Client Consulting: Support major accounts across all steps in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes
Sales Partnership: Work closely with our internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
Orchestration: Facilitate internal and external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing and measuring key business value drivers (metrics)
Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, and share insights with senior sales management to help develop and execute negotiation strategies
Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

What We Are Looking For

Experience in the Healthcare Industry - particularly Payer / Provider, Medical Technology, Pharmaceutical
Expertise in building and presenting compelling business cases to executive and c-level clients
Ability to craft a value story from complex data and insights that is easy to for a customer executive to understand and act on
Prior experience in consultative and strategic customer-facing roles
Expertise in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals
Strong analytical and problem solving skills, including the ability to derive meaningful insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
Skilled in quantitative analysis and financial modeling
Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams and other key partners
Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state
Travel expectations: 10-25%

Preferred Qualifications

12-15+ years of relevant professional experience
Experience supporting or selling into the Healthcare / Life Sciences verticals
MBA or equivalent advanced degree
Strong familiarity and knowledge of SaaS / consumption business models and/or enterprise software