Connecture

  • VP - Sales, Enterprise Accounts

    Job Locations US-Remote
    Job ID
    2019-1398
    # of Openings
    1
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    As a VP, Sales - Enterprise Accounts for the Health Plan Segment, you will leverage your insurance information technology experience to build and grow customer relationships in key Connecture accounts,  ensuring customer satisfaction while focusing on quality of service and business growth opportunities.  

    This position has responsibility to act as a consultative partner with customers post-sale to ensure a positive experience. The VP, Sales - Enterprise Accounts will set a professionally directed strategy aimed at customer development, retention, and expansion. Collaborate with technology, marketing, sales, professional services and support groups to ensure customers are as successful as possible in use of product and/or service. The VP, Sales - Enterprise Accounts will also oversee proactive engagement with customers to build value and ensure long-term partnership. Maintain a deep knowledge of customer industry, product, and role in the market.

    The VP, Sales - Enterprise Accounts will be expected to meet or exceed a quota of 600K in ACV, selling additional modules and services to existing customers. This position requires solid experience and understanding of complex software sales, sales operations, contracts and contract negotiations. Travel to customers and Connecture offices will be expected (approximately 30% travel).

    NOTE: This position is not static and is subject to change as Connecture’s and the Department’s needs change.

    Responsibilities

    The essential responsibilities of the VP, Sales - Enterprise Accounts are to:

    • Drive customer success and adoption with contracted solutions, including understanding customer organization and business needs, and building and maintaining customer relationships
    • Understand your customers' unique business needs and develop creative solutions that leverage the existing platform to ensure customer retention is high
    • Identify and close new business opportunities – work with the sales, marketing and accounting teams to upsell new features and products to existing customers to optimize their workflow and use of the product;  write statements of work, gather and quote pricing options to customers and ensure proper invoicing is completed
    • Conduct live and web-based demonstrations of our platform
    • Functions in a proactive consultative role to evaluate current business practices and offer insight to ensure success of Connecture products and/or services
    • Accountable for all continued revenue generating activity for assigned Medicare customers, including retention of ARR
    • Builds and maintains effective professional customer relationships ranging from front line staff to CEO
    • Formulates strategic account plans to ensure retention and growth
    • Updates sales pipeline management system with relevant customer information and forecasts.
    • Maintains a high degree of customer satisfaction and customer reference-ability, and works with customers to build testimonials and case studies for use with new sales opportunities
    • Works with customer delivery and services teams to ensure effective management of customer relationship
    • Works with Finance to ensure timely payment of accounts receivable for assigned customers
    • Effectively and timely communicates customer concerns to internal management, including product development/enhancement needs, service issues and contractual/renewal concerns
    • Maintains a proactive approach to contractual issues and obligations
    • Stays current with the insurance industry environment in the Medicare space

    Business Development & Relationship Management examples:

    • Prospect and sell Connecture Medicare modules
    • Continually review partnerships, and identify opportunities for additional advances in operational interaction
    • Serve as a business development resource to grow partnership via new projects or enhancements to existing project
    • Works closely with senior management to create clear visibility into Connecture’s customer base and accurately documents Customer Health

    Qualifications

    • A BS/BA Degree
    • 10+ years in health care industry; health insurance preferred
    • 5-10 years prior healthcare insurance account management roles at large consulting firm or enterprise software company
    • Experience demonstrating and selling sophisticated and complex products and technologiesStrong computer skills (Internet, Excel, PowerPoint, Word, CRM Programs)
    • Track record of success in building relationships and presenting to C-Level
    • Ability to build relationships at all levels of an organization.
    • Develop and initiate relationship-based selling and establish relevant business relationships
    • Established contacts among key decision makers within customer departments
    • IT Solutions sales experience preferred
    • Effective time management, and prioritization skills
    • Strong organizational and interpersonal skills
    • Working knowledge of Connecture products and services
    • Ability and proven experience in consulting – able to identify and understand business issues and needs and develop alternative courses of action
    • Ability and proven experience persuading others with ideas and proposed courses of action
    • Ability to meet deadlines and goals
    • Understanding of the health insurance and Medicare market
    • Excellent written and oral communication skills
    • Excellent presentation skills both face – to - face and using WebEx, Go-To-Meeting or similar programs
    • Self-motivated and able to work independently
    • Ability to travel up to 30%

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