Sales Alliance Director

Company :

Job Description : 

JOB SUMMARY

This position is responsible to drive enGen technology and services sales with our alliance and technology partners. The incumbent is responsible for developing a sales strategy to ensure meeting or exceeding sales and profitability goals across enGen through our alliance and technology partners.

ESSENTIAL RESPONSIBILITIES

• Lead Partner/Alliance Sales for enGen:

  • Work with sales tools, resources, and support to drive new channel growth for enGen. Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner. Drive opportunities for cross-selling across technology and services with our alliance and partner community. Lead the full sales lifecycle from business development, opportunity identification, new client engagement, pricing/proposal development, negotiation, and closing the opportunities. Build strategic relationships with partners at levels, and stickiness with enGen technology. Meet with and brokering new sales business discussions with new clients with alignment/interest around the enGen technology. Establish sales strategy for assigned relationships in alignment with enGen's corporate strategies. Generate new ideas, create competitive advantages, and evaluate/select strategies to increase market penetration and profitability. Develop, maintain, and enhance relationships with prospective and new clients with our alliance partners.

• Develop and execute a technology and services partner sales strategy

  • Develop region-wide sales priorities, objectives and sales plans to meet or exceed team sales and profitability goals.

    Develop and execute on a business development strategy across our products and services

    Build a business development plan for target segments in the Partner Organization

    Collaborate with the marketing department, to conduct market opportunity assessments to increase market penetration.

    Work with enGen product teams, marketing, and sales operations to document and maintain competitive information and market insights to assist in strategy discussions.

    Collaborate with Underwriting to develop sales solutions to address market challenges and leverage opportunities.

    Participate in the development of new products and the planning of corporate-wide sales strategy.

• Fulfill Management Administrative Duties:

  • Participate in annual planning and budgeting activities.

    Perform detailed fact finding, document, coordinate, and manage sales information.

    Provide reports to show progress and levels of activity toward attaining sales and profitability goals in assigned territory.

    Act as a technology and Health Plan expert and consultant prospective clients across the Blues, Health Plans, and Providers.

    Participate on teams and committees to develop and recommend strategies related to product development, pricing, marketing, etc.

    Document service, expense, and related activity as appropriate.

• Financial Forecasting:

  • Develop a financial forecasting plan based on the alliance sales opportunities projected over the next 3-years

Maintain our sales pipeline via a sales management system for executive communication and opportunity progression

Work with our alliance partners on maintaining this forecasting with these teams

• Other duties as assigned or requested.

EXPERIENCE

Required

• 7 years of experience in Enabling technology alliances and partnerships.

• 7 years of experience in B2B Enterprise Technology Sales

• 5 years of health Plan technology experience

Preferred

• None

SKILLS

• Driving technology sales

• Background on IT

• Background in Care Management, Utilization Management, and Digital Products and Services

• Managing alliance/partnerships

• Business planning and collaboration

• Ability to capture customer requirements, evaluate gaps, identify and create opportunities

• Comfortable in fast-paced and high-pressure environments with ambitious achievement goals

• Deep understanding of partner organizations and sales models

EDUCATION

Required

• Bachelor’s degree or relevant experience and/or education as determined by the company in lieu of bachelor's degree.   

Preferred

• Master's degree

​

LICENSES or CERTIFICATIONS

Required

• None

Preferred

• None

Language (Other than English):

None

Travel Requirement:

25% - 50%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

Office- or Remote-based

Teaches / trains others

Occasionally

Travel from the office to various work sites or from site-to-site

Rarely

Works primarily out-of-the office selling products/services (sales employees)

Never

Physical work site required

No

Lifting: up to 10 pounds

Constantly

Lifting: 10 to 25 pounds

Occasionally

Lifting: 25 to 50 pounds

Rarely

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times.  In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. 

Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations.  The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, age, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, age, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability. 

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