SaaS Account Executive (HBM)

Description

Who WE Are: TELUS Health ~ Health Benefits Management (HBM) team

TELUS Health is on a mission to simplify accessing health for all Canadians through connecting all aspects of managing health to help Canadians live healthier live. Health Benefits Management (HBM) is at the core of TELUS Health. HBM as the leader is focused on delivering the industry leading instant claims adjudication technology and services to Canada’s largest health insurers servicing over 12 million Canadians on its platform. HBM is recognized as the industry leader in technology, innovation and regulatory compliance in claims management.

Who YOU Are:

You have a deep passion for customers, people and sales success. This success is all possible because you optimize strong sales, SaaS technical knowledge and account planning methodology. You can rally to a common purpose and inspire confidence and trust in the customer’s and our vision. In your world, the organizational chart is upside down, you being at the bottom of the pyramid bringing support, strength and wisdom framed in an account plan. You are a great simplifier and know well that today’s top sale leaders leverage data and insights to deliver on results.

Position Overview:

In our highly dynamic, fast-paced B2B environment, with your proven track record of solving customer business problems with innovative solutions in the private health benefits management sector, you will develop and execute a plan on designated Business Development opportunities. Your success with our customers contributes to our growth strategies and ensures we lead the market with thought leadership and a premier sales force.

The SaaS Technical sales expert, also called Sales Engineers will operate in the field of SaaS. You would have a deep knowledge of the platform and its integration into existing systems. We are looking for a SaaS sales executive to close new business deals in your designated region. You will sell our SaaS solution which enables customers to manage claim and health data that enables stakeholders to track a better health outcome.

Responsibilities:

• Being the deal owner for all your new deals in the funnel 
• Transferring deals to account management after closing
• Setting up new sales approaches like data driven sales and partnering
• Continuously providing feedback from prospects to the marketing and product teams
• Develop and execute on territory plans and business development strategies and sales execution plans for new and existing clients and partners
• Our intent is to drive meaningful value to our clients as thought leaders and trusted advisors. In so doing, our objective is to secure strategic service contracts with the Private Sector Insurance Payor Market with a focus on Drug, Dental and Health claims nationally
• Identify and develop strategic relationships with key customers and prospects considered existing and new markets for the Private Sector portfolio
• Work with the product, marketing and strategy teams to obtain competitive positioning for our solutions
• Assist in developing programs and initiatives designed to increase revenue from existing accounts
• Develop and nurture prospects, clients and partners through networking, attending and participating in events and conferences, public speaking, and other sources
• Prepare and present comprehensive and compelling business presentations to various internal and external constituencies including senior client executives
• Create and interlock business plans with appropriate sales channel/account primes and account plans
• Maintain high levels of customer satisfaction by leading the team to drive real and long standing business value and to make TELUS Health with100% likelihood to recommend.
• Maintain and develop key alliances with strategic partners and enabling internal organizations such as the Chief Product Office and Chief Information Office teams that support client service delivery and proposal development
• Act as a strong ambassador for the TELUS organization and uphold the values and behaviours of a leader in the business and throughout the extended community

Required Knowledge for Sales Execution:

• You are a creative go-getter, you love talking with customers and you quickly recognize client needs
• Experience or strong interest in our buyers: team and department leaders of large global corporations
• Fluent in English (French is a strong asset)
• Develop and execute strategies and plans for Business Development, existing clients and partners
• Identifying and developing strategic relationships with key customers
• Work with the product group to obtain competitive positioning for our solutions
• Assist in developing programs and initiatives designed to increase revenue from existing accounts
• Develop a positive profile for TELUS Health through networking, attending and participating in trade shows and conferences, public speaking, and other sources
• Prepare and present comprehensive and compelling business presentations to various internal and external constituencies including senior client executives
• Work across the matrix to manage company relationship with various clients and partners
• Lead RFP process including: Opportunity Assessment and Qualification, Conduct Scoping/Validation, Develop RFP Response
• Ongoing participation in the due diligence process for targeted companies
• Understanding the concepts of data analytics and how they can be applied in a sales/marketing or research department
• Strong use of sales automation tools and selling methodology to support a differentiated sales experience for customers

Qualifications

Professional Designation/Certification:

• University degree or equivalent experience at a senior level
• Professional Sales certification(s) is a strong asset
• Cloud Engineering Certification

Experience:

• 10 years’ + successful sales experience at executive level
• 5 years’ successful sales experience in Health Benefits industry
• 5 years of experience in SaaS sales, preferably enterprise software
• Record of achievement in successfully meeting business development objectives
• Demonstrated success in executing an account plan with minimal direction
• Excellent presentation and writing skills
• Ability to travel in support of account plans