Regional Named Account Executive – Northeast

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PointClickCare

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

⚕️ Healthcare Insurance

☁️ SaaS

🏢 Enterprise

💰 Secondary Market on 2022-03

Healthcare Insurance • SaaS • Enterprise

PointClickCare is a cloud-based software provider focused on improving care collaboration and financial health in the healthcare industry. The company offers a comprehensive platform that connects care teams with important data, allowing for seamless care transitions and better patient outcomes. By streamlining operations for skilled nursing facilities, senior living communities, and other healthcare providers, PointClickCare helps reduce inefficiencies, manage medication orders, ensure compliance, and improve financial performance. PointClickCare also fosters innovation and quality improvements in healthcare through integrated care coordination and actionable insights across data silos.

📋 Description

• Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities (including Develop & Retain accounts in our RADO model). • Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns. • Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment. • Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers. • Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities. • Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and to ensure long-term account value realization. • Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems. • Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the "Packaging for Optimal Value" model to support sales efforts within each client’s financial and care delivery model. • Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value. • Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends (e.g., CMS, state regulations) relevant to the assigned region. • Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory. • Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust. • Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting. • Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements BAAs, to accelerate deal closure while protecting company interests. (Nice-to-have) • Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development. • Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools. • Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes. • Synthesize complex product and business information into compelling, client-relevant stories that speak to both clinical and financial audiences. • Differentiate between hard vs. soft savings, articulating impact through the lens of client priorities and industry language. • Guide internal debriefs with POD team members post-client meetings to refine messaging and identify gaps or follow-up actions. • Act as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver cohesive client value. • Coordinate and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization across the client lifecycle. • Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing. • Maintain strong performance across core metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS.

🎯 Requirements

• 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms. • Proven track record of building high-value relationships and closing complex, multi-stakeholder deals. • Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations. • Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling. • Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).

🏖️ Benefits

• benefits