MCG Health

• Draft, review, negotiate, and manage complex commercial agreements, including SaaS agreements, customer agreements, partner agreements, vendor agreements, amendments, order forms, statements of work, business associate agreements (BAAs), nondisclosure agreements (NDAs), and other commercial documents. • Draft both custom as well as standard agreements using applicable contract templates and approaches while tailoring language to address business needs and approved contractual requirements. • Review and respond to customer and vendor redlines, balancing business objectives with legal, operational, and commercial risk. • Independently lead negotiations for customer and vendor agreements within established approval frameworks. • Participate in contract negotiation meetings and conference calls with customers and external parties to resolve contractual issues and facilitate timely execution. • Obtain appropriate approvals for non-standard contractual terms in accordance with company policies, risk tolerance, and approval authorities. • Able to work remotely and with minimal supervision while managing responsibilities independently and effectively. • Advise internal stakeholders on contract language, negotiation strategies, company contracting policies, and contractual risk. • Analyze contractual issues and recommend practical, business-oriented solutions that support successful deal execution while appropriately managing risk. • Partner with Sales, Customer Success, Product, Finance, Security, and Legal to support commercial transactions and contract execution. • Manage assigned agreements throughout the contract lifecycle from intake through execution, amendment, renewal, and contract maintenance. • Maintain accurate contract records and workflow status within Salesforce, Apttus, or other contract lifecycle management systems. • Review and process miscellaneous contractual correspondence, notices, amendments, and related customer documentation. • Review and correct contract and opportunity information within Salesforce, Apttus, or related business systems to ensure accurate reporting and downstream processing. • Support Finance and other internal stakeholders by maintaining complete and accurate contract information. • Lead assigned cross-functional projects and process improvement initiatives related to contracting operations. • Recommend improvements to contract templates, playbooks, workflows, and contracting processes to improve efficiency, consistency, and scalability. • Leverage AI-enabled contract review, drafting, summarization, and workflow automation tools to improve efficiency, consistency, and contract quality while applying appropriate professional judgment and ensuring compliance with company policies. • Identify opportunities to improve contracting processes through responsible adoption of AI or other automation technology. • Develop a strong understanding of MCG's products, services, customers, and business operations to support informed contracting decisions. • Operate independently in a remote environment while managing multiple priorities and competing deadlines. • Provide functional guidance and mentorship to less experienced contracts professionals without direct supervisory responsibility.

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives. • Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations. • Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas. • Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results. • Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business. • Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience. • Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals. • Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats. • Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives. • Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships. • Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events. • Represent MCG at industry events, conferences, client meetings, and market-facing activities. • Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth. • Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use. • Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary. • Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results. • Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives. • Champion the effective use of AI-enabled sales tools, analytics, and automation capabilities to improve pipeline management, forecasting accuracy, sales productivity, and customer engagement.

• Define and execute product strategy and roadmaps aligned with company goals and customer needs • Lead cross-functional teams (engineering, UX, clinical, marketing) through the product lifecycle, managing execution of features through Product Owners • Conduct market research, user interviews, and competitive analysis to inform product decisions • Track and report on product performance using data to drive continuous improvement • Lead GTM strategy, including defining offerings, packaging, and pricing models to accelerate growth • Size the market opportunity for new offerings, develop monetization plans, and evaluate financial impact • Work across marketing, sales, and partner teams to build insight into emerging market segments • Build clear business cases and market entry frameworks to justify product investment decisions • Contribute to product client proposals • Partner directly with clients and strategic accounts to develop solutions, gather feedback, and validate product-market fit • Act as the voice of the customer throughout the product lifecycle—advocating for usability, value realization, and satisfaction • Lead client-facing presentations and product briefings to drive adoption and engagement • Collaborate with Customer Success and Account Management to identify upsell and cross-sell opportunities

• Own revenue growth for assigned provider markets and accounts, including new business, expansion opportunities, renewal/relicense support, and strategic account growth in partnership with Account Management. • Develop and execute territory and account plans that identify high-value provider prospects, key stakeholders, business priorities, competitive dynamics, and actionable strategies to advance opportunities. • Proactively generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and disciplined follow-up on targeted provider opportunities. • Sell into complex provider organizations, including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, clinically integrated networks, and other provider organizations. • Navigate multi-stakeholder buying processes, including clinical, operational, financial, IT, procurement, and executive decision-makers. • Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging that align MCG solutions to client priorities and measurable outcomes. • Manage complex sales cycles from discovery through proposal, negotiation, contracting, and close, ensuring clear next steps, stakeholder alignment, and strong internal coordination. • Partner with Account Management to support client retention, expansion strategy, relationship development, and long-term account planning. • Collaborate with Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other internal stakeholders to position MCG effectively and support strategic opportunities. • Support RFP/RFI responses and follow-up activities in collaboration with cross-functional teams. • Use Salesforce and other sales tools to accurately document activity, manage pipeline, maintain forecasts, and provide timely visibility into opportunity status, next steps, business risks, and expected outcomes. • Participate in trade shows, industry events, onsite meetings, sales meetings, and other MCG-sponsored events to build market presence and advance business opportunities. • Demonstrate adaptability, resilience, curiosity, accountability, and a growth mindset in a dynamic sales environment. • Participate in sales coaching, strategy, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team. • Maintain strong knowledge of MCG products, solutions, technology, value proposition, and market positioning to ensure successful client and prospect engagement. • Leverage approved AI-enabled tools and technologies to enhance productivity, improve sales planning, develop customer insights, and support prospecting, account strategy, and other business activities while adhering to company policies, data privacy requirements, and ethical use standards. • Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed.

• Support Guideline Development • Contribute to content planning and editorial updates for government program volumes • Conduct literature searches and evidence appraisal for Workers’ Compensation guideline development • Draft, edit, and refine content to ensure clarity, clinical accuracy, and alignment with internal standards • Support Business and Product • Provide editorial insight to cross-functional teams, leadership, and product stakeholders • Participate in select client forums, sales engagements, and market research efforts • Support new product ideation and enhancement of existing content offerings • Present work or insights at internal meetings or panels as needed • Maintain licensure and continuing education as required for role • Contribute to internal knowledge-sharing or thought leadership • Attend two to three in-person team meetings annually • In the first year, attend in-person onboarding and new hire training

• Define and execute the data product strategy and roadmap aligned with company objectives, customer needs, and data-driven growth opportunities. • Develop business cases and investment recommendations for new platform capabilities, data services, and strategic enhancements that improve scalability, interoperability, and customer value. • Lead cross-functional teams to deliver scalable data products and insights solutions. • Translate business requirements into data product capabilities, prioritizing initiatives that drive measurable business outcomes. • Partner with engineering and analytics teams to develop, launch, and optimize data platforms, reporting solutions, and advanced analytics products. • Conduct market research, customer discovery, and competitive analysis to identify emerging data opportunities and inform product investments. • Define and monitor KPIs for data products, leveraging analytics to measure performance, user adoption, business impact, and continuous improvement opportunities. • Evaluate new data monetization opportunities, develop business cases, and assess financial impact for data-driven offerings and partnerships. • Collaborate with Sales, Marketing, Customer Success, and Partner teams to understand customer needs and uncover opportunities for data-enabled solutions. • Develop data product positioning, value propositions, and go-to-market strategies to drive adoption and revenue growth. • Partner directly with customers and strategic accounts to gather requirements, validate product-market fit, and identify opportunities for innovation. • Serve as the voice of the customer and business stakeholder, ensuring data products deliver actionable insights, usability, trust, and measurable value. • Lead stakeholder presentations, product demonstrations, and roadmap discussions to drive alignment, adoption, and engagement. • Collaborate with Customer Success, Account Management, and Sales teams to identify expansion opportunities and maximize the value of data products and analytics solutions.

• Own your work end-to-end. • Talk to users — and do it well. • Make UX and design calls on small-to-medium decisions independently. • Instrument the work you ship. • Build full-stack: services and APIs in C# / ASP.NET Core, data in SQL Server and Cosmos DB, async messaging via Azure Service Bus, deployed on Azure. • Ship with AI tools as primary accelerators. • Build LLM-powered features into the product where they solve a user problem better than deterministic code. • Hold the engineering bar.

• Serve as MCG’s principal subject matter expert and escalation authority for payer workflows, interoperability, integration architecture, and healthcare data flows across customer implementations and internal initiatives • Lead complex workflow discovery and implementation advisory engagements to define integration strategies, clarify operational requirements, and guide solution design within diverse payer environments • Advise implementation teams and customers on how MCG solutions integrate into complex payer operational and technical ecosystems • Identify and resolve highly complex workflow, interoperability, and integration risks, gaps, dependencies, and implementation challenges, recommending scalable mitigation strategies and alternative approaches where standard solutions are insufficient • Partner cross-functionally with Product, Engineering, Implementation, Sales, and customer stakeholders to align solution design, integration strategy, technical dependencies, and implementation execution • Translate complex operational and technical concepts into clear, actionable guidance for technical teams, business stakeholders, and customers • Facilitate working sessions with internal teams and customers to align on workflows, integration points, data dependencies, interoperability considerations, and implementation approaches • Establish and evolve scalable implementation frameworks, standards, reusable assets, workflow models, and best practices • Analyze implementation trends and recurring workflow or interoperability challenges to identify opportunities for process improvement, scalability, and operational efficiency • Provide expert consultation and real-time workflow and integration guidance during customer engagements

• Draft, review, negotiate, and manage complex and custom commercial agreements, including partnership agreements, API integrations, SaaS agreements, amendments, and related documents. • Partner closely with the Legal and Product and Partnership leadership, including the VP, Product – Health AI, to structure and support strategic partnership agreements. • Lead the structure and negotiation of high-complexity, high-visibility agreements supporting strategic partnerships and business initiatives. • Define and evolve contracting strategies for partnership, technology integration, and other commercial agreements. • Define and translate complex business objectives into effective contract structures and negotiation strategies. • Advise stakeholders on deal structure, contractual risk, and commercial terms to support informed decision-making. • Partner with cross-functional teams including Business Development, Sales, Product, Engineering, Legal, Finance, and leadership to align agreements with business goals. • Lead contract discussions and negotiations with internal and external stakeholders to achieve mutually beneficial outcomes. • Serve as the escalation point for complex, high-risk, or non-standard agreements requiring advanced judgment. • Evaluate and communicate legal, financial, operational, and strategic risks in alignment with company policies and approval frameworks. • Define and guide contract lifecycle approaches from intake through negotiation, approval, execution, and amendment. • Design, develop, and standardize contract templates, playbooks, and frameworks to improve efficiency, consistency, and scalability. • Define and drive improvements to contracting workflows, processes, and tools to reduce friction and improve cycle times. • Drive cross-functional alignment on contracting approaches for strategic partnerships and emerging business models. • Shape and influence contracting standards and approaches across the organization for complex commercial agreements. • Develop a working understanding of MCG’s business model, market dynamics, and customer needs to inform contracting decisions. • Translate legal, technical, and business concepts into clear, practical guidance for diverse stakeholder audiences. • Influence outcomes through collaboration, sound judgment, and subject matter expertise rather than formal authority. • Operate independently in a remote environment, managing multiple priorities and deadlines in a fast-paced setting. • Bring structure and clarity to ambiguous situations and evolving business needs.

• Strategically partner with Sales Executives and clinician-led Sales Solution Architects to lead and shape complex pre-sales engagements across payer and provider markets, ensuring technical alignment between customer enterprise architecture and MCG solutions. • Serve as the primary technical point of contact for customer and prospective IT, security, architecture, and digital health stakeholders throughout the sales cycle. • Lead and architect technical solution strategies related to Smart on FHIR, RESTful APIs, healthcare data exchange, and enterprise system integrations, leveraging standards such as FHIR and HL7. • Apply deep expertise in API-driven, service-based, and event-driven architectures to support embedded workflows, system extensibility, scalability, and enterprise-grade integration patterns. • Explain and validate integration approaches involving structured and unstructured healthcare data, including data normalization, transformation, and downstream data usage. • Translate and articulate how AI models are incorporated into MCG solutions, including data inputs and outputs, governance frameworks, model oversight considerations, and integration into enterprise clinical and operational workflows. • Lead highly complex, multi-system, multi-stakeholder enterprise deals involving EHR integrations and digital ecosystem expansion. • Influence solution positioning and commercial strategy by aligning technical architecture with customer business outcomes. • Contribute to long-term solution strategy based on market feedback and enterprise customer needs. • Own and drive complex technical due diligence activities, including enterprise security reviews, vendor risk assessments, technical RFP/RFI responses, and penetration testing discussions, ensuring alignment with customer compliance and security requirements. • Discuss authentication, authorization, identity management, and secure data exchange patterns, including OAuth2, SSO, and role-based access controls. • Design and present technical solution architectures, system diagrams, data flow diagrams, integration specifications, and deployment models aligned to customer environments. • Partner with Product, Engineering, SEAD, Security, and Implementation teams to validate technical feasibility, assumptions, constraints, and solution scope. • Clearly communicate technical capabilities, limitations, dependencies, and trade-offs to internal and external stakeholders. • Assist in defining implementation approaches, integration timelines, and technical prerequisites to support effective post-sale handoff. • Collaborate with Marketing and Revenue Operations to develop and maintain technical collateral, reference architectures, and technical enablement materials. • Proactively identify and mitigate technical and architectural risks early in the sales cycle including data quality, integration complexity, interoperability limitations, security posture, and deployment constraints while developing executive-ready mitigation strategies that protect deal velocity.