Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions — from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
Job Summary
The Strategic Account Executive – Data & Analytics (Pharmaceutical Manufacturers) is responsible for selling and monetizing Surescripts’ cutting-edge data and analytics solutions. This role is deeply rooted in understanding and capitalizing on the value of healthcare data. The Account Executive will have a large focus on selling into pharmaceutical manufacturers may also sell to other segments such as health plans, pharmacy benefit managers (PBMs), health systems, and healthcare technology vendors.
The ideal candidate has a record of success in monetizing data assets and possesses a solid understanding of the strategic, operational, and commercial value of data-driven solutions. This individual has demonstrated success in selling complex data and analytics offerings and experience navigating varied pricing models. A consultative approach to engaging key decision-makers, mastering buying processes, and crafting compelling, segment-specific value propositions is crucial for success.

Responsibilities:

• Sell Surescripts’ data and analytics solutions, act as a trusted advisor and customer advocate, as well as develop and manage strong relationships with key individuals and top decision makers primarily within the pharmaceutical manufacturing space.
• Responsible for new business development and deeper expansion into accounts.
• Independently create account-based go-to-market plans, with trackable metrics, and execute against those plans with C-level visibility.
• Identify, develop, and propose alternative contracting models aligning customer objectives with Surescripts objectives.
• Uncover customer needs and learn Surescripts product offerings in order to successfully sell to customers.
• Possess a continuous learning mindset to increase value shared and delivered.
• Achieve quarterly bookings and revenue targets across products.
• Successfully collaborate and work closely with internal partners to close deals and serve the customer.
• Monitor market conditions, product innovations, and competitor’s product, prices, and sales.
• Share industry knowledge with peers to support sales team success.
• Drive a corporate culture of urgency, simplicity, and sales success with team and peers by supporting the company culture.

Qualifications

Basic Requirements:

• Bachelor’s degree in business, life sciences, healthcare administration, data science, or a related field or equivalent experience.
• 10+ years of selling into pharmaceutical manufacturing customers.
• 5+ years of successful experience selling data/analytics solutions, with a strong emphasis on monetizing data assets.
• 5+ years of experience closing complex $500K+ deals.
• 5+ years of experience selling to multiple SVP or C-level stakeholders.
• Proven ability to manage long, multi-stakeholder sales cycles.
• Demonstrated expertise in selling data-driven and analytics-based solutions to at least one of the following: pharma manufacturers, payers, PBMs, health systems, or healthcare technology vendors.
• Experience guiding customers through product capabilities, integration strategies, and data utilization models relevant to their segment and business objectives.
• Solid knowledge of healthcare industry buying practices & procurement cycles.
• Proven record of developing, selling, and monetizing data products using one or more business models (e.g., SaaS, enterprise licensing, volume/usage-based, revenue-share).Experience manages sales pipeline in Salesforce or a similar large-scale CRM.
• Annual revenue responsibility through a combination of new business and expansion.
• Technical competence with MS Office products.

Preferred Qualifications:

• Advanced degree.
• Experience with healthcare data/analytics companies, with a demonstrable focus on data monetization.
• Knowledge of various pricing models for data and analytics products.
• Understanding of key HCLS regulatory frameworks (HIPAA, CMS, FDA, value-based care, privacy law, etc.).
• Demonstrated success in launching new data products or solutions to market.
• Ability to synthesize complex data offerings into clear, client-focused value propositions and commercial opportunities.
• Experience leading a multidisciplinary team through a defined selling process with multi-level, high-value, complex accounts.
• Strategic Account Management Association (SAMA) Certification or another relevant accreditation.

Travel:

• Approximately 50% travel within the United States

On Target Earnings (OTE): $300K+

• Sell Surescripts’ data and analytics solutions, act as a trusted advisor and customer advocate, as well as develop and manage strong relationships with key individuals and top decision makers primarily within the pharmaceutical manufacturing space.
• Responsible for new business development and deeper expansion into accounts.
• Independently create account-based go-to-market plans, with trackable metrics, and execute against those plans with C-level visibility.
• Identify, develop, and propose alternative contracting models aligning customer objectives with Surescripts objectives.
• Uncover customer needs and learn Surescripts product offerings in order to successfully sell to customers.
• Possess a continuous learning mindset to increase value shared and delivered.
• Achieve quarterly bookings and revenue targets across products.
• Successfully collaborate and work closely with internal partners to close deals and serve the customer.
• Monitor market conditions, product innovations, and competitor’s product, prices, and sales.
• Share industry knowledge with peers to support sales team success.
• Drive a corporate culture of urgency, simplicity, and sales success with team and peers by supporting the company culture