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Senior Sales Executive, Provider

3 weeks, 1 day ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Salesforce
Apply Now
MCG Health

MCG Health

MCG Health, part of the Hearst Health network, independently develops evidence-based clinical guidelines and software solutions to support healthcare organizations in making informed care decisions. Their products are used by over 2,200 clients, includ...

Internet Software & Services
251-1K
Founded 1988
View All Jobs 8

Description

  • Own revenue growth for assigned provider markets and accounts, including new business, expansion, renewal/relicense support, and strategic account growth.
  • Develop and execute territory and account plans that identify provider prospects, key stakeholders, business priorities, competitive dynamics, and growth strategies.
  • Generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and disciplined follow-up.
  • Sell into complex provider organizations such as health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, and clinically integrated networks.
  • Navigate multi-stakeholder buying processes involving clinical, operational, financial, IT, procurement, and executive decision-makers.
  • Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging aligned to client priorities and outcomes.
  • Manage sales cycles from discovery through proposal, negotiation, contracting, and close while coordinating internal stakeholders and next steps.
  • Partner with Account Management to support retention, expansion strategy, relationship development, and long-term account planning.
  • Collaborate with cross-functional teams including Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, and Sales Leadership.
  • Support RFP/RFI responses and related follow-up activities.
  • Use Salesforce and other sales tools to document activity, manage pipeline, maintain forecasts, and track opportunity status and risks.
  • Provide regular sales reports and forecasts to senior management and adjust strategies as needed.

Requirements

  • Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.
  • At least 8 years of successful enterprise sales experience, preferably selling healthcare technology or clinical, operational, financial, or workflow solutions into provider organizations.
  • Demonstrated success meeting or exceeding annual sales quotas, preferably with quotas of $4 million or more.
  • Experience managing complex, multi-stakeholder sales cycles with health systems, hospitals, integrated delivery networks, physician organizations, academic medical centers, or similarly complex enterprise accounts.
  • Proven ability to generate pipeline, build territory plans, develop executive relationships, and close new business and expansion opportunities.
  • Strong understanding of provider healthcare operations, including utilization management, care management, case management, clinical workflow, population health, or related priorities.
  • Proficiency using CRM systems, preferably Salesforce, to manage pipeline, document activity, forecast revenue, and track account strategy.
  • Experience developing proposals, supporting RFP/RFI responses, and participating in contract negotiations.
  • Ability to travel 40%-60% of the time for customer meetings, trade shows, sales meetings, and company-sponsored events.
  • Master’s degree in Business, Marketing, Healthcare Administration, or a related field preferred.
  • Experience selling SaaS, healthcare technology, clinical decision support, utilization management, care management, interoperability, analytics, or enterprise workflow solutions.
  • Experience using AI-enabled research or sales tools such as Microsoft Copilot, ChatGPT, or Salesforce Einstein.
  • Familiarity with clinical guidelines and their role in provider utilization management, care management, case management, and population health.
  • Familiarity with complex pricing structures, ROI-based selling, CPQ tools, and value-based business case development.
  • Experience or familiarity with enterprise sales methodologies such as Miller Heiman, Korn Ferry Blue Sheets, Strategic Selling, MEDDICC, or Challenger.
  • Excellent communication and presentation skills with the ability to engage and influence key decision-makers.
  • Ability to analyze market trends and customer needs to develop targeted sales strategies.
  • Strong interpersonal skills and the ability to build and maintain relationships with clients, prospects, and internal stakeholders.

Benefits

  • Base salary of $121,000 to $170,000.
  • Eligibility for variable compensation with OTE up to $370,000.
  • Remote work flexibility with a remote/hybrid setup.
  • Medical, dental, vision, life, and disability insurance.
  • 401(k) retirement plan, plus flexible spending and health savings accounts.
  • 15 days of paid time off, additional front-loaded personal days, 14 company-recognized holidays, and paid volunteer days.
  • Up to 8 weeks of paid parental leave plus 10 weeks of paid bonding leave.
  • LGBTQ+ health services and pet insurance.

Interested in this position?

Apply directly on the company website

Apply Now

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