IBM Watson Health - Enterprise Sales Executive, iConnect Network in Atlanta, Georgia

Job Description

Location: Chicago or remote

Working under minimal supervision, this position will lead, sell and promote the iConnect Network product line to ambulatory and acute imaging centers. Develop and execute a sales plan according to company policy, which will include: supporting the sales efforts of the Watson Health sales team; supporting the efforts of iCN channel partners as directed; developing a strategic and tactical sales plan for direct sales; and, identifying, qualifying, demonstrating and presenting product capabilities to customers to increase sales, market share and transaction volume. Actively contribute to the iCN team to build the brand, increase sales, maximize transaction volumes, improve customer satisfaction, maintain existing accounts and develop new business opportunities and revenue streams while contributing to the Company's success.

Essential Job Duties

  • Meet or exceed all assigned quotas for sales, transactions and revenue.

  • Develop business funnel/pipeline and ensure proper territory management.

  • Log all client/prospect interactions in SalesForce.com

  • Ensure proper total qualification and assist System Engineers in technical qualification of prospects inclusive of site-specific data collection and analysis for needs identification.

  • Manage and facilitate all solution demonstrations in assigned accounts, as well as in support of the Merge/IBM sales teams and iCN channel partners.

  • Deliver and manage all product presentations.

  • Facilitate resolution of major sales objections presented by customers.

  • Participate in and manage contract negotiations.

  • Develop sales and marketing strategies to ensure market share, growth and success.

  • Perform accurate and timely territory and pipeline reporting as defined.

  • Gather and analyze market intelligence providing ongoing opportunity/threat analysis.

  • Actively participate and become a valuable member of the iCN go-to-market cross-function team.

  • Maintain responsibility for all cross-functional department resource allocations to the sales cycle.

  • Plan, execute, and attend regional/national trade shows and seminars with assistance from regional and corporate resources.

  • Compile lists of prospective customers for use as sales leads, based on information from field marketing, direct marketing, newspapers, business directories, industry ads, trade shows, Internet Web sites, installed base, and other sources.

  • Travel as necessary to call on regular and prospective customers to promote iCN, and solicit orders.

  • Analyze customer's needs and recommend solutions that best meet customer's requirements.

  • Emphasize scalable features such as flexibility, cost, capacity, and economy of operation.

  • Able to reach a consultative level of sell with the customer.

  • Quote prices and terms, generate proposals, and prepare necessary sales contracts for orders obtained.

  • Set expectations appropriately regarding the implementation and go-live process, timing and responsibilities.

  • Prepare reports of business transactions, maintain up to date and accurate account profiles and keep expense accounts.

Required Technical and Professional Expertise

  • In depth knowledge of Microsoft Excel, PowerPoint, and Word

  • Minimum 5 years sales experience in imaging center operations and/or revenue cycle management space.

  • Established business acumen

  • Experience with Salesforce.com

  • Works in ethical, respectful manner to all customers and co-workers

  • Integrity, team player, responsible and professional demeanor

  • Verbal and written communication skills

  • Organizational skills and goal oriented

  • Problem solving and project management skills

  • Understanding of financial concepts and principles

  • Experience with complex clinical systems, managing multiple prospective clients thru a long sales cycle required

  • Healthcare sales experience

  • Proven competencies in designing and implementing enterprise sales strategies

  • Met quota for 2 or more years in a 3 year period

  • Experience demoing systems

  • Experience selling complex solutions in the C-Suite a plus

  • Clinical workflow knowledge a plus

  • A valid driver’s license and safe driving record is required.

Preferred Tech and Prof Experience

  • In depth knowledge of Microsoft Excel, PowerPoint, and Word

  • Minimum 5 years sales experience in imaging center operations and/or revenue cycle management space.

  • Established business acumen

  • Experience with Salesforce.com

  • Works in ethical, respectful manner to all customers and co-workers

  • Integrity, team player, responsible and professional demeanor

  • Verbal and written communication skills

  • Organizational skills and goal oriented

  • Problem solving and project management skills

  • Understanding of financial concepts and principles

  • Experience with complex clinical systems, managing multiple prospective clients thru a long sales cycle required

  • Healthcare sales experience

  • Proven competencies in designing and implementing enterprise sales strategies

  • Met quota for 2 or more years in a 3 year period

  • Experience demoing systems

  • Experience selling complex solutions in the C-Suite a plus

  • Clinical workflow knowledge a plus

  • A valid driver’s license and safe driving record is required.

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.