VP, Sales

POSITION SUMMARY 

The Vice President of Sales, Hospitals & Health Systems is a senior leadership role responsible for setting and executing the sales vision and strategy to drive growth within the provider healthcare market. This individual will oversee a national team dedicated to selling cybersecurity, risk management, and compliance solutions to hospitals, integrated delivery networks (IDNs), academic medical centers, and large healthcare systems.

This role requires deep understanding of the healthcare regulatory landscape, including HIPAA, 405d, HITECH and other cybersecurity-related initiatives impacting patient data protection and risk mitigation. The VP will collaborate with product, marketing, and service delivery teams to tailor solutions that meet the evolving needs of hospital executives, including CIOs, CISOs, CMIOs, and compliance officers. 

KEY RESPONSIBILITIES 

• Develop and execute the strategic vision and business plan for the hospitals and health systems segment, focusing on driving growth, expanding market share, and enhancing customer satisfaction within IDNs. 
• Cultivate and strengthen long-term relationships with senior executives, including C-level leaders and decision-makers in hospitals and health systems, ensuring alignment of business objectives and fostering collaboration. 
• Work with internal teams (product, marketing, sales, and operations) to tailor solutions that address the specific needs of IDNs, including clinical integration, patient care, data interoperability, and cost management. 
• Lead business development and sales efforts targeting hospitals, health systems, and IDNs, identifying opportunities for growth and driving new revenue streams through innovative solutions and services. 
• Oversee the implementation of solutions that improve operational performance, clinical outcomes, and cost efficiencies within IDNs. Ensure that the company's offerings align with industry standards, regulatory requirements, and best practices. 
• Direct and manage contract negotiations with large health systems and IDNs, ensuring favorable terms, compliance, and mutual benefit. 
• Partner with sales, marketing, client success, and product development teams to ensure that offerings are aligned with market needs, and to ensure successful product deployment and ongoing customer engagement. 
• Represent the company at industry events, conferences, and networking opportunities, positioning the organization as a thought leader in the IDN and healthcare sectors. 
• Lead the financial management of the hospitals and health systems portfolio, ensuring the achievement of revenue, profitability, and operational goals. Provide regular updates and reports to senior leadership on performance metrics and market conditions. 
• Ensure all strategies and engagements comply with healthcare regulations, industry standards (e.g., HIPAA, HITECH), and corporate governance policies. 
• Perform other duties within the scope of the role as assigned.    

QUALIFICATIONS & EXPERIENCE  

• 10+ years of experience in B2B sales, with a minimum of 5–7 years in healthcare sales leadership roles. 
• Deep understanding of the hospital/provider market, especially cybersecurity and compliance needs of large health systems. 
• Proven success selling into healthcare C-suite audiences, including CIOs, CISOs, and compliance leaders. 
• Experience managing multi-million-dollar sales quotas and scaling high-performance teams. 
• Track record of closing complex, consultative deals in regulated industries. 
• Familiarity with HIPAA, HITECH, NIST CSF, HICP, and other healthcare-specific risk frameworks. 

EDUCATION & CERTIFICATIONS 

• Bachelor’s degree in Business, Healthcare Administration, Cybersecurity, or related field; MBA or advanced degree preferred. 
• Relevant certifications (e.g., CISM, CISSP, PMP) are a plus. 

LEADERSHIP ATTRIBUTES 

• Strategic and analytical thinker with strong execution focus. 
• Inspirational leader and coach who builds high-performance teams and future leaders. 
• Strong interpersonal and executive communication skills. 
• Passionate about improving healthcare through innovation and trusted partnerships. 
• High integrity and alignment with core company values: customer success, collaboration, accountability, and excellence. 

PROFESSIONAL DEVELOPMENT EXPECTATIONS 

• Stay current on healthcare cybersecurity trends, federal and state regulations, and evolving hospital needs. 
• Develop strong networks within healthcare associations, consortiums, and executive forums. 
• Represent the company as a trusted advisor and thought leader in the provider space. 
• Promote a culture of continuous learning and adaptability within the sales organization.