Director of Sales & Partnerships - enGen

Company :

Job Description : 

JOB SUMMARY

The Director of Sales & Partnerships is a critical leadership role responsible for driving significant revenue growth and expanding market share for enGen's portfolio. This critical role will generate growth through sales and partnerships using a diverse portfolio of AI-powered products, including a core administrative platform, modular utilization and care management solutions, patient-focused digital products, and clinical data exchange capabilities, as well as outsourced technology and BPO services. The Director is a strategic thinker with experience in selling Healthcare technology solutions, having strong financial acumen, exceptional negotiation skills, and the ability to lead and mentor a small, global team.

ESSENTIAL RESPONSIBILITIES

• Lead Generation: Work with industry partners, leverage industry network, use cold calling and AI powered lead generation tools to generate new leads into the pipeline. Work with marketing team to align Marketing qualified leads and sales qualified leads. 

• Opportunity Pipeline Management: Manage and forecast the sales pipeline, providing accurate revenue projections and identifying potential risks or opportunities. Sales KPI Development & Support: Support the development and implementation of key performance indicators (KPIs) for the sales team, ensuring alignment with overall business objectives. Qualify leads through product and services offerings, competitor analysis and prospect/client assessment. Once qualified, manage the pipeline funnel from initiation to closure tracking metrics like closure rate, win rate, total contract value, annual contract value, gross and net margin. 

• RFP/RFI Response Leadership: Lead all enGen and alliance partner workstreams for multiple RFPs and RFIs, ensuring timely and accurate responses that highlight the value proposition and financial viability of our solutions. This includes managing timelines, reviewing business responses, solution architecture, and ensuring meticulous attention to detail. 

• Pricing Strategy & Execution: Provide market guidance and input into competitive pricing strategies for our diverse portfolio SaaS, Platform, Modular, Data and AI-based healthcare technology products and services, covering the Payor market, considering factors such as cost, market dynamics, and competitive landscape. Additionally, provide insight into market pricing models that lead to successful deal closure. 

• Negotiation & Deal Structuring: Expert negotiating skills with experience of successfully negotiating contracts upwards of $10M value. Negotiate pricing and critical deal terms with clients, achieving favorable outcomes while building strong, long-term relationships.

• Stakeholder Management: Effectively collaborate with internal and external stakeholders, including clients, partners, and senior leadership. Cross-functional Collaboration: Operate effectively in a highly matrixed environment, building strong relationships while relentlessly driving growth.

• Executive Presentations: Prepare and deliver compelling executive presentations to both internal and external audiences, articulating pricing strategies, deal outcomes, and financial performance.

• Other duties as assigned or requested.

EXPERIENCE

Required

• Minimum of ten years of demonstrated experience selling broad range of SaaS, PaaS, BPaaS and professional services in a complex healthcare sales cycle environment

• 8 years of experience with proven track record of driving products and services sales in a hunting environment, relationship building, and demonstrated use of social media in this pursuit

• 8 years of experience in ability to demonstrate exceptional interpersonal skills that have resulted in business transactions based on trust, confidence, and results

• 8 years of experience to demonstrate success in identifying, initiating, and nurturing new or on-going business opportunities and ability to leverage Customer Relationship Management tools to manage the entire sales lifecycle

• 8 years of experience with RFP/RFI response processes.

• 8 years of experience in managing multiple projects simultaneously and meeting tight deadlines.

Preferred

• Must be authorized to work in the U.S. without the need for employment-based visa sponsorship now or in the future.

SKILLS

• Strong knowledge of healthcare industry with latest trends and knowledge of payer systems. Deep understanding of healthcare technology products especially in Clinical, Digital, Provider, Claims, Enrollment, Billing, Benefits, Products and Services. Knowlege of Provider Health Systems like EMRs and RCM processes is a plus.

• Develop virtual and in-person relationships with C-level and senior executives at assigned accounts while learning and discussing their business strategies and priorities; identify opportunities and manage sales motions to closure

• Coordinate relationship building activities with relevant partners, client engagement team and marketing resources to ensure growth and development within the portfolio of assigned accounts

• Meet specific business relationship goals and booking targets at assigned accounts; report progress against goals with enGen leadership

• Assist with proposal development, focusing on the enGen value proposition, key differentiators, and win themes

• Manage the business opportunities at assigned accounts to help ensure enGen is positioned to capitalize on opportunities by providing high quality services

• Provide feedback from field experience to internal teams and sales colleagues with regard to sales, enablement, competitive landscape, and related matters

• Strong analytical skills and attention to detail.

• Excellent negotiation and communication skills, with the ability to present complex financial information clearly and concisely.

EDUCATION

Required

• Business, Technology, Finance, Healthcare or related field or relevant experience and/or education as determined by the company in lieu of bachelor's degree

Preferred

• None

LICENSES or CERTIFICATIONS

Required

• None

Preferred

• None

Language (Other than English):

Two

Travel Required:

50% - 75%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type (enter from JDQ)

On-The-Road Position

Physical work site required

Occasionally

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 any category protected by applicable federal, state, or local law.

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