Merative
Merge Account Executive
Merative, Los Angeles, California, United States,
Join a team dedicated to supporting the crucial mission of improving health outcomes.At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com.The Merge Account Executive will maintain and cultivate relationships with existing accounts within a defined geography of states. This will include both the Acute and Ambulatory market within IDNs, hospitals, rural hospitals, imaging centers and radiology groups. The primary goal and responsibility is to strengthen partnerships with Merge clients within the defined region. This includes reinforcing our existing footprint, expanding with new offerings and maintaining a high level of customer satisfaction. Establishing robust relationships at all levels within the client organization will be vital to the achievement of this position.This role will be responsible for executing, tracking, and reporting progress on all metrics and goals to their Regional VP. They also will take lead on managing cross-functional internal subject matter stakeholders to exceed all client expectations of the partnership. This would include but not limited to resources from Support, Product Management, Finance, Sales Operations and the Executive Leadership Team.This role will also drive sales growth across strategic partners and maintain relationships at all levels of the client organization. This role is required to identify new business opportunities and keep current business at peak performance within the install base. This role will require 50% travel as a part of this position to facilitate face-to-face customer engagement.Essential Job Duties:
Performance Excellence: Demonstrate an unwavering commitment to exceeding sales quotas through strategic planning and effective execution.Ability to identify and understand your client’s clinical and technical challenges.Represent our company’s products and services, starting with a deep and comprehensive understanding of our solutions and how they address client challenges.Create and deliver customized presentations to customers.Build and nurture relationships with stakeholders at all levels (Users, Managers, Directors, C-suite, etc.) within an organization to sell in a consultative manner.Conduct regular cadences with clients to strengthen relationships and align business objectives between Merge and its clients, including regular travel for in-person meetings.Complete quarterly business review plans for assigned accounts, identifying opportunities, reviewing current challenges and areas for improvement.Adaptability to each client’s unique environment, requirements and pain points.Collaborate with and lead all internal departments and cross-functional teams to ensure that client commitments are fulfilled and all expectations are exceeded.Regularly and accurately update all activity in Salesforce which includes but not limited to accurate forecasting, deal progression, logging meetings, etc.Basic Qualifications (Minimum Requirements Needed To Perform This Job):
Is highly self-motivated and results oriented.Strategic thinking to achieve long-term solutions for the customer and the business.Superior capability to build customer relationships, present concepts, engage and negotiate.Ability to work effectively in high-pressure environments.Ability to effectively plan and facilitate multi-disciplinary meetings and workgroups.Exhibits confidence and professional presence.Strong fiscal planning, analytical and problem-solving skills.Strong organizational and written/verbal communications skills required.Strong understanding of process improvement and change management principles, approaches, and methodologies especially for clinically related environments.Understanding of Statements of Work, Contracts, Proposals, etc.Proficient with Salesforce (including CPQ) and Microsoft suite.Preferred Skills:
10+ Years of selling enterprise imaging solutions (Radiology PACS, Cardiology PACS, Hemodynamics, VNA, Universal Viewer, Cloud, etc.).Competitive enterprise imaging knowledge or experience.Proven capabilities to build client trust at both the clinical and technical levels within healthcare.Knowledge of the Hospital, Imaging Centers and Radiology Group operating practices.Clinical or technical certifications and/or experience.Education and Certification Requirements:
Bachelor’s degree or minimum of 10 years relevant business experience.Work Environment:
Remote with minimum of 50% travel within the defined territory in the United States.A valid driver’s license and safe driving record is required.It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.Merative participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees.
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Performance Excellence: Demonstrate an unwavering commitment to exceeding sales quotas through strategic planning and effective execution.Ability to identify and understand your client’s clinical and technical challenges.Represent our company’s products and services, starting with a deep and comprehensive understanding of our solutions and how they address client challenges.Create and deliver customized presentations to customers.Build and nurture relationships with stakeholders at all levels (Users, Managers, Directors, C-suite, etc.) within an organization to sell in a consultative manner.Conduct regular cadences with clients to strengthen relationships and align business objectives between Merge and its clients, including regular travel for in-person meetings.Complete quarterly business review plans for assigned accounts, identifying opportunities, reviewing current challenges and areas for improvement.Adaptability to each client’s unique environment, requirements and pain points.Collaborate with and lead all internal departments and cross-functional teams to ensure that client commitments are fulfilled and all expectations are exceeded.Regularly and accurately update all activity in Salesforce which includes but not limited to accurate forecasting, deal progression, logging meetings, etc.Basic Qualifications (Minimum Requirements Needed To Perform This Job):
Is highly self-motivated and results oriented.Strategic thinking to achieve long-term solutions for the customer and the business.Superior capability to build customer relationships, present concepts, engage and negotiate.Ability to work effectively in high-pressure environments.Ability to effectively plan and facilitate multi-disciplinary meetings and workgroups.Exhibits confidence and professional presence.Strong fiscal planning, analytical and problem-solving skills.Strong organizational and written/verbal communications skills required.Strong understanding of process improvement and change management principles, approaches, and methodologies especially for clinically related environments.Understanding of Statements of Work, Contracts, Proposals, etc.Proficient with Salesforce (including CPQ) and Microsoft suite.Preferred Skills:
10+ Years of selling enterprise imaging solutions (Radiology PACS, Cardiology PACS, Hemodynamics, VNA, Universal Viewer, Cloud, etc.).Competitive enterprise imaging knowledge or experience.Proven capabilities to build client trust at both the clinical and technical levels within healthcare.Knowledge of the Hospital, Imaging Centers and Radiology Group operating practices.Clinical or technical certifications and/or experience.Education and Certification Requirements:
Bachelor’s degree or minimum of 10 years relevant business experience.Work Environment:
Remote with minimum of 50% travel within the defined territory in the United States.A valid driver’s license and safe driving record is required.It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.Merative participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees.
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