Manager, Solutions Consulting – HME & Healthcare Technology

Responsibilities

• Lead, coach, and develop a team of Solutions Consultants supporting Brightree’s portfolio.
• Establish performance expectations, KPIs, and continuous improvement plans.
• Conduct regular deal reviews, call coaching, and structured demo feedback sessions.
• Build playbooks and standardize modern demo strategies across the team.
• Coach teams on discovery-led, consultative demo approaches vs. traditional “show and tell”.
• Partner with Sales Leadership to align on pipeline priorities and resource allocation.
• Partner with Account Executives to develop winning strategies for complex opportunities.
• Lead and support discovery conversations to uncover operational inefficiencies, workflows, and business drivers within HME/DME and Pharmacy Infusion organizations.
• Translate client challenges into tailored Brightree solutions with clear ROI and measurable outcomes.
• Deliver high-impact, outcome-focused product demonstrations tied directly to customer pain points.
• Support RFP/RFI responses and technical validations.
• Elevate the sales cycle from “demo-driven” to solution-based storytelling and value realization.
• Serve as a subject matter expert across Brightree’s solution suite.
• Ensure all messaging is accurate, compliant, and aligned with real-world workflows and product capabilities.
• Communicate differentiated value vs. competitors.
• Guide the team to present solutions aligned to customer roles (executive, operational, billing, clinical stakeholders).
• Cross-Functional Collaboration:
• Partner with Product Management to relay market feedback and influence roadmap priorities.
• Align with Implementation and Client Success teams to ensure smooth post-sale transitions.
• Collaborate with Marketing on demo assets, competitive positioning, and event strategy.
• Support industry events, conferences (e.g., Medtrade, VGM, NHIA), and webinars.
• Support product launches and enablement efforts across the organization.
• Operational Excellence:
• Track and report on team performance metrics (win rates, demo conversion, deal velocity).
• Maintain consistent CRM hygiene and documentation.
• Optimize demo environments, scenarios, and use cases for different buyer personas.
• Evaluate and modernize demo tools and platforms (e.g., interactive demos, guided walkthroughs).
• Identify opportunities to scale the function through tools, automation, and improved processes.

Qualifications

• 7+ years of experience in pre-sales, solutions consulting, or healthcare technology.
• 2+ years of experience leading, coaching, or mentoring a team.
• Strong understanding of consultative selling and value-based demonstration methodologies.
• Deep knowledge of HME/DME workflows, revenue cycle, and compliance requirements.
• Proven ability to support complex, multi-stakeholder sales cycles.
• Strong communication skills with the ability to influence both executives and operational users.
• Experience translating technical capabilities into business outcomes and ROI.