Regional Informatics Sales Executive

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

📋 Description

• Formulate and implement a regional sales strategy centered on middleware, connectivity, and interoperability solutions.

• Foster new business development and enhance existing accounts within hospitals, health systems, and laboratory networks.

• Market middleware platforms that facilitate instrument-to-LIS connectivity, LIS-to-EMR/EHR integration, data normalization and transformation, rules-based autoverification, workflow automation, and interface engine/API-based interoperability.

• Identify and engage with CIOs, CMIOs, Laboratory Directors, Pathologists, IT Integration Managers, and Clinical Informatics teams.

• Perform technical and workflow assessments to recognize integration gaps, interface failures, and operational inefficiencies.

• Convert intricate middleware capabilities into clinical, operational, and financial value propositions.

• Provide technical presentations, solution demonstrations, and architecture-level discussions alongside pre-sales engineers.

• Oversee the sales pipeline utilizing CRM tools, ensuring precise forecasting and opportunity progression.

• Navigate complex, multi-system sales cycles involving IT, laboratory operations, procurement, and executive leadership.

• Collaborate with implementation and integration teams to facilitate the transition from sale to deployment.

• Negotiate contracts, pricing, and service agreements with legal and finance teams.

• Keep track of competitive middleware platforms, interface engines, and emerging interoperability standards.

• Represent the organization at healthcare IT, laboratory, and interoperability-focused conferences and events.

⛳️ Requirements

• Bachelor’s degree in Business, Healthcare Administration, Information Technology, Computer Science, or a related field.

• 5-8 years of proven sales experience in healthcare IT, laboratory informatics, and/or enterprise software.

• Direct experience in selling middleware, interface engines, integration platforms, or interoperability solutions.

• Demonstrated success in managing complex, technical, enterprise-level sales cycles.

• Strong capability to engage both technical (IT/integration) and clinical stakeholders.

• Excellent communication, presentation, and negotiation skills.

• Experience with CRM systems is essential.

• Willingness to travel within the designated region.

• Preferred: Master’s degree in Business, Healthcare Informatics, or a related field.

• Preferred: Experience with laboratory middleware platforms, interface engines, or healthcare integration engines (e.g., HL7 engines, API gateways).

• Preferred: Comprehensive understanding of HL7, FHIR, ASTM, and other healthcare data standards.

• Preferred: Experience integrating laboratory instruments with LIS systems in physician labs, hospitals, or reference lab environments.

• Preferred: Familiarity with cloud-based integration architectures and hybrid on-prem/cloud deployments.

• Preferred: Background working with IDNs, academic medical centers, large hospital systems, or national reference laboratories.

• Successful candidates must comply with controlled technology regulations in accordance with US export control law.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) retirement plan.

• Life insurance.

• Long-term and short-term disability insurance.

• Paid parking/public transportation.

• Paid time off.

• Paid sick and safe time.

• Commission eligibility, in line with the Company's plan.