Strategic Account Executive, Mid-West

  GENERAL SUMMARY: The GHX Strategic Account Executive (SAE) is responsible for selling complex supply chain software solutions into the healthcare community.  The SAE determines the overall account planning and management of their customer base within specified net new and existing key accounts to achieve a growth billings quota.    Successful candidates will have an in depth understanding of the healthcare industry and the business challenges that customers in healthcare community face.  They will be able to identify and articulate the pain points of the customer and successfully demonstrate how GHX solutions will provide value to their organizations.  Successful candidates will also be able to effectively and professionally navigate organizational dynamics and be able to influence executive and C-suite level decision makers.  Key RESPONSIBILITIES •    Establishes business plans for large, existing and most complex accounts to achieve annual quota.•    Develops and implements strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level.•    Validates prospects’ needs through discovery process, and develops into ROI that solves business problems for clients.•    Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI.  Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX.•    Refines messaging and sales tools needed to recruit customers.•    Conducts Strategic Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions.•    Proactively advances the purchase decision without rushing the customer.•    Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities.•    Presents products in a compelling, positive and professional manner.•    Applies sound strategies for protecting accounts and penetrating accounts held by competitors.•    Acquires and integrates industry knowledge related to general trends, emerging technologies and competitors. KEY DUTIES•    Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota.•    Prospects, accurately forecasts and assesses resource allocation and planning of new business deals within assigned accounts.•    Develops solution proposals encompassing all aspects of the business applications.•    Tracks and reports sales opportunities within Salesforce.com to accurately forecast deals. •    Thoroughly qualifies all lea...