Strategic Account Manager - Healthcare

Role Overview

ID.me is seeking an experienced enterprise seller to expand our presence in the healthcare space. 

In this role, you will own opportunities in the healthcare market, spearheading segment expansion of patient and provider identity verification. You will be responsible for all aspects of the new logo and upsell sales cycle, and leverage the network of 100M+ ID.me users to drive new business acquisition. 

Top performers on the ID.me team are described as - 

• Sales-Minded. You look creatively and strategically at how to scale a partnership. You have existing strong relationships and great reputation among customers within the healthcare industry, ideally EHRs and/or insurers.  
• Relationship Builder. You are highly skilled at building multi-threaded buyer conversations and maintaining relationships internally and externally to help drive the business forward. 
• Analytical. You have strong quantitative and analytical skills with the capacity to build convincing, data-driven proposals. You present ideas in a digestible way that excites customers. 
• Collaborative. You are an independent thinker but collaborative partner, working across several departments to solve cross functional problems for clients at all levels of the organization. 
• Coachable. You have an owner mentality and an entrepreneurial spirit matched with a healthy dose of humility. You have a growth mindset and unmatched work ethic. 

If the above resonates with you, we should talk!

Responsibilities

Strategic Account Manager, Health Systems (California) 

As a Strategic Account Manager, you will be the focal point and leader of our go-to market  strategy for the country's largest healthcare sector markets. Reporting directly to the VP, Healthcare (Growth), you will be coordinating a cross-functional team across customer success, analytics, field  marketing, solutions engineering, and other functions. You are considered the business unit  lead for your part of the portfolio and will identify and pursue opportunities where ID.me's  product and service offerings will create tremendous value for Health System, Payer, Pharma and other entities by increasing access rates through digital channels, fraud prevention, improving patient experience, and improving workflow efficiency.  

The Impact You Will Make  

• Drive the entire sales process internally and externally, running your territory as your own business. You will report directly to the executive team and budget owner.
• Understand the strategic competitive landscape and customer needs to effectively position ID.me's industry leading solutions. This is a large, untapped market that requires solving problems for, and selling to, sophisticated C-level technical buyers.  
• Manage complex sales cycles from start to finish with a track record of successful revenue attainment.  
• Leverage opportunities within relevant networks while establishing mutually beneficial relationships with strategic partners and alliances.  
• Create cross-functional relationships while pulling together different business units to maximize sales opportunities.  
• Communicate with quantitative insights from accurate and timely customer, pipeline, and forecast data. 

About You:  

• You have a strong desire to own the sales process and you are a proven closer. 
• You have a proven track record selling complex solutions in a competitive market. 
• You hit or exceed your quota consistently.  
• You have a reputation as an analytical problem solver and are just as likely to receive a  letter of recommendation from a customer as a former employer.  
• You are a team player and looking to uplevel your peers and teammates to hit our  aggressive targets.  
• You are an exceptionally organized task manager and can handle complex, urgent and rare scenarios to successfully deliver on time and with professionalism. 
• You are an excellent communicator that can take complex topics and distill them into  easy-to-understand messages.  
• You have a bias to act and have an entrepreneurial mindset.  

Qualifications  

• 6 + years of enterprise SaaS sales experience or management consulting experience.  BA or Graduate degree in economics, engineering, or another quantitative field
• Healthcare SaaS enterprise sales experience is a MUST 
• Successful and consistent attainment over multiple years against quota
• Experience selling to Health System and Hospital C-level 
• Identity or cybersecurity background is a plus.  
• Experience at a top-tier consulting firm is a plus.  
• Domain expertise is a plus (e.g., healthcare, EHR, etc.)
• Closed opportunities with ACVs ranging from $100k to $1m+ on 6 to 12 month sales cycles
• Experience selling through complex procurement programs
• Trained in leading sales methodologies 
• Experience working for a team in a startup at a growth stage is highly desired
• Experience and proficiency managing pipeline within Salesforce 

Skills/Abilities

• Entrepreneurial personality, capable of effectively solving problems with minimal guidance
• Results-driven, highly organized and detail-oriented with the ability to multitask
• Excellent written and verbal communications skills and ability to communicate to a broad range of audience types at all levels of the organization
• Ability to build relationships with customers
• Ability to manage the sales cycle from start to finish
• Ability to work independently and as part of a team
• Superb planning and time management skills, ability to prioritize tasks and ability to meet deadlines with little supervision
• Willingness to learn and adapt
• Competitive