Spok

Enterprise Sales Director – Existing Business

Spok

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

Tech Stack

VoIP

About the role

  • Represent, present, demonstrate, negotiate, and sell Spok’s suite of solutions to current customers, prospects, consultants, and business partners
  • Focus on growing the current customer base; opportunities vary from upgrades, add-ons, and enterprise deals
  • Identify expansion opportunities in existing client base to build a sales pipeline and generate new revenue
  • Maintain accuracy of the sales pipeline, contacts, and activities in Salesforce and other reporting tools
  • Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives, and key buying influences
  • Develop and maintain consultative sales relationships with all key buying influences in each account, at the executive and senior management levels, and other levels within the customer's organization
  • Demonstrate the entire company solution, services, and hardware portfolio
  • Attend company tradeshows and conferences regionally and nationally when required
  • Respond to and lead RFP/RFI’s and price systems and configurations
  • Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities
  • Exceed Annual Booking Targets
  • Responsible for increasing revenue and market share within assigned territory
  • Direct sales activities include prospecting, deal qualification, deal velocity, contract negotiations and closing business within current customer base and new business growth outside of the current base
  • Establish a relationship with consultants to help influence opportunities
  • Develop and maintain a relationship with key internal resources to ensure successful collaboration to meet customer needs
  • Develop a selling relationship with the Channel Partners

Requirements

  • Bachelor's degree from four-year college or university; and 4-5 years’ related experience and/or training; or equivalent combination of education and experience
  • MUST HAVE Direct healthcare sales experience selling enterprise software solutions
  • 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 $100,000, 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
  • Demonstrated understanding of clinical workflow in healthcare organizations
  • Demonstrated understanding of healthcare procurement procedures and sales cycles
  • Ability and passion to call suspects, prospects, and leads generated from Marketing
  • Robust interpersonal skills with evidence of teamwork and collaboration
  • Exceptional written and verbal communication skills with customers at all levels
  • Solid process orientation, demonstrated resource management, and allocation experience, and the ability to perform multiple tasks simultaneously
  • Ability to demonstrate enterprise software at all levels within the hospitals
  • Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, and/or messaging and paging preferred
  • Knowledge of emergency notification and call center applications preferred
  • High level of product knowledge of critical communications, IT, and competitive products preferred
  • Demonstrated aptitude and success in fostering a solid, value-based, and/or Healthcare/IT relationship preferred
  • CRM (Salesforce and Sales Process (Altify) experience preferred
  • Must be able to travel up to 50%
Benefits
  • three robust health, pharmacy, vision and dental care plans including a health savings account option
  • wellness
  • financial wellness
  • retirement
  • family support
  • continuing education
  • time off benefits
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise software solutionscomplex sales cyclessales methodologyworkflow redesignclinical workflowhealthcare procurement proceduresdemonstrating enterprise softwaresales forecastingnegotiationrevenue generation
Soft Skills
interpersonal skillsteamworkcollaborationwritten communicationverbal communicationprocess orientationresource managementmulti-taskingconsultative salesrelationship building