JOB SUMMARY- Director, Enterprise Software Sales

The Director, Enterprise Software Sales is a member of a high-performing commercial products team consisting of technical and business resources. The role will support the commercialization of several software solutions to assist clients with managing physician compensation processes. The role is ideal for an associate with a solid executive and physician compensation background, who is effective at developing strong new business development relationships, and has the desire to assist health care organizations as they navigate the complexities of health care reform.

We are seeking an associate experienced in selling complex solutions in an enterprise selling environment who understands the complexities of compensation. A huge plus if you have healthcare software-specific experience such as EMR, EHR, or RCM.

Clinician Nexus, enables health systems to build a high-quality clinical workforce through transparency and insight into compensation, productivity, and clinical learning using a single software platform. To learn more about our firm, please visit: www.cliniciannexus.com

PRIMARY ACCOUNTABILITIES

• Formulate and execute an Enterprise Software as a Service (SaaS) sales strategy that results in new client acquisition and revenue growth through multi-year subscriptions
• Build a pipeline through outbound lead generation and conversion of inbound leads from health systems, hospitals and medical groups in your assigned territory
• Lead potential clients through the business development cycle, including qualifying (inbound and outbound) leads, performing discovery discussions, delivering initial product demonstrations, drafting Statement of Work (SOW) agreements and navigating the contracting process
• Active management of deal pipeline sufficient to meet/exceed quota expectations
• Work closely with internal stakeholders, specifically strong collaboration with Customer Success, Product and Marketing, to provide our clients with value beyond the software they license from Clinician Nexus
• Collaborate with channel partners, including SullivanCotter Provider / Physician Workforce consultants, to deliver client-specific solutions
• Effectively work with C-suite client contacts, especially physician leaders, Chief Medical Officers and Chief Financial Officers
• Create trusting relationships with key stakeholders within the physician compensation practitioner communities within your assigned territory
• Help define broader market development themes, strategies and mental models that activate innovation within Sullivan Cotter Holdings
• Host workshops, presentations and webinars to educate key stakeholders in your assigned territory
• Provide weekly updates to leadership on progress against assigned quota, KPIs, goals and project deliverables
• Be a near real-time source of accurate market intelligence that helps our Marketing, Product and Customer Success functions better understand client requirements, competitor activity and how our products are being received

KNOWLEDGE, SKILLS AND ABILITIES

Minimum Required Qualifications

• Bachelor’s degree in business administration, finance, healthcare or related field
• 5+ years of experience in enterprise software (SaaS) sales and/or business development
• Proven consultative and solution skills
• Strong technical aptitude
• Ability to offer unique perspectives, drive two-way conversations, know/understand client value drivers and comfortably discuss pricing and return on investment
• Demonstrated experience developing business channel partners (consulting, data and technology firms)
• Self-starter with demonstrated ability to successfully assist with project deliverables in a very driven and changing organization
• Demonstrates strong critical-thinking skills in the ability to apply analytical and proactive thinking in a logical, coherent, and consistent approach to ensure robust, appropriate client solutions
• Excellent listening, communication, presentation, problem-solving and time management skills, with a record of sound business logic
• Demonstrate a high level of flexibility, adaptability, and the ability to work under tight deadlines or changing needs
• Demonstrate confidence and ability to work independently and in a team structure
• Demonstrate a strong collaboration orientation with associates across all levels of an organization
• Demonstrate a strong level of intellectual curiosity, seeking opportunities to develop new skills
• Experience using sales / CRM technology such as Salesforce / HubSpot, LinkedIn Sales Navigator and ZoomInfo to grow pipeline in an account-based marketing environment
• Comfort with collaboration tools, including Teams, Notion, OneDrive, SharePoint, Slack
• Utilized the Challenger selling methodology in other roles

Preferred Qualifications

• Master’s degree in business, healthcare or related field
• Experience working in a targeted account-based sales model through and with channel partners
• Compensation domain expertise

WORK ENVIRONMENT

Work location is remote. Travel up to 25%, to cover tradeshows and meetings. Must be physically able to perform the essential functions of the job.

BENEFITS AND PERKS

• Competitive total compensation package
• Medical and dental coverage at no premium cost for employees
• 401(k) and profit-sharing retirement plans
• Flexible spending accounts
• Generous paid time off (PTO)
• Company paid holidays
• Gender-neutral parental leave
• Bereavement and pet leave
• Continuing education and professional accreditation sponsorship
• Life and AD&D insurance
• Short- and long-term disability
• Employee assistance program
• Mental health support program
• Additional perks

Reflected below is the base salary range offered for this position. Actual salaries may vary depending on factors including but not limited to academic achievements, skills and experience. The range listed is just one component of the compensation package offered to candidates.

• Starting annual base salary $150,000 - $170,000 + lucrative commission opportunity

SullivanCotter Holdings (Clinician Nexus, SCH Services, SullivanCotter) is an Equal Employment Opportunity/Affirmative Action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law or marital status.