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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.
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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