[Hiring] Sr. Solution Executive, Quality & Compliance @HEALTHSTREAM INC

Role Description

The Sr. Solution Executive, Quality & Compliance will be responsible for delivering solution sales, accelerating adoption through insight and expertise, and evangelizing the value proposition of assigned products to HealthStream clients and prospects. In this role, the Sr. Solution Executive seeks to align compliance courseware solutions with an institution's needs and business objectives, build relationships and credibility with key stakeholders effectively, and meet or exceed an assigned sales quota for compliance courseware solutions. This individual will have ultimate responsibility for all elements of the sales process, including:

• Prospecting
• Qualifying
• Positioning
• Demonstrations
• Presentations
• Objection handling
• Contract negotiations through sale closure

This person will attend meetings and conferences as appropriate to represent the company and will be responsible for calling on Hospital Systems, IDN's, University Medical Centers, Medical Schools, large independent hospitals, and health plans, selling our suite of healthcare-specific e-Learning courses and SaaS products to the C-level in your assigned territory. A proven track record of selling healthcare software/services to hospitals is required.

Key Responsibilities

• Identify and Qualify Opportunities for both existing clients and new prospects:
• Align Scheduling & Capacity Management solutions with prospect/client initiatives
• Develop deep customer knowledge and relationships
• Identify funding sources
• Secure executive team sponsorship
• Resolve obstacles
• Design take-out opportunities
• Demonstrate, propose, and Present:
• Demonstrate Scheduling & Capacity Management solutions to key stakeholders
• Present compelling value propositions
• Develop comprehensive and innovative proposals
• Answer questions
• Build ROI/business cases
• Follow up promptly and professionally
• Support RFP process:
• Lead proposal teams
• Support quality RFI/FRP response strategy
• Secure references
• Handle pricing strategy
• Negotiate and Close Business:
• Create and submit contracts
• Negotiate contract terms
• Secure commitment and signature
• Process contracts in contract management system
• Effectively transition client to the implementation phase to ensure long-term customer success
• Territory Planning and Pipeline Management:
• Develop and update territory plans
• Manage pipeline in CRM system
• Update plans and pipeline
• Support sales leadership in strategy formulation
• Present plans/pipeline to sales leadership effectively and succinctly
• Contribute to the Scheduling & Capacity Management community:
• Develop and share best practices and leverageable materials
• Facilitate internal discussions
• Collaborate with other sales team members
• Support efforts by the internal sales teams
• Undertake Personal and Professional Development Opportunities:
• Develop and maintain outstanding product knowledge
• Build deep expertise in healthcare trends, especially as it relates to the Evaluate product portfolio
• Continue to enhance skills and abilities such as communication, presentation, negotiations, and teamwork
• Value Added Member of broader Scheduling & Capacity Management community:
• Work cross-functionally with Marketing, Product, and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values
• Challenger Selling Mindset:
• Understand that relationship building is important, but assisting clients with their strategic initiatives requires challenging them to think differently
• Target Audience:
• Understand the needs of stakeholders and target leadership

Qualifications

• Bachelor's degree preferred
• 7+ years of successful hospital SaaS sales and/or Compliance or E-Learning experience
• Demonstrated track record of consistently exceeding sales quota
• Knowledge of healthcare environment – preferably in Compliance
• Superior knowledge of consultative sales techniques including cold calling, networking, discovering needs, overcoming objections, and product demonstrations
• Knowledge of Solution Selling/Customer Centric selling methodologies
• Ability to travel 10-20%

Requirements

• Effective oral & written communication skills
• Territory management - geographical, systems & account based
• MS Office & SalesForce.com skills
• Innovative problem solver who works independently, as well as part of a team
• Ability to set-up and conduct onsite and remote client demonstrations
• Demonstrated success in hitting quota from home office environment

Compensation

This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quota). The base salary range for this position is $70,352 - $90,168. Base salary will be determined on the candidate’s level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles.

Benefits

• Medical, Dental and Vision insurance
• Paid Time Off
• Parental Leave
• 401k and Roth
• Flexible Spending Account
• Health Savings Account
• Life Insurance
• Short- and Long-Term Disability
• Medical Bridge Insurance
• Critical Illness Insurance
• Accident Insurance
• Identity Protection
• Legal Protection
• Pet Insurance
• Employee Assistance Program
• Fitness Reimbursement