Job Description
Working under minimal supervision, this position, The Payer Sales Specialist, will sell and promote Watson for Benefits solution within the Watson Health, Payer portfolio and will work with employers, third-party administrators, health plans and other related companies, to understand their current business requirements around both departmental and enterprise wide consumer engagement needs. The Sales Specialist will support Client Executives who are the primary point of contact for Watson Health clients and responsible for the overall coordination of Watson Health resources. The Sales Specialist is also responsible for net new sales and white space sales for their portfolio. The Sales Specialist must meet or exceed the sales quota through consultative selling techniques, as well as have a high level understanding of the solutions. The Sales Specialist will develop and execute a territory plan according to company policy, which will include strategic and tactical sales planning. The Sales Specialist will be responsible for identifying, qualifying, and closing deals, while demonstrating and presenting product capabilities.
Essential Job Duties
Net New business development with employers, third-party administrators and health plans
Conduct demonstrations, clearly articulating client value proposition and offering differentiators
Meet or exceed all assigned quotas for sales, related applications and components
Participate in and manage sales process from lead generation to contract execution
Analyze customer's needs and recommend solutions that best meet customer's requirements
Emphasize scalable features such as flexibility, cost, capacity, and economy of operation
Able to reach a consultative level of selling with the customer
Ability to qualify, document and speak to technical workflows
Collaborate within internal team selling model
Develop a deep understanding and expertise with the Watson Health Payer/Employer portfolio of consumer products and related services
Ability to build and manage sales pipeline
Required Technical and Professional Expertise
5 years of knowledge and experience in the health care Payer market
5 years sales experience in healthcare IT
Preferred Tech and Prof Experience
5 years Payer/benefits job experiences a plus
5 years consumer engagement sales experience
5 years clinical solution sales experience
5 years consulting services experience
EO Statement
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.
