Location: You will ideally reside in either Boston, MA, Providence, RI, or Hartford, CT, but will still be considered if you live in region. The New England region consists of ME, NH, VT, MA, RI, and CT.
This is a great imaging region with a strong install base and pipeline,however we are looking for a hunter.
It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s AI (artificial intelligence) understands, reasons and learns – helping to translate information into knowledge that can help drive more informed decision-making. With AI, we can see and analyze more data than ever before – and achieve more than we ever thought possible.
IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare.
This position will lead, sell and promote all of the solutions within the Watson Health cardiology imaging portfolio, including the Cardiology PACS and HEMO (Hemodynamics) product lines within a defined geographical region. The Cardiology Solution Specialist will work closely with the Watson Health Client Executive and Regional Sales Leaders for direction and be responsible for selling the Watson Health Cardiology technologies via the telephone, trade shows, and client facing meetings.
Working with the Client Executives in the geography, this position will manage existing accounts and must meet or exceed a determined sales quota by up-selling the prospect with potential larger product or service opportunities. This position will also be responsible for producing qualified sales leads, closing net new business, and supporting a team sales strategy with the overall Watson Health sales team.
They will develop and execute a territory plan according to company policy, which will include strategic and tactical sales planning along with identifying, qualifying, demonstrating and presenting product capabilities to customers to increase sales and market share. Increase sales, improve customer satisfaction, maintain existing accounts and develop new business opportunities and revenue streams while contributing to the assigned regions success.
Essential Job Duties
Utilize a pro-active strategic sales approach encompassing all phases of the sales cycle, such as:
Opportunity qualification through detailed dialogue with prospective customers
With proper (PSC) Pre-Sales Consultant support, technically validate potential customer opportunities for viability.
Develop a strategy and specific tactics for anticipating and creating customer demand for our Cardiology PACS and HEMO solutions.
Technically demonstrate to the Customer our capabilities and those of our 3rd party partners via WebEx, on site demonstrations and site visit support.
Work with Regional Sales Leaders supporting all departments within the Hospital (Cath Lab, Cardiology, and Administration) to manage requirements and set expectations during the sales cycle.
Create and deliver customer presentations as appropriate.
Manage sales cycle through contract execution.
Perform all work in Salesforce.com and track lead against relevant campaign(s);
Transition qualified opportunities to Client Executives.
Pursues a program of self-development through the use of selected reading, seminars, and participation in continuing education.
Meet or exceed all assigned quotas for sales, related applications and components.
Travel through assigned territory to call on regular and prospective customers to promote imaging product line, and solicit orders
Required Technical and Professional Expertise
Minimum 5 years of hunting sales experience selling Cardiology solutions to providers.
Experience with complex clinical systems, managing multiple prospective clients through a long sales cycle required
Proven competencies in designing and implementing enterprise sales strategies
Track record of hitting and overachieving quota
Cardiology workflow knowledge is essential
A valid driver’s license and safe driving record is required.
Preferred Tech and Prof Experience
10+ years selling cardiology IT solutions to providers.
Experience selling complex solutions in the C-Suite.
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.