salesforce and other reporting tools.

• Maintain comprehensive knowledge of each account's current and long-term purchasing plans and objectives, keeping management updated on any changes in these plans, objectives, and key buying influences.

• Build and sustain consultative sales relationships with key buying influences at the executive and senior management levels, as well as other levels within the customer's organization.

• Showcase the complete suite of company solutions, services, and hardware offerings.

• Participate in regional and national company tradeshows and conferences.

• Lead and respond to RFP/RFI requests and price systems and configurations.

• Educate and guide business partners, assisting them in prospecting, qualification, proposals, presentations, and closing opportunities.

• Surpass Annual Booking Targets.

• Accountable for driving revenue and increasing market share within the designated territory.

• Conduct direct sales activities including prospecting, deal qualification, deal velocity, contract negotiations, and closing business with the existing customer base for Spok.

• Establish relationships with consultants to influence opportunities.

• Cultivate and maintain relationships with key internal resources to ensure effective collaboration in meeting customer needs.

• Develop a selling relationship with Channel Partners.

⛳️ Requirements

• Bachelor's degree from a four-year college or university; along with 4-5 years of relevant experience.

• Direct experience in healthcare IT sales, specifically selling enterprise software solutions (MUST HAVE).

• Proven proficiency in managing complex sales cycles typically lasting six months or longer, involving multiple stakeholders, decision-makers, and influencers.

• Established history of large, multi-product enterprise sales exceeding $100,000, or prior software sales experience with Spok.

• Current active connections with healthcare industry executives in the territory, including CMO, CNO, CIO, and/or CEO.

• Demonstrated understanding of workflow redesign involving technology/software solutions.

• Committed to sales methodologies such as Helping Clients Succeed, Solution Selling, The Complex Sale, etc.

• Proficient in utilizing internal systems for accurate forecasting (CRM, Salesforce, Quoting tools, etc.).

• Successful track record of articulating the business value of strategic software solutions to healthcare executives, including CIO, CMIO, CNO, CFO, COO, etc.

• Knowledge of how the ACA, ACOs, insurance companies, and other factors impact healthcare executives' decisions on technology purchases.

• Demonstrated understanding of clinical workflows within healthcare organizations.

• Familiarity with healthcare procurement procedures and sales cycles.

• Ability and enthusiasm to engage with suspects, prospects, and leads generated from Marketing.

• Strong interpersonal skills with a proven track record of teamwork and collaboration.

• Exceptional written and verbal communication abilities with customers at all organizational levels.

• Solid process orientation, demonstrated resource management and allocation experience, along with the capability to manage multiple tasks simultaneously.

• Ability to demonstrate enterprise software at all levels within hospitals.

🏝️ Benefits

• Three comprehensive health, pharmacy, vision, and dental care plans, including a health savings account option.

• Wellness programs.

• Financial wellness initiatives.

• Retirement plans.

• Family support services.

• Continuing education opportunities.

• Generous time-off benefits.