Sales VP - National Accounts

Responsibilities

• Serve as a senior strategic individual contributor responsible for driving new sales growth within Cotiviti’s National Accounts segment through disciplined account planning, territory strategy, and execution against quota objectives.
• Identify, prioritize, and advance enterprise health plan opportunities by expanding executive relationships and building and converting strategic pipeline.
• Lead complex, multi-stakeholder sales pursuits from prospecting through negotiation, contracting, and close.
• Build and maintain trusted relationships with Health Plan C-suite executives, business owners, procurement leaders, and functional decision-makers.
• Orchestrate cross-functional resources across product, marketing, consulting, legal, finance, implementation, and executive leadership to advance strategic enterprise opportunities.
• Develop compelling value propositions and solution positioning tailored to National Accounts priorities across Cotiviti’s full Healthcare portfolio.
• Maintain rigorous pipeline, opportunity, and forecast discipline, and provide sales leadership with clear visibility into deal progression, risk, and growth potential.
• Monitor market trends, competitive activity, pricing dynamics, and customer priorities to inform go-to-market strategy and account pursuit plans.
• Represent Cotiviti in client meetings, industry events, and conferences to elevate executive market visibility and generate new business opportunities.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 12+ years of enterprise hunter sales experience, including prospecting, pipeline development, and closing new business.
• Demonstrated success as a senior strategic individual contributor with responsibility for enterprise account growth, complex sales execution, and quota attainment.
• Proven success selling software, analytics, BPO, or services into health plans, including National Accounts and other large, complex payer organizations.
• Extensive experience calling on and selling to Health Plan C-level executives, SVP business owners, procurement leaders, and senior functional stakeholders.
• Proven track record of closing complex healthcare deals ranging from hundreds of thousands to multiple millions of dollars.
• Experience selling across Cotiviti’s Healthcare portfolio, including Payment Integrity, Analytics, Population Health, Risk Adjustment, Quality/HEDIS, Stars, Encounter Management, Enrollment Solutions, and Healthcare Interoperability.
• Strong executive presence and the ability to quickly establish credibility with senior decision-makers across large health plans.
• Demonstrated ability to lead complex sales cycles, align cross-functional pursuit teams, and navigate sophisticated contracting and procurement processes.
• Strong understanding of market segmentation, account planning, competitive positioning, and enterprise sales strategy.
• Exceptional verbal, written, and presentation skills, with the ability to influence executive, operational, and technical stakeholders.
• Strong organizational skills, sound judgment, and the ability to manage multiple priorities in a dynamic, performance-driven growth environment.
• Experience with Microsoft Dynamics and disciplined pipeline and forecast management.
• Able to travel 20%–40%.