Executive Director, Enterprise Sales

As an Executive Director, your work at Tegria will focus on generating revenue through acquiring new customers and maintaining and growing existing accounts. This role prospects and qualifies leads, engages with potential clients, presents offerings, negotiates profitable contracts, and closes deals. This role serves as the primary point of contact for their existing accounts, maximizing their satisfaction, addressing their needs, resolving delivery issues, and identifying upselling or cross-selling opportunities.  

The role you play  

An effective Executive Director, Enterprise Sales will help the organization on a whole achieve success through: 
 

• Living our Tegria values: Respect Every Person, Act with Integrity, Strive for Better, Embrace Change, Deliver as a Team 

• Prospecting and Lead Generation: Utilizing various methods, including cold-calling, networking, referrals, and digital outreach, to identify and engage potential customers. 

• Qualifying Leads: Assessing potential leads to determine their fit with our products/services, ensuring they meet the criteria for a mutually beneficial relationship. 

• Consultative Selling: Understanding the unique needs and pain points of potential clients, and effectively presenting how our solutions can address these challenges, demonstrating a deep understanding of our offerings. 

• Account Growth: Identifying upselling and cross-selling opportunities within existing accounts. Collaborating with the delivery team to present additional solutions. 

• Needs Assessment: Conducting regular check-ins with clients to understand their evolving requirements and tailoring solutions accordingly. Proactively addressing any potential issues or gaps in their current setup. 

• Customer Retention: Developing strategies to enhance customer loyalty and reduce churn. Providing exceptional customer service and support to ensure clients' ongoing satisfaction with our products/services. 

• Pipeline Management: Maintaining a well-organized sales pipeline by accurately tracking and documenting leads, opportunities, and interactions using the CRM system. May assist in reviewing others’ pipelines. 

• Collaboration: Working closely with internal teams, including delivery and customer support to ensure a smooth handover of closed deals for implementation, to relay client feedback, and to promote seamless client experiences. Contributing to product enhancement discussions. 

• Targets and Reporting: Carrying a high level of revenue responsibility, consistently achieves or exceeds monthly and quarterly sales targets. Providing regular reports and updates on sales activities, progress, and forecasts. Keeping detailed records of client interactions, transactions, and feedback in the CRM system. Providing regular reports on account performance and opportunities. May conduct briefings with senior leaders.  

• Market Intelligence: Staying updated on industry trends, competitors, and market dynamics to adapt strategies and maintain a competitive edge. 

• Product Knowledge: Maintaining an in-depth understanding of our products/services and how they align with clients' objectives. Effectively communicating product updates and improvements to clients. May offer recommendations to improve company offerings. 

• Client Relationship Management: Building and maintaining strong relationships with existing clients. Serving as the primary point of contact for their inquiries and concerns. 

• Customer Advocacy: Acting as a client advocate within the company, ensuring that clients' voices and needs are heard and addressed in a timely manner. 

• Team Support: Leveraging your expert-level skill set to serve as a thought leader on the team. Mentoring less experienced team members. May assist others on critical/complicated sales. 
   

What we’re looking for  

We expect: 

• Bachelor's degree in Marketing, Business Administration, Computer Science, other relevant field or equivalent combination of education and experience. 

• 15+ years of relevant experience achieving and/or exceeding quotas. Proven track record of sales success in an IT corporate sales role. Proven experience in client relationship management, account management, or customer success roles. 

• Is broadly networked within the industry and has demonstrable expertise with corporate IT sales and a mastery of sales techniques. 

• Able to complete extremely large or complex sales without supervision.  

• Able to identify and cultivate sales from new and/or existing clients.  

• Highly knowledgeable about the company’s offerings and the industry; may specialize in certain areas.  

• Able to identify and assess client needs and recommend effective solutions.  

• Takes initiative, is self-motivating, and driven to achieve and exceed sales goals.  

• Strong prospecting and lead generation skills, demonstrating the ability to identify and engage potential clients. Able to assimilate complex concepts and apply them appropriately in complicated selling situations.  

• Able to consistently close large value sales; sets track record of closing more sales than losing sales. 

• Excellent communication, negotiation, and presentation skills. Strong interpersonal and communication skills, with the ability to establish rapport and build trust with clients. 

• Adept using CRM systems and sales tools. 

• Demonstrated ability in mentoring less experienced team members.  

• Exceptional problem-solving abilities and a proactive approach to addressing client concerns. 

• Detail-oriented and organized, capable of managing multiple client accounts simultaneously. 

• Instills excellent impression of Tegria on customers. 

• Healthcare IT experience 

We’d love to see: 

• Academic and large heath system/IDN experience 

• Formal sales methodology  

Success Criteria 

People who are successful in this role… 

• Apply positivity, fortitude and passion going after opportunity and innovation.  

• Can anticipate issues and escalate effectively.  

• Have an executive presence and can deliver presentations with confidence and flair. 

• Communicate in a manner that resonates clearly with the intended audience.  

• Are clear and concise in written and verbal communication.    

• Are assertive and willing to push back when necessary.    

• Thrive under the pressure of time constraints.   

• Display resilience – capable of staying motivated and trying innovative approaches in adversity.   

• Are willing to push their comfort zone and be a team player.    

• Make commitments – and keep commitments.