IBM Account Executive, Employer Markets (HTA) in Phoenix, Arizona
The Account Executive, Employer Market will be responsible for a book of employer clients, totaling revenue responsibilities of $8-$10 million. The Account Executive will be responsible to meet signings targets, through consultative selling as well as maintain strong client relationships and secure renewals. It is expected that this role will provide strategic leadership with client senior management and serve as the "trusted advisor" in proactively understanding client needs and enhancing and growing Watson Health partnership with, and value to each client.
Meet or exceed financial and business objectives including contract revenue, add-on revenue, and renewals, primarily through consultative selling.
Develop client strategy based on customer's business, with the objective of solving business problems, and improving work flow efficiency, productivity, employee/member/constituent/beneficiary health status improvement.
Lead overall client relationship between client and Watson Health
Demonstrate and document return and value on investment in Watson Health
Establish Strategy to expand client relationships through selling products and or services
Provide leadership to client team in performing analytic and strategic consulting engagements to ensure that all deliverables provide clients with ROI and or VOI
Manage evolving client expectations, needs, priorities at the C-suite
Develop senior level client relationships, including C-Suite where appropriate
Manage and monitor client Satisfaction, and recommend appropriate strategies to continuously enhance client satisfaction
Create innovative products and services that address client business problems and share across Payer teams. When applicable, share best practices with other segments.
Provide input into segment level strategy and operating plans
Lead capabilities presentations for sales opportunities with both existing and new clients
Manage and drive the sales funnel, sales reporting programs as well as other sales methodologies sponsored by the company
Support sales projects to capture large business opportunities and maximize sales results through integrated offerings of products/services which cross business lines
Forecast sales funnel, activity and revenue achievement as required for sales staff and management team
Required Technical and Professional Expertise
10+ years of experience in healthcare information consulting/systems, with client contact at senior levels and demonstrated business development skills
Proven history of ability to capture the attention and respect of client senior management and the C-Suite by providing new and useful ways of managing human capital and maximizing performance
Current or prior responsibility must include revenue accountability of at least $5 million
Superior understanding of both new business development and consulting methodology
Superior presentation and communication skills
Ability to work across the organization, including Product Development, Sales, and Product Support functions, as well as across Payer, to ensure that both current and future client needs are anticipated and met
Willingness to travel
Preferred Tech and Prof Experience
Master's degree (e.g. MBA or MPHA) or equivalent education and experience
10+ years experience in healthcare information consulting/systems, with client contact at senior levels and demonstrated business development skills
Proven history of ability to capture the attention and respect of senior management and the C-Suite by providing new and useful ways of managing human capital and maximizing performance