Elevation Search Solutions is actively seeking a Client Executive in Healthcare for the Nashville market. Our client is a group of world-class information security professionals providing Managed Security Services. The world is increasingly digital, and our client is a defender of digital health. Interested in joining their mission?
What will you be doing:
The Client Executive will be responsible for developing relationships with key named accounts and driving new sales within the Nashville area. Primary activities of the role include:
- During the first 30 days:
- Establish relationships with co-workers to enable performance as a team member
- Learn and put into action:
- The mission and values of our client
- The policies and practices of our client
- The work performed, the tools, and performance expectations
- Become conversant in current information security concepts
- Demonstrate understanding of client’s competitive differentiators
- Build a territory plan, including target customer list of 25 mid-sized healthcare organizations between 1000 and 5000 employees
- Learn the competitive landscape and how to beat them
- Learn common customer objections and how to handle them
- Integrate sales efforts with top five partners in the region
- Understand the process of taking a prospect through the lead process to a qualified opportunity
- Create an action plan for each named account, including strategic value analysis, organizational scorecard, competitive analysis
- Identify two candidates from the healthcare industry for participation on a healthcare advisory board
- 90-day performance targets:
- Personally close $300k in MDR business
- 10 in-person meetings per week
- 5 conversations per day
- 2 new logos
- Build a territory pipeline of $1M
- Present territory plan to advisory board
- 6-month performance targets:
- Close $700k in MDR business
- 10 in-person meetings per week
- 5 conversations per day
- 4 new logos
- Build a territory pipeline of $3M
- Year 1 performance targets:
- Close $1.5M in MDR business
- 10 in-person meetings per week
- 5 conversations per day
- 8 new logos
- Build a territory pipeline of $9M
- Present annual results to advisory board
What you need to have:
- Relentless self-motivation to win with integrity
- 10+ years in sales, business development and/or account relationship roles
- 5+ years as a sales executive in healthcare IT / services company
- Deep knowledge of health systems organizations with demonstrated success in solutions selling directly to CIOs and CTOs
- Exceptional executive presence with the ability to build trusted relationships at the C-level
- Proven track record to develop a new sales pipeline and achieve/exceed target sales quotas
- Experience maneuvering complex sales cycles and selling to multiple levels within mid-sized and large enterprise organizations
- Demonstrated sales track record in highly competitive environments with the ability to qualify opportunities, obtain customer commitments and negotiate and close contracts
- Ability to thrive in a high-growth, early-stage business with the potential to scale with the organization as it grows
- Strong time management, organization, presentation and communication skills
- Bachelor’s degree required; master’s degree or MBA preferred