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Solution Executive, Learning & Performance
Location
United States
Posted
1 day ago
Salary
$100K - $140K / year
Seniority
Mid Level
No structured requirement data.
Job Description
Solution Executive, Learning & Performance
HEALTHSTREAM INC
Role Description The Solution Executive role will be responsible for successfully aligning and selling the HealthStream Learning & Performance product suite to meet or exceed sales quota within a specific geographic territory. This individual will have ultimate responsibility for many elements of the sales process, including: - Market segmentation - Prospecting - Qualifying - Positioning - Demonstrations - Solution expertise - Presentations - Objection handling - Contract negotiations through sale closure - Providing leadership for other team members Key Responsibilities - Adhere to all HealthStream security policies, procedures, and assigned training. - Identify and Qualify Opportunities for both existing clients and new prospects: - Align HealthStream Learning & Performance solutions with prospect/client initiatives - Develop deep customer knowledge and relationships - Identify funding source - Secure executive team sponsorship - Resolve obstacles - Design take out opportunities - Demonstrate, Propose, and Present: - Demonstrate HealthStream Learning & Performance solutions to key stakeholders - Present compelling value proposition - Develop comprehensive and innovative proposals - Answer questions - Build ROI / business case - Follow up promptly and professionally - Support RFP process: - Lead proposal teams - Support quality RFI/FRP response strategy - Secure references - Handle pricing strategy - Negotiate and Close Business: - Create and submit contracts - Negotiate contract terms - Secure commitment and signature - Process contracts in the contract management system - Effectively transition clients to the implementation phase - Territory Planning and Pipeline Management: - Develop and update territory plans - Manage pipeline in CRM system - Support sales leadership in strategy formulation - Present plans/pipeline to sales leadership effectively and succinctly - Contribute to the HealthStream Sales Community: - Develop and share best practices and leverageable materials - Facilitate internal discussions - Collaborate with other sales team members - Support efforts by the Sales Operations (SAO) - Undertake Personal and Professional Development Opportunities: - Develop and maintain outstanding product knowledge - Build deep expertise in healthcare trends related to Learning & Performance - Enhance skills and abilities such as communication, presentation, negotiations, and teamwork - Value Added Member of Broader HealthStream Community: - Work cross-functionally with Marketing, Product, and Project Managers - Create value-added customer solutions aligned with our vision, business principles, and values - Challenger Selling Mindset: - Assist clients with their strategic initiatives by challenging them to think differently - Target Audience: - Understand the needs of stakeholders and target leadership within the C-Suite, Human Resources, Clinical, Risk Management, Education, and others Qualifications - Excellent customer service and communication skills (both verbal and written) - Ability to quickly develop relationships, ranging from the “C” suite to departmental directors to end users - High level of integrity and professionalism, properly setting expectations - Comfortable working independently in an empowering, fast-paced, results-oriented culture - Bachelor’s degree in a related area - Sales experience with a track record of at least 3-5 years of superior sales performance in highly competitive environments, preferably within the healthcare industry - Leadership qualities to serve as a team player, willing to take responsibility and accountability - Ability to travel up to 20% Requirements - Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists - Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form - Supervise and lead other team members within assigned territory - Ability to communicate well with all levels of personnel Benefits - Medical, Dental and Vision insurance - Paid Time Off - Parental Leave - 401k and Roth - Flexible Spending Account - Health Savings Account - Life Insurance - Short- and Long-Term Disability - Medical Bridge Insurance - Critical Illness Insurance - Accident Insurance - Identity Protection - Legal Protection - Pet Insurance - Employee Assistance Program - Fitness Reimbursement
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