Senior Sales Executive, Provider

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

📋 Description

• Propel revenue growth within designated provider markets and accounts, encompassing new business development, expansion, renewal/relicense support, and strategic account enhancement.

• Create and implement territory and account strategies that identify high-value prospects, key stakeholders, priorities, competitive scenarios, and actionable tactics.

• Build a robust sales pipeline through prospecting, market analysis, executive outreach, industry events, referrals, partner collaboration, and persistent follow-up.

• Engage with intricate provider organizations, including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, and clinically integrated networks.

• Navigate purchasing processes involving multiple stakeholders, including clinical, operational, financial, IT, procurement, and executive decision-makers.

• Craft and present customized sales presentations, proposals, business cases, and value-driven messaging.

• Oversee complex sales cycles from initial discovery to proposal, negotiation, contracting, and closing.

• Collaborate with Account Management to enhance client retention, expansion, relationship development, and long-term account strategies.

• Work alongside Solution Architects, Product teams, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other stakeholders.

• Assist with RFP/RFI responses and subsequent follow-up actions.

• Utilize Salesforce and other sales tools to document activities, manage pipeline, maintain forecasts, and monitor opportunity status and risks.

• Take part in trade shows, industry events, onsite meetings, sales meetings, and MCG-sponsored activities.

• Stay informed about MCG products, solutions, technology, value proposition, and market positioning.

• Employ approved AI-enabled tools while following company policies, data privacy regulations, and ethical-use standards.

• Provide regular sales reports and forecasts to senior management.

• Engage in sales coaching, strategy development, tactics, and training sessions.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.

• A minimum of 8 years of proven enterprise sales experience.

• Preferably experienced in selling healthcare technology, clinical, operational, financial, or workflow solutions to provider organizations.

• Demonstrated success in meeting or exceeding annual sales quotas, ideally $4 million or more.

• Experience managing complex, multi-stakeholder sales cycles with healthcare provider organizations or similarly intricate enterprise accounts.

• Proven capability to generate pipeline, construct territory plans, cultivate executive relationships, and secure new business and expansion opportunities.

• Strong understanding of provider healthcare operations, including utilization management, care management, case management, clinical workflow, or population health.

• Proficient in using CRM systems, preferably Salesforce.

• Experience in developing proposals, supporting RFP/RFI responses, and participating in contract negotiations.

• Willingness to travel 40%-60% of the time for customer meetings, trade shows, sales meetings, and MCG-sponsored events.

• A Master's degree in Business, Marketing, Healthcare Administration, or a related field is preferred.

• Experience in selling SaaS, healthcare technology, clinical decision support, utilization management, care management, interoperability, analytics, or enterprise workflow solutions is preferred.

• Familiarity with AI-enabled research or sales tools such as Microsoft Copilot, ChatGPT, or Salesforce Einstein is preferred.

• Knowledge of clinical guidelines and provider healthcare operations is preferred.

• Familiarity with complex pricing structures, ROI-based selling, CPQ tools, and value-based business case development is preferred.

• Experience or familiarity with sales methodologies such as Miller Heiman, Korn Ferry Blue Sheets, Strategic Selling, MEDDICC, Challenger, or similar frameworks is preferred.

• Understanding of regulatory, financial, and operational pressures impacting provider organizations is preferred.

• Excellent communication and presentation skills.

• Ability to analyze market trends and customer needs to devise targeted sales strategies.

• Strong interpersonal skills, with the ability to build and maintain relationships.

🏝️ Benefits

• Remote work.

• Company-sponsored events and occasional in-person engagements.

• Medical, dental, vision, life, and disability insurance.

• 401K retirement plan.

• Flexible spending account.

• Health savings account.

• 15 days of paid time off.

• Additional front-loaded personal days.

• 14 company-recognized holidays.

• Paid volunteer days.

• Up to 8 weeks of paid parental leave.

• 10 weeks of paid bonding leave.

• LGBTQ+ Health Services.

• Pet insurance.

• Uncapped commission / variable compensation eligibility.