Sales Account Executive

The Sales Account Manager reports to the Country Sales Manager, and is responsible for establishing and maintaining a multi-level relationship for assigned clients (existing and a small selection of new business). This role is the point of contact for all stakeholders of both the client’s organisation and InterSystems (ISC).

To be successful in this role, you will be a key advocate for the client and ensure that they receive a high level of service from ISC. You are passionate about understanding the client’s business needs and hold a holistic view of the client and their strategic plans. This role collaborate across external and internal stakeholders to develop a strategic account plan for each assigned client, which then serves as a shared agreement of objectives and key success factors across the lifecycle of the customer.

• You have a track record of exceeding your targets and understand value based selling. You will identify, manage and close sales opportunities in conjunction with various teams at ISC. You will monitor user adoption, revenue, Accounts Receivable, and any contract renewals. You have experience in engaging clients during their budget cycle to plan the sale of products and services. The Sales Account Manager also recommends supplemental services, including additional training, to the client when appropriate.
• The Sales Account Manager will work closely with other internal staff in Marketing, Product Development, Professional Services, and Customer Support. You are responsible for developing and maintaining reference sites, faciliting site visits, and encouraging field test participation.
• You will have developed and maintain strong healthcare industry knowledge as well as awareness of other competitive products and trends.
• Lead a strategic planning processes for key accounts and develop account plans to ensure client’s optimum return on their TrakCare investment and the development of long term, secure and healthy revenue streams for ISC.
• Be responsible for achievement of licence, implementation and support revenues.

Essential

• Previous experience working in the Healthcare industry, specifically in customer relationship management.
• Knowledge of EMR, PAS and Clinical Information software
• Proven success and experience in leading complex enterprise sales
• Demonstrable experience with tender responses and bid management
• Proven experience in managing senior client relationships
• Ability to develop relationships with customers at all levels across the business
• Able to develop and maintain internal stakeholder relationships

Desired

• Knowledge of Interoperability technology
• Knowledge of Lab Information Management Systems
• Experience with development of Strategic Account Plans
• Industry thought leader

About You

• Strong customer empathy and advocacy
• Ability to make considered decisions on less-than-perfect information
• Ability to identify critical factors to consider when makings decisions
• Ability to prioritise tasks and goals appropriately
• Able to assess risks and returns effectively
• Ability to handle changes in direction and work priorities with ease; is positive and level-headed under pressure; adaptable