What is the purpose of this position? A Waystar Mid-Market AE must effectively communicate with target account C-Suite Leadership, and coordinate strategy with managers, end users, and partners to ensure that the company’s revenue cycle technology advantages are clearly understood.
Key Responsibilities : · Prospect, close and manage a targeted list of new and / or existing relationships in the large provider, business service, and specialty markets· Serve as the primary point of contact for a defined group of accounts and / or prospects· Coordinate implementation in close collaboration with Client Success (CSX) teams· Effective demonstration of Waystar’s RCM technologies through formal certification protocols· Achieve annual sales targets and track opportunities from discovery to close;
ensure solutions are adopted broadly, and that the intended ROI is achieved· Work cross-functionally with CSX and Solution Adoption to achieve annual booking plans, ensure renewals are planned as a part of the strategic planning process where applicable.
Effective communication of the company’s value proposition with key executive decision makers to include but not limited to CEO, CFO, CIO, Purchasing and other key department management personnel· Prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection and supporting the customer's purchase· Cultivate new or existing customer relationships and maintain strong focus on current customers through effective use of the sales and service organizations· Ability to detail technical product features, benefits and attributes to various staff positions in healthcare customers· Development and execution of territory business plans that employs strategic account segmentation· Management of sales pipeline and forecasting activities through corporate CRM· Execution of a sales process through and with our business partnersThe successful candidate will be able to manage the strategic sales process, drive metrics for the team, help close business, and be an expert in the Provider, Business Service, and Specialty market.
Individuals in this position will be expected to utilize their existing experience, relationships and knowledge of selling into mid and enterprise level healthcare accounts with specific knowledge of Waystar's business, industry, and operations.
A deep understanding of healthcare specific billing requirements, reimbursement, enrollment, and patient billing and payments will be necessary to lead a successful team.
This position represents a significant opportunity to participate in a high growth, fast-paced, truly cloud-based innovative organization.
Looking for some details?
Establishing, building and managing relationships with C Suite level decision makers inside and outside of Waystar
Deliver the Enterprise Strategic Account Plans and message to targeted organizations
Develops the strategies and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers.
Track and help build a strong targeted pipeline
Manage daily activity within Salesforce CRM system
Work well cross-function for a best in class go-to-market team of professionals
Track record of experience in an industry that requires a complex sales approach
Experience interacting with key decision makers in situations with highly-complex solutions as part of a sales process
Strong working knowledge of Microsoft Office applications Excel, PowerPoint and Word
Excellent phone and presentation skills
Proven demonstration skills with technical products
Successful, documented sales track record of achievement
Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc.
Completion of professional sales training courses strongly desired e.g. Miller Heiman, Spin Selling, etc.
Do you fit our team?
4-year Degree or equivalent experience
5-10 years selling healthcare IT software into medium to large physician groups, hospitals, billing services, and / or specialty organizations
Healthcare billing, revenue cycle, or healthcare operations experience required
Excellent written and oral communication skills required. Must be able to drive a complex sales cycle from start to finish.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.