Senior Account Executive, Provider

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $112k - $168k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Definitive Healthcare

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

📣 Marketing

📦 Logistics

💰 Private Equity Round on 2019-10

Consulting • Marketing • Logistics

Definitive Healthcare is a provider of healthcare commercial intelligence that transforms data, analytics, and expertise into actionable insights for various stakeholders within the healthcare industry. Through its SaaS platform, Definitive Healthcare assists clients in navigating the complex healthcare market by offering solutions related to go-to-market planning, product development, and sales optimization. The company specializes in healthcare data, market analytics, and custom reporting, catering to a range of clients including biopharma, medical devices, and healthcare providers. Definitive Healthcare has garnered recognition as a top workplace and leader in the Massachusetts business community.

📋 Description

• Own retention and expansion revenue for a portfolio of large, major Provider accounts. • Build and lead Major Account Plans spanning business units, products, and stakeholder groups. • Develop and sustain executive relationships from end users to C-suite and senior commercial leaders. • Act as a trusted advisor connecting healthcare commercial intelligence to client go-to-market strategy and business outcomes. • Resolve complex account situations, including at-risk renewals, competitive threats, budget compression, mergers, reorganizations, and adoption gaps. • Identify and lead cross-sell and up-sell opportunities. • Lead renewal and expansion negotiations and close multi-year, multi-division agreements. • Shape proposals and negotiation strategy using commercial judgment on pricing, margin, and contract structure. • Lead cross-functional account teams across Solutions Consulting, Customer Success, Product, Legal, and Finance. • Lead value engineering and ROI conversations and present results in executive business reviews. • Share account insights and customer feedback to improve account planning, renewals, and expansions. • Mentor and coach less-experienced Account Executives. • Forecast opportunities and maintain Salesforce pipeline hygiene. • Use AI tools for account research, deal preparation, and productivity. • Track industry trends and evolving client needs to identify opportunities.

🎯 Requirements

• BA or BS degree. • 10+ years of experience selling into or managing Strategic or Enterprise accounts. • Substantial experience in data or consultative selling; healthcare data experience a plus. • Documented, multi-year history of meeting or exceeding retention and expansion targets for large, strategic accounts. • Strategic account planning and execution skills with enterprise, multi-stakeholder clients. • Proven ability to solve ambiguous, high-stakes account situations and retain and grow at-risk relationships. • Experience negotiating and closing multi-year, multi-division service contracts. • Financial acumen, including pricing and margin trade-offs in negotiation strategy. • Ability to influence stakeholders from end users to C-level executives. • Experience navigating complex organizations to identify and engage key decision-makers. • Experience leading cross-functional account teams and influencing without authority. • Exceptional written, verbal, interpersonal, and presentation skills with strong executive presence. • Experience mentoring or coaching less-experienced sellers. • Passion for solving customer business problems. • Willingness to travel approximately 40% of the time, including executive business reviews, industry events, and onsite customer visits. • Experience selling into the Provider industry strongly preferred.

🏖️ Benefits

• Medical coverage • Dental coverage • Vision coverage • Unlimited paid time off • 401(k) plan with employer contribution/match • Company bonus or commission plan eligibility • Definitive Cares employee-driven program • Employee-led affinity groups • Comprehensive healthcare benefits • Equal opportunity and inclusive workplace

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