Senior Sales Engineer
Our client is a mission-driven technology company focused on transforming the healthcare industry, ultimately creating a more personalized patient experience, improving health outcomes, and lowering the overall cost of healthcare. Our client provides a flexible, efficient, and secure platform that organizes and exchanges healthcare data from various sources and formats, allowing their customers to uncover differentiated insights that address their clients' needs. In addition, our client’s employees know that they play an active role in keeping their customers' data safe and are responsible for ensuring that their comprehensive policies and practices are met.
With their deep expertise in cloud-enabled technologies and knowledge of the healthcare industry, our client has built an innovative data integration and management platform that allows healthcare payers access to data that has been historically siloed and inaccessible. As a result, these payers can ingest and manage all the information they need to transform their business by supporting their analytical, operational, and financial needs through our client’s platform.
About the Team & Role
The Senior Solutions Engineer (pre-sales) is a person who uses extensive technical and business knowledge to develop solutions for our client’s clients. Solutions engineers work alongside other sales team members to present products to clients and answer any technical questions they may have.
As a core sales team member, you will develop solutions for prospects and existing customers. In addition, you will be working closely with all the business leaders by acting in an essential role in bridging the technical and business needs to design solutions and services that inspire our client’s customers and are compelling to the market.
You Will:
Drive innovation and define data solutions working with payer prospects and existing clients
Provide technical and business leadership and guidance to create products that meet the cost and specification needs of the targeted prospects and existing clients
Collaborate with Product, Engineering, Delivery, and Security teams in developing the solution
Work closely with Sales Directors to create strategies that will drive “technical wins” leading to the acquisition of new customers and upsells to existing customers
Set key business objectives and build product strategy for delivery of solution demonstrations. Lead solution demos , client whiteboarding and deep dive sessions with a strong focus on consultative selling
Support the development and contribute to pricing models and budgeting scenarios, drafting of Enterprise License Agreements , SOWs and solution sections of RFP responses necessary for successful launch and delivery
Help to determine customers' needs and desires by working directly with key clients, capability leadership, and specifying the research needed to obtain market information
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Ensure client buy-in and sign-off of technical/solution design documents
What we're looking for:
5+ years of demonstrated success as pre-sales solution consultant for healthcare payer focused technology companies
Masters or Bachelor's Degree in Engineering, Business, Marketing or equivalent field
Payer industry subject matter expertise in areas of health data and business unit functions; working knowledge of different components of the Payer value chain (e.g. utilization management, risk adjustment, payment integrity, cost of care processes, member experience)
Strong payer/provider knowledge with hands-on experience in architecting, designing, and developing solutions
Understanding of various sales methodologies such as Challenger, Solution Selling, etc.
Strong experience in introducing new products into the payer/provider market, right from the concept of the idea to revenue-generating solutions
Proven ability to successfully collaborate with internal stakeholders from various parts of the organization and drive successful outcomes cross-functionally
Strong technical background combined with solid business experience
Ability to manage competing priorities and deadlines
Highly collaborative and with the ability to lead by influence
Familiarity with Cloud Services like AWS, Azure, and data terms – JSON, ETL tools, data mappings, data profiling, SQL, data pipelines entity resolution, data catalog, data governance , data distribution, running or writing simple python scripts
Familiarity with Databricks/Spark and Snowflake platforms
Working knowledge of data architecture fundamentals – data model concepts. analytical vs. operational workloads, latency and performance considerations