Gainwell

Raleigh, NC

Principal Industry Sales

$102,000-$193,000 / YEAR
Job Description:

Job Summary:

  • Identify, pursue and win State Healthcare/Medicaid/Human Services/Public Health complex deals up to $100M TCV and above.
  • Lead digital transformation pursuits leveraging State & Local industry IP and horizontal services (cloud, interoperability, analytics).
  • Lead pursuit teams for complex sales efforts with resources which include a bid manager, proposal manager, financial consultant, solution architect, legal resources, etc.
  • Lead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
  • Lead the end to end contracting process including support activities, up sells and negotiations.
  • Develop deal timeline and ensure that pursuit team meets deal milestones and deadlines.
  • Work with delivery to assure that solution design can be properly delivered.

Knowledge and Skills Required:

  • Unique and comprehensive industry knowledge in State Government Healthcare/ Medicaid, Human Services or Payer and State and Local
  • Know how to integrate different solutions to create unique and innovative solutions for the customer.
  • In-depth customer knowledge u2013 policy, politics, strategies and challenges.
  • Business/financial management expertise.
  • Strong Business Analytics background preferred.
  • Familiarity with project management methodologies.
  • Ability to leverage and work with Industry Partners or Third Party Alliances where applicable.
  • Leadership skills in directing pursuit and/or delivery teams.
  • Highly developed consultative approach, solution selling and business development skills.
  • Business and customer-oriented team player with ability to form alliances across boundaries.
  • Able to sell and negotiate deals where the company is not the low-cost provider.
  • Strong influencing and communication skills at a Secretary/Director/CIO level. Must be fluent in English.
  • Required personal characteristics: high integrity, intelligence, critical thinking, maturity, high energy, strong work ethic, ability to energize others, demonstrated ability to consistently execute, passion to succeed.

Education and Experience Required:

  • Typically 5+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.
  • New logo (hunter) sales and closer experience u2013 must be able to demonstrate sales success.
  • University or bachelors degree preferred