Industry Advisor, Payer/Payvider

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Are you passionate about changes in healthcare and how technology is enabling a whole new approach to engage patients, caregivers, members, employers and providers? Are you a forward-thinking problem solver with demonstrable knowledge of the healthcare market and operations strategy?

If so, we are looking for a strategist to join our Healthcare & Life Sciences (HLS) Industry Advisor team. This role requires executive presence with a thoughtful point of view about the industry globally, understanding of business models, product planning, organizational change, regulatory compliance and transformative deals as well as exceptional talent in messaging and communications, and supporting sales with senior customer engagement and relationship building.

This role will report to the Healthcare Industry Team leader, supporting the strategy for healthcare customers. The role requires a strong understanding of industry trends, partnering with the field leadership teams on strategic customer engagements, as well as being an advisor to the C-level executives at brands pre, during and post sales cycles to ensure we hear the voice of the customer and build long term relationships.

The ideal candidate would have had operational experience at a payer organization, understanding the actual end to end workings of a member journey, the challenges, needs, and opportunities across different areas. They would also have a very clear knowledge and understanding of industry trends, regulatory changes and how they translate into the realities of functional areas as well as a clear grasp of Salesforce's solutions and capabilities for this market and the ability to present our vision for the industry to a C-level audience.

This individual will work within the US market and also coordinate with cross-functional teams in Sales, Solutions, Marketing, Product, Services, Partners, ISVs. The role is a mix of deep industry knowledge, influence, strategy, account planning partnership and direct account engagement.

We are looking for a consistent track record in the following three key attributes:

1. Industry Experience: We are seeking an industry professional with 10+ years of working in payer and provider organizations with cross-sectional operational experience in finance, population health, provider network management, member outreach & services, business development, and/or transformation.

2. Industry Leadership: This individual needs to be proficient in industry solution market planning and positioning. You need to be a hands-on leader, supply to the vision for Salesforce within healthcare customers, engage others in the team with this vision, and help to define the market, run plays and shape the go to market plan for this section of the business.

In this role you will be crafting compelling visions of the future, clearly shaping a point of view, presenting the overall messaging and building thought-provoking presentations that the field can use for enablement and in customer meetings.

3. Solution Ambassador: Our ideal candidate will crisply deliver the industry and Salesforce solutions message across all clouds to customers and prospects in various forums, seamlessly transitioning from speaking to a room of C-level execs to large presentations at industry events.

PRIMARY RESPONSIBILITIES:

• Support the development and execution of the Healthcare business plan including target accounts, GTM strategy and program development to achieve target revenue growth.
• Support the development of go-to-market messaging and positioning for payer & payvider customers including industry positioning and solutions evaluation & development for existing Salesforce products.
• Build compelling visions for how Salesforce can transform payer & payvider business segments, including commonalities across the broader healthcare ecosystem including provider, pharmaceuticals, medical devices, and diagnostics.
• Support consistent messaging implementation across all channels (online, web, events, field sales) with cross-functional counterparts. Continually test and refine message to ensure it is consistent with pipe generation goals and Salesforce corporate-level message.
• Work collaboratively with a virtual cross functional team including Corporate Marketing, Sales, Sales Enablement, Field Marketing, Cloud Marketing, Industry Solution Specialists, Alliances and ISV teams to develop and execute the strategic go-to-market plan for payer & payvider customers.
• Contribute to overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce and select third party events like AHIP, HLTH, Vive, and others.
• Be an effective presenter to both large customer audiences as well as command the attention of Dir/VP and C-levels alike, and earn their trust through the conveyance of experience, authenticity, and mutual success targets.
• Be an inspiring leader in the industry and evangelize the value of Salesforce for healthcare customers.
• Partner with Sales leadership to establish and grow network of executive customer relationships, support strategic sales efforts and adjust marketing plan and programs to achieve ACV targets.

PROFESSIONAL EXPERIENCE/SKILLS DESIRED:

• High energy, personable, innovative, and creative.
• Thrive in a highly matrixed environment and shown ability to lead through influence.
• Stellar public speaking skills in both small and large scale settings.
• Demonstrated ability in launching and growing innovative products.
• Consistent track record in performing well in a fast paced environment and crafting compelling positioning.
• Effective organizational skills to lead competing projects with tight deadlines effectively.
• Proven track record in crafting compelling positioning and thought leadership content.
• Industry expertise working in, being responsible for a P&L for, or consulting and implementing technology for the payer industry.
• Understanding of payer challenges and technology trends, and have significant in-depth knowledge and experience in translating trends into successful operational strategies.
• Understand challenges and opportunities across different areas within payer & payvider organizations and how digital transformation can improve results.
• Held an active role in organizations digital transformation, through the use of technology and business process improvements, familiar with Salesforce solutions and products.
• Experience with large-scale information technology transformation initiatives
• Strong communication and writing skills and ability to work across business lines.
• Experience managing and/or facilitating innovation workshops
• Ability to travel 50-60% of the time

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