Summary

The Senior Account Executive will build and execute the overall sales approach to our Health System customers to drive revenue for our business. By building consultative relationships with our prospects and current customers you will help further our mission of empowering health systems and its operational workforce to achieve more and reduce the cost of care nationwide. As Senior Account Executive, you will be responsible for identification and education of prospects, convey Janus' value proposition, and help prospects understand the overall value of our end-to-end platform.

Responsibilities

• Uncover and articulate prospect business issues, problems, power relationships, etc.
• Differentiate and set Janus apart from the competition and ensure consistent achievement of revenue and margin quotas
• Target, open, and close net new logo named accounts across geographics
• Leverage the Salesforce CRM to manage and accelerate the sales process
• Ensure ongoing proficiency with Janus' Technology solutions through education, role-playing, and assessments
• Prioritize dedicated time each week to refine selling skills and prospecting
• Maintain extensive knowledge of territory accounts, including relevant market changes
• Build an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel
• Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc.
• Navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections
• Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle
• Build an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation
• Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing Janus solution sets that drive optimal results and value
• Identify clients that are targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth
• Collaborate with internal business partners and leverage internal resources as sales accelerators
• Provide feedback to marketing with Marketing on industry specific content needs and targeted demand generation campaigns

Qualifications

• 10 years of experience selling technology, enterprise healthcare technology solutions, SaaS, or Healthcare Consulting required.
• Experience selling complex software involving Revenue Cycle to large health systems.
• Proven track record of managing sales funnel stages, meeting quota, and driving top-line revenue.
• Expertise in full cycle sales from prospecting to closing deals.
• Experience selling to C-Suite executives (I.e. CFOs) and revenue cycle VP/CRO/Director levels strongly preferred.
• Entrepreneurial, data-driven, problem solver with excellent prioritization, logical deduction and organizational skills.
• Ability to innovate in a fast-growing work environment and comfortable dealing with ambiguity.
• Highly motivated self-starter who is an excellent team player.
• Outstanding communication (both verbal and written) skills; demonstrated experience in communicating value to customers.
• Flexibility and comfort working in a dynamic and constantly changing environment of a startup.
• Experience working at health system or healthcare technology company preferred.
• Bachelor's degree in business administration or related field or equivalent work experience.