Sales at Innovaccer
Our sales team is passionate about healthcare and wants to leave a positive impact in the ecosystem. We are the tip of the spear that leads the organization externally. We care deeply about our customers and want to resolve their challenges with our solutions. If this excites you, let's chat about how you can help us tell our special story.
About the Role
We are seeking an experienced Sales Director with deep subject matter expertise in value based care business models and technology and enterprise platforms to join our dynamic team. This is a high-impact role with significant performance targets, leading the charge in transforming healthcare delivery and payer models through innovative solutions. As the face of our organization to healthcare providers and payviders, you will drive significant revenue growth, create opportunities and close large-scale deals, and foster long-term customer partnerships.
A Day in the Life
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Sales Strategy & Execution:
- Develop and execute a comprehensive territory-level sales strategy, with current individual account management plans, aimed at exceeding revenue and growth targets.
- Leverage subject matter experts in pairing fee for service, value-based care and performance based contracting (including commercial) with Innovaccer’s healthcare technology to craft tailored solutions for provider entities (ranging from small risk-bearing entities to national health systems) and payviders, including provider-led health plans.
- Proactively create new business opportunities, particularly in the strategic accounts segment.
- Manage full-cycle sales from the initial discussion through closure, including lead generation, discovery, long-term nurturing, onsite and remote meetings, presentations and demonstrations, proposals, contract negotiations and partnering with Customer Success on future upsells.
- Complete administrative field sales responsibilities including sales forecasting, pipeline management, contact management, and ongoing assessment of overall territory business.
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Client Relationship Management:
- Build and maintain strategic relationships with senior executives at healthcare organizations as well as business and operational leaders influencing buying decisions.
- Maintain relationships with customers post-sale, in partnership with the Customer Success team, to ensure their goals are being met and to identify opportunities to support the customers’ growth and performance achievement (giving us the right to future upsells and co-development).
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Deal Progression & Contract Negotiation:
- Drive timely progression of complex sales cycles, working closely with internal teams (e.g., legal, compliance, marketing, customer success, product) to execute deals efficiently.
- Lead high-value negotiations, ensuring deals are structured for mutual long-term success. Maintain a focus on constructing deals that deliver measurable outcomes, meeting customer expectations while driving business growth.
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Subject Matter Expertise:
- Serve as a trusted advisor to prospects and customers by delivering expert knowledge on value-based care models and data-driven solutions, helping them to solve problems that matter most to them.
- Effectively represent Innovaccer at professional and industry events and conferences creating credibility and interest in Innovaccer’s offerings.
- Stay informed about market trends, regulatory changes, and healthcare innovations to shape client strategies and product positioning.
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Cross-Functional Collaboration & Team Leadership:
- The role will collaborate frequently with internal senior executives, particularly in strategic account sales and GTM strategies.
- Collaborate with marketing, product, and customer success teams to ensure alignment and delivery of value to customers.
- Provide mentorship and leadership to a territory sales support team, fostering a high-performance sales culture focused on growth, effective market leadership, and customer success.
What You Need
- 8+ years of sales or business development experience in healthcare technology, with demonstrable expertise in value based care, at-risk contracting, population health, healthcare data and analytics and enterprise platforms.
- Subject matter expertise, from direct experience working inside of or selling to both provider entities and payviders. Ability to hold persuasive business, clinical, and technology conversations with C-level leaders using healthcare acumen and an understanding of business priorities that drive enterprise software decisions.
- Demonstrated history of relationship selling that has created durable customers whose businesses have grown and performance has improved because of smart adoption of a technology product suite or platform.
- Track record of achieving quotas and working with executives and business leaders to construct and close multi-year, multi-million dollar healthcare SaaS and associated services contracts in complex, multi-stakeholder sales processes.
- High EQ evidenced in excellent communication, negotiation, and relationship management skills.
- Strong analytical skills, with the ability to leverage data to inform sales strategies and client solutions.
- Adept at using sales enablement tools such as Salesforce, outreach tools, presentation deck development, etc.
- Ability to travel (~50%) as needed. This is a remote / work-from-home role with significant travel time to enable direct engagement with prospects and customers.
Preferred Qualifications:
- Strong network within the healthcare industry, particularly with key decision-makers at provider organizations and payviders.
- Experience with healthcare data platforms, EHR, and claims data aggregation, and payer solutions are a plus.
Innovaccer is an equal-opportunity employer. We celebrate diversity, and we are committed to fostering an inclusive and diverse workplace where all employees, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, marital status, or veteran status, feel valued and empowered.
