IBM Watson Health Radiology Solutions Specialist - Northern CA in Boston, Massachusetts
Location: You will ideally reside in Southern California, Arizona or Hawaii
It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s artificial intelligence (AI) understands, reasons and learns – helping to translate information into knowledge that can help drive more informed decision-making. With AI, we can see and analyze more data than ever before – and achieve more than we ever thought possible.
IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare.
Working under moderate supervision, the Watson Health Radiology Solutions Specialist position will lead, sell and promote all of the solutions within the Watson Health Imaging Radiology and Interoperability portfolio, including the Merge PACS, iConnect Solution and Watson Imaging product lines within a defined geographical region. The Radiology Solution Specialist will work closely with the Watson Health Client Executive and Regional Sales Leaders for direction and be responsible for selling the Watson Health Cardiology technologies via the telephone, tradeshows, and client facing meetings.
Working with the Client Executives in the geography, this position will manage existing accounts and must meet or exceed a determined sales quota by up-selling the prospect with potential larger product or service opportunities. This position will also be responsible for producing qualified sales leads, closing net new business, and supporting a team sales strategy with the overall Watson Health sales team. They will develop and execute a territory plan according to company policy, which will include strategic and tactical sales planning along with identifying, qualifying, demonstrating and presenting product capabilities to customers to increase sales and market share. Increase sales, improve customer satisfaction, maintain existing accounts and develop new business opportunities and revenue streams while contributing to the assigned regions success.
Essential Job Duties
Utilize a pro-active strategic sales approach encompassing all phases of the sales cycle, such as:
Opportunity qualification through detailed dialogue with prospective customers
With proper PSC support, technically validate potential customer opportunities for viability.
Develop a strategy and specific tactics for anticipating and creating customer demand for our Radiology and Interoperability solutions.
Technically demonstrate to the Customer our capabilities and those of our 3rd party partners via WebEx, on site demonstrations and site visit support.
Work with Regional Sales Leaders supporting all departments within the Hospital (Radiology, Information Technology, and Administration) to manage requirements and set expectations during the sales cycle.
Create and deliver customer presentations as appropriate.
Manage sales cycle through contract execution.
Transition closed opportunities to implementation team.
Lead generation through various channels.
Perform all work in Salesforce.com and track lead against relevant campaign(s);
Transition qualified opportunities to Client Executives.
Attend tradeshows and help maintain sales contact database; cross-sell additional services and technologies to existing clients.
Pursues a program of self-development through the use of selected reading, seminars, and participation in continuing education.
Meet or exceed all assigned quotas for sales, related applications and components.
Travel through assigned territory to call on regular and prospective customers to promote imaging product line, and solicit orders
Quote prices and credit terms, generates proposals, and prepares sales contracts for orders obtained.
Required Technical and Professional Expertise
Minimum 5 years sales experience in the Acute and Ambulatory marketplace selling Radiology IT Solutions.
Works in ethical, respectful manner to all customers and co-workers
Experience with complex clinical systems, managing multiple prospective clients through a long sales cycle required
Proven competencies in designing and implementing enterprise sales strategies
Met quota for 2 or more years in a 3-year period
Experience demoing systems
Radiology workflow knowledge is essential
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
Experience selling to IDNs
Experience selling complex solutions in the C-Suite a plus
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.