Senior Account Executive managing client relationships in employee benefits for CBIZ Inc. Build strategic client relationships and coordinate service activities in a hybrid work environment.
About the role
- Senior Account Executive driving sales for Stellar Health's value-based care platform. Executing enterprise sales strategies and collaborating with internal teams to foster provider relationships.
Responsibilities
- Support enterprise sales efforts to large health systems, including market analysis, understanding value-based approach, creating compelling business cases, and building relationships with provider leadership.
- Conduct full-cycle acquisition: Initiate cold outreach, own preparation for provider acquisition meetings, gather competitive intelligence, and conduct compelling product demonstrations. Some outreach will be supported by a team BDR.
- Lead the persuasion efforts to convert providers to utilize the Stellar platform and participate in our VBC rewards programs.
- Derive insights from VBC team structure and provide recommendations for how Stellar can drive value for the provider and the Payor partner based on configuration.
- Lead the full scoping and contracting process (Who, What, When, Where) to establish a framework for best practices for Stellar workflows.
- Contribute to Growth’s OKRs by achieving quotas for contracted and onboarded patient lives.
- Support the initial onboarding of Providers onto the Stellar platform, in collaboration with Provider Implementation.
- Identify challenges facing live Providers and develop solutions or mitigation strategies.
- Establish and support relationship management with key Provider stakeholders to leverage expansion opportunities.
- Collaborate with Provider Success for ongoing relationship support for future expansion conversations.
- Refine and iterate compelling pitch materials, lead and present at external meetings, and demonstrate Stellar’s platform with proficiency to support ongoing management of Stellar’s national network.
- Develop a deep understanding of our value-based care solution, features, benefits, and competitive advantages to effectively tailor presentations to potential clients.
- Identify opportunities for awareness to support growth in a given market.
- Maintain accurate and up-to-date records of sales activities, opportunities, and customer interactions in the CRM system.
Requirements
- 5-7+ years of work experience in sales and/or network development build is required.
- Previous experience in a technology organization or in a sales organization is preferred.
- Proven track record of success in healthcare sales, with a focus on value-based care solutions. In-depth knowledge of VBC concepts and payment models (e.g., shared savings, quality metrics, risk adjustment).
- Strong consultative selling skills with a customer-centric approach. Excellent communication and presentation skills, with the ability to translate complex concepts into clear, concise, and persuasive business cases.
- Genuine interest in health-tech and Stellar’s mission.
- You are proficient in Google Workplace + Excel and PowerPoint, and have used both tools in previous roles.
- Self-motivated, results-oriented, and able to balance multiple priorities, communicate roadblocks, and work effectively within a small and nimble team.
Benefits
- Medical, Dental and Vision Benefits
- Flexible PTO
- Universal Paid Family Leave
- Company sponsored One Medical memberships and Citibike memberships
- Medical Travel Benefits
- A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
- Stock Options & a 401k matching program
- Career development opportunities like Manager Training, coaching, and an internal mobility program
- A broad calendar of company sponsored social events that for our in-office and remote employees
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