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Watson Health National Accounts Client Executive - Northeastern US

  • Country:US
  • State:TX
  • City:DALLAS
  • Category:Sales
  • Required Education:Bachelor's Degree
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Req ID:127026BR
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Job Description
LOCATION: You should reside in the sales territory which includes the Northeastern US.

It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s cognitive systems understand, reason and learn – helping to translate information into knowledge that can help drive more informed decision-making. With cognitive computing, we can see and analyze more data than ever before – and achieve more than we ever thought possible.

IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare. We live in a moment of remarkable change and opportunity. The convergence of data and technology is transforming healthcare and life sciences organizations today. New opportunities are being created that never existed before to meet the demands of this transformation.

Working under minimal supervision Watson Health National Accounts Client Executive (CE), is an enterprise level, direct contributor sales position responsible for selling all Watson Health solutions in named Healthcare Integrated Delivery Networks (IDNS)/Providers within the United States. The CE will work directly with these named IDNS to understand their current business requirements around both departmental and enterprise wide visions including, but not limited to: Cognitive and Artificial Intelligence assistance platforms, Enterprise Data Management, Value Based Care, Population Health, Oncology, Genomics, Clinical Trials Matching, Infrastructure and Storage requirements., SaaS, Global Financing and Consulting Services. The CE will represent Watson Health and provide leadership within the account acting as the quarterback, spearhead strategic opportunities, while guiding and working directly with product specific Sales Specialists, Ambulatory Sales Reps, and Subject Matter Experts.

Essential Job Duties
  • Net New business development with named IDN’s/Providers
  • 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 recommends 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
  • Quarterback and collaborate within internal team selling model
  • 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 of Hospitals: CEO, CFO, COO, CMO, CIO, CMIO, Chief Quality, Chief Oncologist, Chief Marketing, Chief Radiologist, Chief Cardiologist, Chief of Innovation, etc
  • Minimum 5+ years of sales experience in healthcare IT
  • Consultative selling skills
  • Experience with complex clinical systems sales and long sales cycles.
  • Have a rolodex of existing C-Suite within the defined geography
  • Present with confidence, the ability to perform successful contract negotiations
  • Establish a firm understanding of healthcare industry trends

Preferred Tech and Prof Experience

  • Imaging workflow knowledge a plus
  • Healthcare Information Exchange (HIE) sales experience a plus
  • Value Based Care and Pop Health experience a plus
  • Oncology experience a plus
  • Consulting Services experience a plus
  • Target Account Selling” or “Strategic Selling” training mandatory

EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Preferred Education: Bachelor's Degree Commissionable: Yes
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