Strategic Health Plan Sales Executive (New Logos)

Strategic Health Plan Sales Executive –Affordability Solutions (New Logos)

LocationUS-Home Office/ Remote

Travel Requirements 40-60%

This role may be located in Charlotte, NC; Boston, MA; Denver, CO; Detroit, MI; New York. Other US locations may be considered.

TekStream is seeking a Strategic Sales Executive to lead our client’s new logo growth for their flagship platform that empowers health plans to operationalize affordability across the Alternative Payment Model (APM) life cycle.

You will own a national, segment-based territory focused on regional health plans in this highly strategic hunter role. You’ll bring your deep understanding of payer operations, provider contracting, reimbursement models, and value based care to build trust with senior executives and translate our solutions’ capabilities into measurable business and clinical impact.

This is an opportunity for a seasoned enterprise seller who thrives in complex, multi‑stakeholder environments and is motivated by opening new doors, shaping market strategy, and driving meaningful change in the healthcare ecosystem. As part of a nimble, collaborative commercial team, you will influence product evolution, shape go‑to‑market strategy, and help our client’s customers tackle one of the industry’s biggest challenges—affordability.

If you’re an entrepreneurial, data driven sales professional who excels at territory strategy, account planning, and executive level value articulation, this role offers a chance to make a significant impact—on our customers, on our client’s growth trajectory, and on the future of healthcare.

Responsibilities

• Builds and executes a territory plan for regional health plans; conducts whitespace analysis, target selection, and account prioritization
• Develops account plans with clear objectives, relationship maps, competitive positioning, and action plans to drive new logo acquisition‑logo acquisition
• Prospects and qualifies using multichannel outreach (executive networking, ABM, events, social, referrals) to create a sustained, high-quality pipeline
• Leads complex sales cycles end-to-end (discovery, business case, solution fit, value justification, RFP/procurement navigation, negotiation, and close)
• Delivers accurate forecasts and maintains opportunity hygiene and conversion metrics
• Conducts executive level discovery to uncover affordability, quality, and provider performance priorities; aligns them to this solution’s capabilities across the APM life cycle
• Builds and presents tailored ROI/business cases that quantify operational and financial impact; orchestrates demos with solution consultants
• Multi‑threads across payer buyer personas (e.g., Finance/CFO, Payment Innovation/APM leaders, Provider Contracting, Clinical/Quality, Operations/Shared Services, IT)
• Establishes trusted advisor credibility through market insight, thought leadership, and strong follow through
• Partners with marketing, product, solution consulting, business value, and executive leadership to advance deals and refine messaging
• Provides structured market feedback to product and leadership on competitive dynamics and customer needs

Qualifications

Required Knowledge, Skills, and Abilities:

• Advanced knowledge of US payer operations, value‑based care, APMs, and reimbursement models; ability to credibly engage executives on affordability and performance
• Advanced consultative and solution selling across complex, multi‑stakeholder payer environments
• Mastery of territory and account planning; pipeline creation and conversion discipline
• Executive grade communication, presentation, and negotiation skills (Csuite ready)
• Data driven sales approach; ability to craft and defend ROI and business cases
• Proficiency with CRM and sales enablement platforms and AI-assisted prospecting/workflow tools
• High resilience, adaptability, and ownership in a competitive, fast changing market
• Strong collaboration skills to leverage internal teams (product, SC, value, ABM, execs)

Preferred Knowledge, Skills, and Abilities:

• Understanding of the provider market dynamics impacting payer programs
• Comfortable operating in a hybrid environment (virtual in‑person executive engagements)

Experience:

• 10 years enterprise B2B SaaS sales experience, with a hunter focus and consistent performance meeting/exceeding quotas
• Proven track record closing new logos with US health plans/payers through complex sales cycles (often multi‑month, cross‑functional)
• Demonstrated success selling platforms tied to analytics, reimbursement/value‑based care, payment integrity, or operational transformation
• Experience with RFP/procurement, legal/contracting, and multi‑year subscription negotiations

Required Training, Certification and Education:

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field or equivalent experience

Preferred Training, Certification and Education:

• MBA or relevant graduate coursework is a plus