The Account Executive owns the full B2B sales cycle, from prospecting and lead generation through proposals, negotiations, closing, and account growth. Responsibilities include managing strategic accounts, building executive relationships, presenting business reviews, maintaining Salesforce pipeline records, collaborating cross-functionally and with partners, resolving customer challenges, and meeting or exceeding sales quotas. The role focuses on complex healthcare technology sales with long deal cycles and significant contract values.
Working for a company like Smile Digital Health means supporting our mandate for #BetterGlobalHealth. We strive towards this goal every day, and the results can be seen in the impact of our innovative health data platform and data management solutions, which are used in over 20 countries. We were #19 on Deloitte's Technology Fast 50 Ranking for 2024!
Smile Digital Health makes it easy for healthcare stakeholders to collect and exchange data with our leading FHIR-based data liberation platform.
At its heart, the Smile platform enables people and organizations to better manage healthcare data. We help generate and liberate structured healthcare data to ensure effective delivery across care teams and health systems bringing #BetterGlobalHealth to patients everyday!
Apply today and find plenty of reasons to SMILE!
The Account Executive is responsible for leading the full end-to-end sales cycle, sales and account management strategy development and identifying growth opportunities in assigned territory and accounts. This role will manage the sales cycle from lead generation, proposal and contract negotiations, through to deal closure and account management. This role is expected to meet or exceed the sales goals established by the Company while delivering the highest standard of integrity, quality, and customer service to our clients.
Reponsibilities:
- Develop and manage sales and account management strategies to optimize successful target account selling and deal closure as well as efficiently identifying opportunities for contract growth on existing accounts.
- Generate new sales leads and identify new opportunities through networking and prospecting, including cold calling and utilizing the internal services provided to the sales team, by the company (i.e. marketing and public relations activities).
- Lead target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.).
- Build strong and sustainable relationships with varying levels of customer stakeholder(s) to develop a deep understanding of business goals and objectives to ensure expectations are met and identify opportunities for contract growth.
- Collaborate closely with cross-functional teams to manage and resolve escalated customer challenges and roadblocks.
- Develop and present insightful business reviews for client’s program performance that align with strategic initiatives.
- Oversee and drive contract negotiations.
- Collaborate with cross-functional teams to ensure clear understanding of client expectations and ensure deliverables are met in a timely manner.
- Review regular sales, end user performance and upcoming requirements to develop plans with cross-functional teams to deliver contract growth.
- Collaborate with Partners to extend reach and drive product adoption.
- Maintain sales funnel documentation and updates on a weekly basis in Salesforce (CRM).
- Maintain a real-time understanding of the competitive landscape to understand win-based proposals and pricing.
- Maintain in-depth knowledge of Smile Digital Health’s solution offerings, target customers, and product capabilities.
Requirements:
- 2-5+ of progressive sales and closing expertise and quota-carrying experience with B2B software or technology sales, dealing with long sales cycles and average deal values of $500K or more.
- Post-Secondary education in business or related field of study or comparable related work experience.
- Strong knowledge of US healthcare industry drivers including providers, payers, and government agencies.
- Experience delivering complex client-focused solutions to meet customer needs.
- Previously demonstrated experience in consulting with varying levels of organizations including executives.
- Proven creative problem-solving approach with strong analytical skills and attention to detail.
- Strong negotiating skills, with the ability to prioritize, multi-task and work under pressure.
- Excellent and clear written and verbal communication skills.
- Ability to effectively and efficiently use software including Windows/Mac, Google Suite, Salesforce (CRM), preferred.
Some of the benefits we offer:
* Remote Work Environment
* Flexible Time Away From Work Policy including PTO, Personal and Sick Days
* Competitive Salary and Health/Medical Benefits
* RRSP/TFSA/401K Employee Contribution
* Life and Disability
* Employee Assistance Program
* FHIR Study Program and Skillsoft Learning
* Super HAPI Fun Club
Smile's core values include respect, inclusion, embracing our differences, and celebrating shared values because our people are the foundation of our success. We are big on creating a sense of belonging and empowering each other to bring our authentic selves to work. We are dedicated to fostering a workplace that values diversity, equity, and inclusion.
We welcome and encourage candidates of all backgrounds to apply. Candidates are encouraged to inform us if they wish to discuss or require accommodations during interviews or while working at Smile.
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