Essential Duties and Responsibilities
- Achieves and maintains assigned company and individual sales and retention goals for all products and services.
- Identifies potential customers and solicits business by demonstrating a thorough knowledge of software products, technical network, and equipment capabilities.
- Conducts sales presentations, demonstrates products and services, and keeps assigned customers informed regarding new and existing products, services, features, and enhancements.
- Completes sales agreements and contracts, and submits them to administration personnel for processing in accordance with current procedures.
- Achieves and maintains assigned recurring revenue and software maintenance goals.
- Manages contract renewals, assists with maintenance renewals, and works on other Company-initiated projects with assigned customers.
- Maintains in-depth knowledge of technologies and services, competitors, and industry trends.
- Keeps management abreast of potential customer issues and develops and produces reports as needed, based on management request.
- Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities.
Required Qualifications
-Bachelor degree
- 5+ years of direct sales of software/IT solutions to healthcare or other health related organizations; or combination of direct sales experience and knowledge of Spok’s software products required
-Up to 40% travel domestic
*This is a home-based position and must be located in the West: AZ, CA, CO, OR, UT, WA
- No direct reports
- Proven track record of meeting and/or exceeding sales performance metrics (quotas, pipeline, forecast accuracy, etc.)
- Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers, and influencers
- Proven history of large, multi-product enterprise sales greater than $200,000, or previous Spok software sales experience
- Current active contacts with healthcare industry executives within the territory; CMO, CNO, CIO and/or CEO
- Demonstrated understanding of workflow redesign involving technology/software solutions
- Committed to sales methodology such as Helping Clients Succeed, Solution Selling, The Complex Sale, etc.
- Proficient in use of internal systems for accuracy in forecasting (CRM, Salesforce, Quoting tools, etc.)
- Successful record of communicating the business value of strategic software solutions to healthcare executives including CIO, CMIO, CNO, CFO, COO, etc.
- Knowledge of how the ACA, ACO’s, insurance companies and other factors influence decisions that healthcare executives make on their buying of technology
- Success in large technology related software/systems integration and project management
- Demonstrated understanding of clinical workflow in healthcare organizations
- Demonstrated understanding of healthcare procurement procedures and sales cycles
- Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, messaging and paging, speech recognition, call center application design
- Knowledge of emergency notification preferred
- Web-conferencing for remote product demonstration support
- Proven prospecting skills with strong closing skills
- Robust interpersonal skills with evidence of teamwork and collaboration
- Exceptional written and verbal communication skills with customers at all levels
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