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Industry Go To Market, Director
Salesforce
New York, NY, United States
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Industry Go To Market, Director (Healthcare Payer)
Sales
Job Details
Are you a healthcare payer subject matter expert who has deep domain expertise with major national, regional and/or provider-led health plans? Are you excited about changes in healthcare and how technology is enabling a whole new approach to engage members, employers and providers? Are you a visionary thinker with demonstrable knowledge of the healthcare market and/or payer operations strategy?
If so, we are looking for a thought leader to join our Healthcare & Life Sciences team, focused on our Healthcare Payer sector. This senior role requires executive presence with a thoughtful point of view about the industry, understanding of payer business models and product planning, talent in messaging and communications, and supporting sales with senior customer engagement and relationship building.
We are looking for a proven track record in the following three key attributes:
Industry Experience
We are seeking an industry expert to support our healthcare payer and integrated delivery network customers. The role requires 10+ years of working in/selling into healthcare organizations and 5+ years in healthcare IT, as either a subject matter expert or in selling back into the industry.
Industry Go To Market Leadership
This individual needs to be well-versed in industry market planning and positioning. You need to be a hands-on leader, contribute to the vision for Salesforce within healthcare payer customers, engage others in the team with this vision, and define the market and go to market plan for major nationals, regionals, and integrated health systems combining providers and payers. You need to be comfortable creating compelling visions of the future, writing a point of view, creating the overall messaging and building thought provoking presentations that the field can use for enablement and in customer meetings. Ideally you have experience in writing reports, blogs and overall thought pieces. To accomplish this, you will work closely with the Healthcare and Life Sciences industry team, Salesforce product management, corporate marketing, sales, pre-sales, alliances, customer success, enablement, business value, PR and analyst relations.
Product Ambassador
Our ideal candidate will crisply deliver the industry and Salesforce product message across all clouds to customers and prospects in various forums, seamlessly transitioning from speaking to a room of execs to large presentations at industry events.
Primary Responsibilities:
• Support the development of the Healthcare Payer go to market business plan including target accounts, marketing strategy and programs to achieve target revenue growth
• Support the development of messaging and positioning for healthcare payer customers including industry positioning and solutions for existing Salesforce products including Health Cloud
• Create compelling visions for how Salesforce can transform healthcare business segments, including synergies across provider, health plan, pharmaceuticals, medical devices, and diagnostics.
• Ensure consistent healthcare messaging implementation across all channels (online, web, events, field sales). Continually test and refine message to ensure it is consistent with pipe generation goals and Salesforce corporate-level message
• Work collaboratively with a virtual cross functional team including Corporate Marketing, Sales, Sales Enablement, Field Marketing ,Cloud Marketing, Industry Shared Services, Alliances and ISV teams to develop and execute the strategic go to market plan for healthcare payers
• Contribute to overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce and select third party events like AHIP and HIMSS
• Be an effective presenter to both large customer audiences as well as command the attention of C levels, and earn their trust through style and conversation
• Be a thought leader in the healthcare industry and evangelize the value of Salesforce for Healthcare & Life Sciences
• Establish executive relationships with strategic Systems integrators (SI's) and Independent Software Vendor (ISV) partners for healthcare payers
• Represent Salesforce for Healthcare with industry analysts and support related PR activities
• Partner with enterprise and commercial Sales leadership to establish executive customer relationships, support strategic sales efforts and adjust marketing plan and programs to achieve ACV targets
Experience / Skills Desired:
• High energy, charismatic, innovative, creative
• Stellar public speaking skills
• Demonstrated ability in launching and growing innovative products, preferably with familiarity of the Salesforce and CRM space
• Strong communication and writing skills and ability to work across business lines
• Proven track record in performing well in a fast paced environment
• Effective organizational skills to manage competing projects with tight deadlines effectively
• Proven track record in crafting compelling positioning and thought leadership content
• MPH, MBA or related Master's Program a plus (but we also love brilliant people who didn't go to graduate school)
• Exceptional team player with proven ability to lead through influence
• Knowledgeable in PHI/HIPAA compliance requirements
• Experience with Salesforce products
• Ability to travel up to 50% of the time
About Salesforce:
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.
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