Assoc. Solution Executive, Competency

Position Overview

The Associate Solution Executive, Competency, will be responsible for new sales of HealthStream's portfolio of Competency solutions, acting as the clinical sales expert. In this role, the Associate Solution Executive will be responsible for complex solution sales by expanding product market share through insight, expertise and evangelism of the value proposition of assigned products. Through consultative selling, the Associate Solution Executive seeks to align our customers' and prospects' clinical and business needs with HealthStream's Competency solutions by building relationships and credibility with key stakeholders effectively. This individual will have ultimate responsibility for all elements of the sales process, including prospecting, qualifying, positioning, demonstrating, objection handling, and contract negotiating through sale closure, in order to meet or exceed the assigned sales quota.

Key Responsibilities

• Analyze market opportunity within existing and prospect customer accounts.
• Acquire a deep understanding and knowledge of solution components, features, functionality, and benefits.
• Collaborate with Account Managers to create and execute upon a sales strategy for the portfolio of assigned solutions to help customers meet their clinical goals.
• Devise and execute a plan to target and unseat competitors.
• Present and demonstrate to customers and prospects the value proposition and ROI of assigned solutions in a consultative approach via Teams / WebEx and in person as appropriate.
• Accountable to create and execute upon an annual business plan that aligns with achieving monthly, quarterly, and annual quota and goals.
• Achieve Product Certification for assigned solutions through HealthStream's Product Certification Program.

Requirements

• Bachelor's degree or higher required.
• Nursing Degree, BSN level or higher, strongly preferred.
• Must have at least 2 years of healthcare sales experience.
• Knowledge of the healthcare marketplace, including buying cycles, key trends, and budget limitations.
• Strong presentation skills and executive presence.
• Must have excellent communication skills and the ability to develop C-Suite and VP level stakeholder relationships.
• High level of integrity and professionalism.
• Comfortable working independently and in a team selling environment as part of an empowering, fast paced, results oriented culture.
• Multi-task oriented; works with a sense of urgency and a desire for excellence in performance.
• Enthusiasm and initiative, and ability to operate independently with limited oversight.
• Ability to travel 25 – 40%.

Qualifications

SKILLS REQUIRED:

• Must have excellent communication skills and the ability to quickly develop relationships, both internally and externally.
• Familiarity with CRM tools such as Sales Force.
• Must be able to create and report on data analytics using Excel and PowerPoint.
• Proficient use of MS Teams/WebEx.
• Team player with positive attitude.
• Hunter/Closer. Consultative sales style. Follow up skills a must.
• Must be highly accountable for one's own success and able to take ownership of professional self-development.
• High emotional intelligence required to succeed in this role.

ABILITIES REQUIRED:

• Ability to work in a dynamic and complex team selling environment through collaboration with trust and comradery.
• Ability to manage long sales cycle.
• Must be coachable and eager to learn new sales skills in the PaaS environment.
• Ability to accurately manage sales funnel and forecasting on a weekly basis.
• Ability to articulately position our value proposition through passion and with a connection to the importance of competency.
• Ability to present and demonstrate complex solutions in a way that is compelling & easy to understand in a unique healthcare budget environment.
• Highly driven to achieve personal and team quota goals.

Compensation

This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quota). The base salary range for this position is $49,756-$60,000 with an OTE of $99,512-$120,000. Base salary will be determined on the candidate's level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles.

Benefits

HealthStream offers a comprehensive benefits package to eligible employees, including:

• Medical, Dental and Vision insurance
• Paid Time Off
• Parental Leave
• 401k and Roth
• Flexible Spending Account
• Health Savings Account
• Life Insurance
• Short- and Long-Term Disability
• Medical Bridge Insurance
• Critical Illness Insurance
• Accident Insurance
• Identity Protection
• Legal Protection
• Pet Insurance
• Employee Assistance Program
• Fitness Reimbursement