Account Executive
Summary/Objective
Iodine Software is a healthcare AI company that has pioneered a new machine learning approach -- Cognitive Emulation -- to help healthcare finance leaders build resilient organizations. Cognitive Emulation uses proprietary AI technology and machine learning algorithms to think the way a clinician thinks and emulate clinical judgement. This allows us to help nearly 500 hospitals quickly and accurately identify areas of potential opportunity to accelerate productivity, data accuracy, and financial return.
Our Account Executive will play a critical role on our sales team and will be focused on developing deep relationships within our growing customer base. Can you prove ROI in your sleep? Our Account Executive will be a master in the art of differentiating Iodine from competitors, handling objections, discovering pain points and delivering solutions to clients. You’re good at balancing the needs of stakeholders and communicating with C-level decision makers, even in high-intensity scenarios. Are you a storyteller? You’ll need to explain the value of Iodine and create compelling stories around loss associated with termination of services so that our clients can make informed decisions. If this sounds like you, read on!
If you are driven by building relationships, solving complex business problems and exceeding client expectations, this position may be right for you.
What You'll Do
- Manage a book of business with responsibility and accountability for the renewal of the existing business with those clients and the expansion of that business
- Collaborate with Executive Partners, Customer Success Managers and Sales Executives to maintain detailed knowledge of client activities across all phases of the customer life-cycle
- Drive commercial goals (renewals and cross sells) in tandem with Executive Partners
- Negotiate and execute complex renewal contracts
- Produce accurate and timely forecasts for all renewal activity
- Identify any risk-factors and escalate cross-functionally before renewal timeframes become critical
- Utilize NPS data as a benchmark for the development of a continual account management and account mapping process that is focused on renewal timelines
- Cross sell new products and services to existing clients within your pool to enhance our footprint, revenue and impact and results for our client
- As a trusted advisor, serve in the best interest of the client to determine whether Iodine’s value proposition constitutes a good business fit for both parties
- Translate business fit into a compelling narrative aimed to drive consensus across stakeholders
- Collaborate with dedicated Clinical Specialists to showcase Iodine’s value proposition
- Effectively handle budgeting conversations and deliver pricing
- Think critically and act appropriately to predictably and efficiently Forecast accurately with an acceptable deal velocity
- Develop referenceable clients and assist in the creation of case studies to highlight both ROI and customer satisfaction
- Become an expert on healthcare trends and Iodine’s competitors
What You'll Need
Minimum Requirements (Education, certifications and experience):
- Bachelor’s degree
- 3-7 years’ in commercial experience/expansion/account management and progressive responsibilities and advancement in a high-touch client services/client management role (Technology/SaaS setting preferred)
- 3+ years of direct sales experience (SaaS setting preferred)
- 3+ years of experience working with hospitals and health systems
- Experience presenting and facilitating group discussions to a desired outcome
- Excellent communication, negotiation and questioning skills
- Proven track record of managing multiple, competing priorities while consistently exceeding goals
- Attention to detail, highly organized, with an absolute focus on quality of work
- Ability to travel up to 40%, if necessary (in line with safety guidelines and current pandemic restrictions of course)
Preferred Requirements:
- Experience managing complex, high-value clients; service recovery successes
- Experience in client management in a technology / SaaS setting
- Experience with hospital revenue cycle, preferably in the mid-cycle or CDI space
- Experience in a commercial role as an account manager or sales representative
- Motivation to build and deepen professional relationships; an inclination to pick up the phone and talk through the issues
- Outstanding oral and written communication skills
- Highly skilled in building and delivering presentations
- Demonstrated ability to manage multiple work streams simultaneously and efficiently
- Creativity and a proven track record of identifying opportunities and potential gaps in order to contribute proactive ideas for improvement
- Demonstrated ability to change manage and navigate to successful client outcomes
- Team player DNA with a desire to solve for the interests of our clients and of our business
- Strong project management skills
- Positive, self-starter attitude with desire to exceed expectations and ability to work extended hours when necessary
- Attention to detail, highly organized, with an absolute focus on quality of work
- Strong track record of academic achievement
See Something, Do Something
At Iodine, we are incredibly privileged to be entrusted with an enormous amount of Protected Health Information (PHI) amounting more than 90 million lives. Inherent to our culture is the need to live up to that trust in everything we do. Security is a primary responsibility shared by every Iodine employee and we expect everyone to honor that responsibility. That includes abiding by our security policies, being constantly vigilant to possible risks to the privacy and safety of the information given to our care and bringing forward any concerns about security.
What You'll Get
This is a unique opportunity to join a close-knit, rapidly growing team and help us improve a key piece of the organization. You will have the opportunity to drive the strategy and direction of our product for our users. You will join a passionate and ambitious team, with a proven record of success building multiple companies. Learn more about us at www.iodinesoftware.com