🌎
This job posting isn't available in all website languages
Experian Careers Job Search

Director, Sales Consulting (Cerner, Sales Enablement & Success)

📁
Sales & Business Development
📅
201014 Requisition #
At Experian Health, our employees have the opportunity to shape more than products – they shape the future of U.S. healthcare. Experian Health is a pioneer for innovations leading the way in revenue cycle management, identity management, patient engagement, and care management for hospitals, physician groups, labs, pharmacies and other risk-bearing entities. Our success relies on people who are given the freedom to imagine new frontiers in the rapidly changing healthcare space and push the boundaries of innovation. Help us realize our vision of applying data for good and changing the healthcare landscape for the better – for all of us.



Job Summary:
The Director, Sales Consulting - Cerner Sales Enablement and Success role is a key member of the Enterprise Sales and Relationship Management department and is highly focused on Sales Enablement and Client Success for our Strategic Partner, Cerner Corporation. s This Director, Sales Consulting role serves as the primary liaison between Sales and Implementation teams for both Experian Health and Cerner, with a dedicated objective to the education of Cerner and Experian Sales around process, pre-sale workflow assessment & future state recommendations, quote validation and the success of client engagement pre-sales, during implementation and post-go live.
The Sales Director role helps demonstrate the value and benefits of our Cerner partner solutions through product demonstrations and benefit realization studies, assists in scoping the requirements of the sales engagement, and ensures the appropriateness and accuracy of proposals. This role must be able to articulate product positioning and must be able to assure complete customer satisfaction and establish strong relationships through all stages of the sales process both internally and externally.

Job Duties:
• Partner with our Sales Executives to develop and deliver presales product demos, technical presentations, benefit realization studies, and sales proposals
• Align with Experian Health Pre-Sale organization to ensure consistency in process and protocol.
• Assists Sales in closing business by engaging prospects pre-sale to discuss implementation processes, strategy and resources.
• Work with Sales through advanced client discovery and tailoring solutions:
o Facilitate requirements gathering to identify client needs
o Generate product recommendations or solution designs with integration requirements
o Provide all necessary/requested documentation for review pre-sale
 Implementation Gantt Charts, SOW’s, Tech Specs, etc. and serve as a resource to solve a variety of technical implementation issues proactively
 Work directly with HDX Consultants to ensure build timeline is realistic for both parties involved.
o Provide level of effort, required documentation and architecture design for inclusion in customer workflow assessments
o Lead onsite workflow meetings to perform workflow assessments and deliver Future State recommendations.
 Provide Best Practice Recommendations for Future State Workflow, and provide solutions to remove current barriers and where those products will fit into end-user workflow.
 Review/identify details of system facility structure, product build details, any cavoites specific to the purchasing organization that would impact build/implementation timelines, etc.
 Serve as the main point of contact for the client until a Project Manager has been assigned and the deal is turned over to implementation.
• Act as the subject matter expert for all Experian Health Cerner Partner solutions
• Maintain an in-depth understanding of a particular industry segment(s) and/or customer(s) business situation, structure, practices and challenges in order to manage precise pre-sale activities
• Build strong rapport with prospects to act as a trusted advisor
• Contribute content to demo system to ensure tailored solution presentations and deliver onsite & WebEx product demonstrations. Maintain accuracy of the demo system to ensure the demo matches production.
• Work with other teams to maintain educational documents to ensure the sales team is aware of updated messaging (Positioned to Win documents, Sales Certification modules) and distribute information across the organization
• Keep abreast of the competition to assist in the differentiation process for products and services. Partner with marketing to ensure this messaging is harvested and shared accordingly.
• Provide continuous feedback to stakeholders as input for improvements to standard sales and service processes and methodologies
• Partner with Product Management teams to support development efforts and provide prospect and client feedback.
• Assist in the creation of sales tools, ROI calculators, demo scripts and demo PPTs
• Participate in product webinars, trade shows, sales seminars and user conferences as appropriate
• Facilitate post-sale knowledge transfer with delivery teams
• Able to convey customer requirements to Product Management teams
• Assist with the STI (Sales to Implementation) call to share knowledge and documents discussed presale to ensure smooth transition between Sales and Implementation
• Participate in Cerner Sales/Product pricing discussions
• Assist with training of both Experian and Cerner sales reps on products and functionality available through the Cerner partnership as it is constantly changing.
• Assist with resolution plan for Cerner client escalations that might occur pre-sale or post-sale
• Assist with Cerner amendment updates to review and create scopes of work as needed
 Send technical specs to engagement managers/regional sales reps as follow up from demos and technical scoping calls.
• Review Cerner Budgetary quotes and work orders for accuracy/alignment to current pricing
• Able to travel extensively, as required.

Knowledge 
& Skills:

Ideal candidate must be self-motivated with a proven track record in software sales and knowledge of technology. Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base. Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports. Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches. Must be prepared for extensive travel.
Education & Experience:
• Bachelor’s degree and 10 years progressive experience in revenue cycle and healthcare management.
• 5 years healthcare personnel management experience is preferred.
• Equivalent combination of education and experience may be considered.

Special Skills and Knowledge:
• Knowledge of healthcare revenue cycle.
• Proficient presentation skills
• Knowledge of Experian Health and Cerner products and ability to successfully relate products to customer business requirements
• Knowledge of competitor product and how Experian Health can strategize the sale
• Ability to use creative approaches with products, client discussions/demos and within the scope of Experian Health Sales.
• Revenue Cycle and system implementation experience in Hospital and clinical setting
Licenses, Certifications, etc. Management Certification through a healthcare industry professional organization such as: NAHAM, HFMA, AAHAM, other a plus

Experian is an Equal Opportunity Employer. Anyone needing accommodation to complete the interview process should notify the talent acquisition partner. The word "Experian" is a registered trademark in the EU and other countries and is owned by Experian Ltd. and/or its associated companies.
EOE including Disability/Veterans

My Profile

Create and manage profiles for future opportunities.

Go to Profile

My Submissions

Track your opportunities.

My Submissions

Similar Listings

United States

📁 Sales & Business Development

United States

📁 Sales & Business Development

United States

📁 Sales & Business Development

Privacy Policy  |  Online Community  |  Press  |  Investor Relations