Identify, pursue and win State Healthcare/Medicaid/Human Services/Public Health complex deals up to $100M TCV and above.
Lead digital transformation pursuits leveraging State & Local industry IP and horizontal services (cloud, interoperability, analytics).
Lead pursuit teams for complex sales efforts with resources which include a bid manager, proposal manager, financial consultant, solution architect, legal resources, etc.
Lead pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
Lead the end to end contracting process including support activities, up sells and negotiations.
Develop deal timeline and ensure that pursuit team meets deal milestones and deadlines.
Work with delivery to assure that solution design can be properly delivered.
Knowledge and Skills Required:
Unique and comprehensive industry knowledge in State Government Healthcare/ Medicaid, Human Services or Payer and State and Local
Know how to integrate different solutions to create unique and innovative solutions for the customer.
In-depth customer knowledge \u2013 policy, politics, strategies and challenges.
Business/financial management expertise.
Strong Business Analytics background preferred.
Familiarity with project management methodologies.
Ability to leverage and work with Industry Partners or Third Party Alliances where applicable.
Leadership skills in directing pursuit and/or delivery teams.
Highly developed consultative approach, solution selling and business development skills.
Business and customer-oriented team player with ability to form alliances across boundaries.
Able to sell and negotiate deals where the company is not the low-cost provider.
Strong influencing and communication skills at a Secretary/Director/CIO level. Must be fluent in English.
Required personal characteristics: high integrity, intelligence, critical thinking, maturity, high energy, strong work ethic, ability to energize others, demonstrated ability to consistently execute, passion to succeed.
Education and Experience Required:
Typically 5+ years directly related experience in Outsourcing and/typically 12+ years in complex IT service business environment.
New logo (hunter) sales and closer experience \u2013 must be able to demonstrate sales success.
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