athenahealth seeks a Sales Executive, Manager to join our mission-driven team. You will sell our revenue cycle management and clinical solutions to mid-sized physician groups (6-15 MDs) and healthcare organizations within an assigned geographic territory. Success requires meeting or exceeding your assigned quota through a strategic, solution-selling approach, with 60% travel expected.
What You'll Do
- Independently manage the assigned territory: Eastern US: Florida and a portion of Michigan.
- Ensure the region achieves or exceeds its required quota.
- Develop an integrated territory sales plan and ensure coverage to touch all opportunities on a scheduled basis.
- Identify prospective situations where athenahealth services can be sold.
- Contact potential clients using leads to assess needs and demonstrate how our products can meet them.
- Target and obtain audiences and appointments with physicians and physician practices.
- Present athenahealth solutions via in-person demonstrations using a solution-selling approach.
- Develop and submit comprehensive proposals based on individually assessed client needs.
- Maintain an accurate, up-to-date sales pipeline and forecasts.
- Successfully negotiate contracts.
What We're Looking For
- A BA is required.
- Minimum of 5 years selling practice management, revenue cycle, or EMR software/solutions to office-based doctors or physician organizations.
- Or, at least 4 years consulting and selling solutions to medical practices or hospitals.
- Ability to travel 60% of the time.
- Solid mastery of the economics of medical practices and ROI delivery.
- A successful, multi-year history of achieving or exceeding sales quotas of $2 million or more annually, with an average deal size of $750K or more.
- Strong sales administration skills and timely, accurate reporting.
- Demonstrated experience developing processes to obtain leads through comparison and evaluation of sourcing opportunities.
- Expertise in territory planning, management, and organization.
- Demonstrated expertise in direct-selling to C-Suite members and contract negotiations with C-Suite and Legal teams.
Nice to Have
- An advanced degree is preferred.
Benefits & Compensation
- Compensation range: $90,000 - $154,000.
- Health and financial benefits.
- Location-specific perks including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces.
- Flexibility and work-life balance; not all work needs to be done within an office environment full-time.
- Sponsored events throughout the year, including book clubs, external speakers, and hackathons.
- A company culture based on learning, support of an engaged team, and an inclusive environment.
Work Mode
This is a hybrid role focused in the Eastern US: Florida and a portion of Michigan.
athenahealth is an equal opportunity employer committed to diversity, equity, and inclusion.
