Account Executive– Healthcare Division Summary:The Nuance Healthcare Account Executive (AE) is responsible for Los Angeles, CA, selling the value proposition for Nuance’s healthcare offerings.
The AE is expected to create and foster relationships with the CFO’s, CIO’s, CMO’s, CMIO’s as well as other senior executives and influencers within the named hospital and IDN accounts, with experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace.Responsibilities include developing prospects through obtaining an understanding of organizations’ clinical documentation plans and EHR deployment, aligning an organization’s financial and quality needs with the appropriate Nuance solution and demonstrating the value proposition, managing strategic selling opportunities, problem solving, presenting software product solutions and closing sales, while exceeding assigned territory quota.Must be able to meet account / territory coverage requirements assigned by the healthcare division, develop and implement key account plans and develop/implement a strategic business plan for the territory assigned.
Utilizing strong selling, negotiation, and presentation skills, the Account Executive will be tasked with driving new business within the hospital market, targeting both existing and new clients.
This is a hunter role within named accounts where the Account Executive will be responsible to drive net new sales and client partnerships.
Some clients may or may not have a current Nuance technology footprint.
Required Skills:Minimum of 4 years, selling enterprise software solutions and services to the C-Suite within a Hospital setting.
Preferred experience in medical device sales, Hospital EHR, IT consulting services, hospital financial, revenue cycle, and/or quality solutions.Skilled at penetrating into accounts at the C-Suite level and exceeding multimillion-dollar annual sales quotas.Must possess strong presentation skills and the ability to communicate effectively and strategically with all levels within an organization.Extremely consultative approach in selling.Possesses a creative mindset to shape creative custom deals.Demonstrated solution selling skills and ability to align value proposition within messaging.
Strong foundation using account planning strategies including Miller-Heiman, Spin, Sandler, Solution Selling or other recognized sales methodologies/certifications.Strong ability to forecast and accurately manage accounts, opportunities, activity in CRM.
Knowledge of salesforce.Com a plus.Ability to partner with multiple sales channels both internally (product Solution Experts, Sales Engineers, Product Specialists) and externally (channel partners).Demonstrated analytical skills, including ROI quantification and justificationAbility to work in ambiguous environments and make decisions.Must be self-motivated and driven.Bachelor’s Degree preferred or equivalent experience.
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