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IBM Watson Health Solution Seller - Value-Based Care, Multiple Territories in Houston, Texas


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

Location: We are hiring in multiple territories as listed below. Ideally, you will reside in one of the below territories:

Mid-Atlantic - PA, DE, DC, MD

Florida – FL

Mid-South – LA, MS, AL, TN

IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare.

Working under minimal supervision, this position, The Watson Health VBC (Value-Based Care) Solution Seller (SS) role is responsible at a market level with direct contributor sales responsibility for selling Watson Health’s VBC solutions across large and mid-size Healthcare Integrated Delivery Networks (IDNs) throughout a defined geography within the United States.

The VBC SS will work directly with accounts in a specific geographic territory to understand their current business requirements around both departmental and enterprise wide visions including, components of the solution categories listed below: AI (Artificial Intelligence) assistance platforms, Enterprise Data Management, Value Based Care, Population Health, Infrastructure and Storage requirements. SaaS, Global Financing and Consulting Services.

The VBC SS will represent Watson Health and provide market and solution leadership savvy within the accounts acting as the VBC solution expert spearheading strategic opportunities, while guiding and working directly with other product specific Subject Matter Experts driving growth of these product platforms.

Responsibilities Include:

  • Net New business development

  • Build key relationships within the C-Suite and departmental leadership teams

  • Meet or exceed all assigned quotas for sales, related applications and components

  • Participate in and manage contract negotiations

  • 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 selling with the customer

  • Increase bookings and revenue targets YOY

Required Technical and Professional Expertise

  • Proven ability within a complex sales cycle, to sell the value of solutions through a consultative approach to the C-Suite and Department leaders of Hospitals and Health Systems: CEO, CFO, COO, CMO, CIO, CMIO, Chief Quality Officer, Chief Marketing, Chief of Innovation, etc.

  • 5+ years’experience selling solutions to hospitals, with specific emphasis on IDNs.

  • 3+ year(s) of selling technology solutions in support of value-based care.

  • Consultative selling skills

  • Experience with complex clinical systems sales and long sales cycles.

  • Present with confidence, the ability to perform successful contract negotiations

  • Firm understanding of healthcare industry trends

  • Team player that works well with other sales team members, home office and support staff

  • Experience developing and managing a large funnel of opportunities, with a solid understanding of forecasting

Preferred Technical and Professional Expertise

  • 10+ years of healthcare information technology experience selling to IDNs.

  • 5+ years selling technology solutions in support of value-based care.

  • Imaging workflow knowledge a plus

  • Healthcare Information Exchange (HIE) sales experience a plus

  • Pop Health experience a plus

  • Consulting Services experience a plus

About Business Unit

IBM Watson Health is pioneering a new partnership between humanity and technology with the goal of transforming global health and revolutionizing many aspects of the medical and pharmaceutical industries, as well as government sectors. We aspire to improve lives and give hope by delivering innovation to address the world’s most pressing health challenges through data and artificial intelligence insights.

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About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

US Citizenship required.

Being You @ IBM

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.