Position Summary:
League’s PaaS business, Powered by League, is rapidly scaling. Building on the proven success among our market-leading customers and partners including Medibank, Highmark Health, Google, Accenture, Manulife, and Shoppers Drug Mart - our Go-to-Market team is expanding and seeking a Director, Sales & Account Management to help us achieve this next phase of growth.
As a Director, Sales & Account Management, you will be a core part of the Go-to-Market team working across priority segments including Private Health Insurers, Private Healthcare Providers, Public Sector Health Agencies, Retail Pharmacies, and Digital Health Innovators. You will be responsible for leading complex enterprise-scale business development and sales initiatives with prospects and carry a quota for Powered by League platform sales. In addition, responsible for nurturing and growing existing client relationships, identifying new opportunities within these accounts, and ensuring the long-term success and satisfaction of League’s customers in Australasia.
Working in collaboration with other parts of the Go-to-Market team (including Solution Engineering, Partnerships and Product Marketing) as well as our Delivery & Product Management functions, you will identify, design, plan and deliver impactful customer partnerships that power the transformation of their digital consumer, member or patient experiences.
In this role you will:
- Be the first Growth & Customer employee on the ground in Australia, representing League in this important new growth market, and supporting our flagship customers (one each in Australia & New Zealand)
- Support League’s international growth - working closely with our Growth Organisation including: Account Management and Sales Leadership.
- Lead and own the end-to-end sales process for target platform strategic accounts, including formulating sales strategy, driving revenue growth and developing new customer relationships.
- Develop and execute comprehensive account plans for League’s Australiasian customer base, outlining clear objectives, strategies, and tactics to drive revenue growth.
- Leverage your own relationships to build pipeline (both net new and up-sell / cross-sell of new solutions to existing customers), and work in partnership with the Business Development and Marketing teams to run account-based marketing campaigns that lead to closed revenue and quota attainment.
- Successfully achieve and exceed budgeted sales objectives, and maintain sales forecast in an accurate and thorough manner.
- Negotiate complex software and professional services agreements from initial stages through to completion; and execute contract amendments and renewals
- Create demand by leveraging healthcare industry expertise and what the priorities from C-level executives are, uncovering business problems for prospects and customers and matching them to our solution.
- Work collaboratively with League Executives and Go-to-Market leaders to build the story and tailored materials for meetings with prospective accounts.
- Work with the Go-to-Market leadership team to create and improve sales processes and buyer journeys, especially in new industry verticals.
- Serve as the voice of the Australiasian customer base ensuring their needs and priorities are understood and addressed and proactively identify and communicate product needs of Powered by League prospects and industry verticals to executive and product leadership.
- Cultivate and maintain strong, trusted advisor relationships with key stakeholders within League’s customer base and establish and monitor key performance indicators (KPIs) for customer health, providing regular reporting and actionable insights to internal stakeholders.
- Work with the Value Realization function to measure impact and ensure customers are consistently achieving their desired business outcomes and realizing the full value of League's platform and services.
Security-Related Responsibilities
- Compliance with Information Security Policies
- Ensure access management is performed in compliance with the employee's role and responsibilities
- Responsibility and accountability for executing League's policies and procedures within the department/ team
- Notification of HR, Legal, Compliance & Security of any incidents, breaches or policy violations
About you:
- 10 years of experience in ‘Platform as a Service’ (PaaS) or ‘Software as a Service’ (SaaS) sales and account management experience
- 5 years of healthcare industry experience in digital transformation and/or consumer & patient engagement sales required
- Strong knowledge of the Australian healthcare industry (Providers, Pharmacy Retailers) and/or health benefits industry
- A history of successful quota attainment in a complex sales environment
- Exceptional relationship-building and interpersonal skills, with the ability to establish rapport, build trust and win the support of key C-suite executives in large corporations
- Demonstrated ability to develop and execute strategic account plans that drive measurable results
- Excellent analytical and problem-solving skills, with the ability to interpret data and develop actionable insights
- Proficiency with Salesforce and sales acceleration tools
- Experience developing exceptional documentation for client presentations and webinars
- Bachelor's degree in Business or equivalent experience
