Fortive

Compensation

Full Description

1. Consultative Selling & Strategic Account Planning Customer-Centric Discovery: Ability to uncover pain points, business goals, and operational challenges through thoughtful questioning and active listening. Solution Mapping: Aligns product features with client-specific outcomes, demonstrating how the SaaS solution drives ROI, efficiency, or compliance. Stakeholder Engagement: Identifies and influences decision-makers, champions, and blockers across clinical, IT, and executive teams. Account Strategy Development: Builds multi-quarter plans for account growth, renewal, and upsell, using data and relationship insights. Healthcare IT Fluency: Understands how SaaS integrates with EHRs, practice management systems, and data exchange protocols (e.g., HL7, FHIR). Product Mastery: Can confidently demo the product, explain technical workflows, and answer integration questions without relying solely on technical teams. Compliance Awareness: Understands HIPAA, HITRUST, and other regulatory frameworks, and can speak to how the product supports compliance. Implementation Insight: Anticipates client concerns about onboarding, data migration, and change management, and collaborates with internal teams to address them. Tailored Messaging: Adapts language and tone for different audiences—clinical, technical, financial—while maintaining clarity and impact. Value-Based Storytelling: Uses case studies, metrics, and narratives to illustrate the product's impact on patient care, operational efficiency, or financial performance. Negotiation & Objection Handling: Navigates pricing discussions, procurement hurdles, and competitive threats with confidence and integrity. Proposal & Presentation Excellence: Crafts compelling proposals and delivers engaging presentations that resonate with diverse stakeholders. Bachelor's degree in Business, Marketing, Healthcare Administration, or related field 5-7 years in healthcare technology sales, preferably B2B SaaS sales or enterprise software Proven success in quota-carrying roles with complex sales cycles Experience managing executive-level relationships and navigating procurement Exposure to selling or supporting technical products Familiarity with sales analytics tools (e.g., SFDC, PowerBi, Definitive Healthcare, etc.)[KB1] Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus Sales methodology certifications (e.g., Miller Heiman Strategic Selling, Challenger, MEDDIC, SPIN) are advantageous