In this role, you have the opportunity to
The Sales Specialist, Monitoring as a Service will provide sales leadership to our sales and marketing teams to increase our market share in a defined geography. The role will earn the trust of the customer by providing them consultation around XaaS (Anything (or everything) as a Service) that will allow them to deliver better and more accurate care to their patients to improve outcomes. The role will also earn the trust of the assigned account management team by constantly providing value through the sales cycle.
You are responsible for: Create and execute key sales and business development initiatives to increase sales pipeline Qualify opportunities and navigate prospect organizations to earn time with key decision-makers and executive sponsors (C- and SVP-level individuals) by using influence and connections, a consultative approach, and a keen understanding of Philips innovative solutions. Land 1-2 strategic accounts while pursuing new logos Participate in weekly, monthly, and quarterly customer business reviews Drive market share in a defined territory or industry vertical Meet or exceed quarterly targets. Develop and execute against a comprehensive account/territory plan. Create & articulate compelling value propositions around MaaS offerings Accelerate customer adoption Work with business unit partners to extend reach & drive adoption Manage contract negotiations Develop long-term strategic relationships with key accounts Ensure customer satisfaction Expect moderate travel Win executive sponsorship at prospects by assembling and delivering compelling presentations that introduce Philips value proposition and points of differentiation. Manage multiple prospect stakeholders through in-depth discovery, evaluation, proposal, and closing processes. Engage pre-sales personnel and other matrix internal resources to develop and align on a specific, compelling value generation argument for selling and delivering XaaS solution. Build qualified targeted funnel and maintain realistic forecasting around individual sales pipeline. Dynamically adapt to changes in the sales engagement model to incorporate the latest developments and improvements in the selling story.
You are a part of:
This role will have the exciting opportunity to help drive the growth and shape the future in the exciting world of managed services. You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly targets.
To succeed in this role, you should have the following skills and experience: All candidates considered must have experience selling Managed Services, Consulting Services, or Healthcare software into the payer or provider space. 10+ years’ experience selling software, hosting, or managed services into healthcare clients. General healthcare industry experience is a must (HIMSS attendee, knowledge of key providers and suppliers, track record of selling into healthcare) Broad and deep knowledge with understanding of XaaS offers, commercial implications and customer’s environment. Understand the Patient Monitoring environment, Professional and Managed Services, and/or IT Solutions practice area. Be conversant in Managed Services related topics, methodologies, industry trends, and core technologies. Must show demonstrable experience as a true Hunter in establishing C-level credibility : demonstrate business acumen in presenting solutions on an ROI basis, strategies, successful penetration of new accounts, and building successful client relationships (trust, experience and relatability) across an entire spectrum of buyers, influencers and C-Level decision makers across a broad spectrum of outcomes. Highly developed stakeholder management selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives, with finance and line of business representatives. Ability to work collaboratively in a team-based environment and execute upon agreed strategy Commercial acumen and the ability to understand the key differences between purchasing options and the relative benefits to the buyer Experience participating on high performance teams with the focus and ability to lead a diverse cross-functional team to close a deal Excellent verbal and written communication skills BA/BS degree or equivalent work experience required, Master’s in Business or related field preferred A technical or clinical background in engineering, computer science, MIS or nursing a plus Direct field experience in working with IDN accounts Extensive customer network and expert level hunting skill Proven history of meeting and exceeding quota Effective pivot on constructive feedback to aid in growth and development History of successfully marshaling internal resources in a highly collaborative environment without formal authority
Preferred Qualifications / Behavioral Profile: All candidates considered must have experience selling Managed Services, Consulting Services, or Healthcare software into the payer or provider space. Promoter: Master of influence who orchestrates group momentum around ideas Collaborative: Pursues impact by winning sponsorship (both internally and externally); gracious and happy to share credit Others-Focused: Interested in understanding others’ goals; naturally asks questions and listens intently; finds ways to connect others’ goals to personal goals Idea-driven: Comfortable promoting an innovative vision that requires customers to think differently about how they achieve their goals Craftsman: Passionate and treats sales as a professional craft Diligent: Naturally consults a repeatable playbook and attends to details to ensure thoroughness throughout a complex sales cycle Consistent: Relentlessly puts in the effort daily, fueled by a passion for sales; puts setbacks in perspective and maintains confidence Critically Engaged: Always looking for ways to improve, enhance the sales story, etc.; realistic about his/her forecasting and prioritizes efforts accordingly
In return, we offer you:
Sharpen your talents with new challenges in our dynamic organization. As a market-driven company, we’re used to listening to our customers & apply the same thinking to our employees. We offer a competitive salary, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.
Why should you join Philips?:
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.
To find out more about what it’s like working for Philips at a personal level, visit the on our career website, where you can read stories from our . Once there, you can also learn about our , or find answers to some of the .
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As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.
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