How you will helpAs a Principal, Government you will be focused on selling and expanding HealthVerity's real world data, and SaaS product offerings to federal government agencies. You'll join our growing Government sales team and be responsible for prospecting contacts, generating qualified opportunities, winning new business and managing relationships with key customers. You will successfully expand our presence in assigned government accounts by constantly looking for ways for HealthVerity to support our clients' needs. You will have a deep understanding of the healthcare data and analytics space, particularly around selling technology and data to key government stakeholders.What you will do
Generate revenue through new and existing relationships with federal agencies, including the Food and Drug Administration (FDA), and other HHS agencies such as the Agency for Healthcare Research and Quality (AHRQ), and/or Assistant Secretary Planning and Evaluation (ASPE)
Build, maintain and manage a sales pipeline and forecast to achieve individual revenue goals
Position yourself as a consultative subject matter expert and the single point of contact between HealthVerity and your government customers
Maintain a thorough understanding of the policy, economic, business and clinical pressures impacting the Government priorities and, based on this knowledge, proactively engage with Government clients to meet their needs
Confidently and credibly present healthcare data and licensing solutions by leading product presentations, demonstrations, conference calls, technical discussions/due diligence, executive discussions, web seminars and related activities
Engage customers in identifying and shaping opportunities. Actively market the company brand, establish customer expectations and shape opportunities by creating white papers and responding to RFI's and RFP's.
Work closely and cross-functionally with Pre-Sales, Product Development, Marketing, Strategy & Innovation teams to develop solutions that solve for client challenges
Drive all stages of opportunity development from coordinating product proposals, RFIs, RFPs to contract negotiations and execution
Collaborate with Sales Operations and Delivery teams on account status, follow up activities, product literature, opportunity status, win-loss and related sales support tasks
About You
You have extensive experience selling healthcare data research assets (medical claims, prescription claims, EMR, etc.), related analytic applications, and SaaS.
You are a seasoned consultative seller successful at uncovering and developing sales opportunities with federal health agencies.
You are passionate about solving your client's most pressing research, strategic and business questions with data or technology
You have the ability to operate effectively in a complex white-space, concept-driven environment
You are an overachiever with a consistent track record of annual quota/revenue achievement
You excel in the ability to manage the client relationship from lead through implementation
You desire to work in an innovative, fast-growing company with an entrepreneurial environment
You have experience working with government clients and have an understanding of the government procurement and budgeting processes.
Desired Skills and Experience
5+ years of experience in quota carrying roles selling complex solutions leveraging healthcare data, analytics, or SaaS technology to federal government agencies.
Comprehensive understanding of government (Federal) procurement processes
Working understanding of how and why different types of healthcare data are created
Demonstrated achievement of goals as a result of finding, developing and sustaining strong client relationships in federal health agencies
Ability to translate software, technology, and data into a reson ting value proposition from leadership to end users at all levels across the enterprise
Willingness to travel up to 10%
Experience with customer relationship management (CRM) platforms such as Salesforce
Experience working with government compliance and contracts teams to execute FAR-compliant contracts in the government space
Base salary for the role is commensurate with experience and can range between $90,000 - 180,000 + Incentive Compensation Plan
