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Vp Sales, Integrated Care For Health Systems

Company

UpHealth, Inc.
Address , Remote
Employment type FULL_TIME
Salary $180,000 - $190,000 a year
Expires 2023-10-06
Posted at 9 months ago
Job Description
Summary
Description
Job Title: VP, Sales
Department/ Business Unit: Integrated Care
Buyer Segment: Health Systems
Reports To: Chief Growth Officer
Location: Remote
Individual or People Manager: Individual

Purpose of Role
UpHealth is reshaping how healthcare is delivered - with an emphasis on accessible, high quality, and equitable care for all. This team member will drive new logo sales, delivering Integrated Care solutions (SHIE, HIE, CIE, Care Management), AI and Data / Analytics to Health Systems. Strong solution selling and go-to-market partnership development are essential to success. You will be responsible for partnering closely with our Innovation Lab, Product and Marketing teams to identify, architect and close opportunities that bring mutual success to UpHealth and our clients.

1. Be a highly strategic big thinker, skilled at building new markets.
2. Be the tip of the spear - leading and winning the largest and most complex deals.
3. Define and execute strategies to drive exponential growth for the organization.
4. Build pipeline - drive in year sales and relationships that will influence future success.

Core Responsibilities:
  • Work effectively with Business Development Representatives (BDR’s) to drive pipeline in the most efficient manner
  • Use a consultative approach with prospects to quickly develop a deep understanding of their high-priority problems and needs; Architect how the customers and their organizations will benefit from UpHealth’s Integrated Care and Innovation Lab (AI, data and analytic) solutions; Create a sense of urgency, with a bias toward immediate action
  • Fully comprehend and leverage the value of UpHealth’s platform, product suite and analytics within the market (at conferences, within social media, etc) to spread brand awareness
  • Own end-to-end growth process from lead generation, developing client facing communication, client presentations, demos, and drafting responses to RFPs/solicitations; Know when to ask for help; Collaborate and rely on internal partners (Executives and peers) for support when needed
  • Lead clinical and technical workflow, operations and business growth conversations with highly complex buyers; Use effective presentations and demonstrations to articulate how UpHealth will improve the outcomes and financials of our buyers
  • Identify prospects (new logos), prioritize them appropriately; Develop a pipeline of short-, mid- and long-term health system prospects
  • Champion the voice of the buyer within UpHealth to drive further innovation and competitive value
  • Utilize a forecasting process within Salesforce to communicate with Commercial Leadership, and field sales counterparts on sales opportunities including 30/60/90-day forecast

Character Attributes
  • Smart, hungry, and humble, with a passion for being part of businesses that scale rapidly.
  • Unquestionable integrity, credibility, and character, demonstrated in high moral and ethical behavior.
  • Comfort with experimentation and selling both existing and emerging products.
  • Business maturity and demonstrated good judgment, ability to maintain a healthy balance between calculated risk taking and caution.
  • Strong sales discipline and ability to understand and prioritize between current and imminent milestones and future deliverables.
  • Initiative, persistence, an entrepreneurial spirit and energy to drive a very complex, fast-growth start-up; A strong, strategic, and analytical mindset coupled with intellectual energy and curiosity.

Professional Experience, Essential Skills, and Knowledge
  • Existing relationship with Health System Executives and demonstrated experience scaling buyer teams.
  • Excellent interpersonal, presentation, and written communication skills; Possess the ability to inspire those around them.
  • Self-starter and critical thinker in fast moving environments.
  • Minimum of 10 years of healthcare experience focused on digital transformation and technology-enabled integrated care delivery, AI and/or data and analytics.
  • Ability to work cross-functionally to meet aggressive deadlines while maintaining professionalism and poise.
  • In-depth knowledge of the U.S. healthcare system, provider technology ecosystem, best practices in health system management and health regulations. Even better - also possess an understanding of Medicaid and Medicare markets.

UpHealth Core Values
  • Integrity
  • Trustworthy
  • Accountable
  • Leadership
  • Respect
Salary Range: $180,000-190,000 based on experience