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Senior Strategic Sales Executive , Payer (Virtual/US)

Change Healthcare

This is a Contract position in Greenwood Lake, NJ posted July 21, 2020.

Transforming the future of healthcare isn’t something we take lightly. It takes teams of the best and the brightest, working together to make an impact.

As one of the largest healthcare technology companies in the U.S., we are a catalyst to accelerate the journey toward improved lives and healthier communities.

Here at Change Healthcare, we’re using our influence to drive positive changes across the industry, and we want motivated and passionate people like you to help us continue to bring new and innovative ideas to life.
If you’re ready to embrace your passion and do what you love with a company that’s committed to supporting your future, then you belong at Change Healthcare.

Pursue purpose. Champion innovation. Earn trust. Be agile. Include all. 

Empower Your Future. Make a Difference.

Senior Strategic Sales Executive, Payer

The Strategic Sales Executive is responsible for identifying, prospecting and generating new sales within assigned payer segments and key accounts.  This role is a senior level individual contributor position that coordinates with the VP Strategic Clients, Senior Client Executives (SCE’s) and regional Solution Sales Executives (SSE’s) to target specific B2B payment services opportunities, develop sales strategy and close new business logos.

What will be my duties and responsibilities in this job?

  • Pre-Selling (10%)
  • Selling (70%)
  • Collaboration with Product Management, Solution Consultants, Solution GM’s & Account Executives (10%)
  • Non-Sales Related Activities (10%)
  • Identifying opportunities to sell payment and communication services solutions into assigned payer customers and net new logo’s
  • Directing and conducting sales presentations
  • Collaborating with Vice President Strategic Clients (VPSC) Senior Client Executives (SCE) and Solution Sales Executives (SSE) to coordinate sales efforts within assigned payer accounts
  • Developing and mastering a thorough understanding payment and communication solutions
  • Building relationships with C-Suite at assigned key accounts
  • Orchestrate and lead detailed pre-sales planning and strategy, post sales hand-doff to implementation and ongoing knowledge transfer to Senior Client Executives and supporting staff
  • Negotiate and close payer contracts coordinate with CHC legal and product management as needed
  • Keep business GM’s and product management updated on market intelligence.
  • Work closely with sales and senior management to develop and customize payment solutions for key payer clients within assigned payer segments
  • Keeping all opportunities current with Salesforce and providing periodic updates to management
  • Identifying cross-selling opportunities within assigned accounts and communicating to Client Account teams

What are the requirements needed for this position?

  • Bachelor’s Degree
  • Minimum of 10 years payer, healthcare technology sales experience
  • Preferred experience and solid track record of selling complex solutions to large national payer accounts including Blue Cross Blue Shield Plans.
  • Specific experience in, and knowledge of, payment and communication solutions are preferred
  • Demonstrated sales track record of driving consultative sales engagements, new sales track record & proven multi-million-dollar quota performance.
  • Experience prospecting new business opportunities, new market development, and up-selling existing clients
  • Experience selling into the payer market.
  • Experience selling at C-Suite level, VP or Director

What other skills/experience would be helpful to have?

  • Complex selling via consultative sales process to assigned payer customers
  • Developing Sales Strategy in concert with CHC Management
  • Knowledge of forecasting, sales strategy, and plan development approach to the identification and use of data to perform opportunity and market assessment. 
  • Working knowledge of payment adjudication cycle.
  • New business sales acumen (hunter vs. farmer)
  • Proficient at executing when experiencing multiple competing priorities
  • Strong interpersonal and communication skills
  • The ability to build relationships across the organization and collaborate as necessary to accomplish goals
  • Maintain strong industry and product knowledge
  • General knowledge of Microsoft Office
  • Willingness to engage in both tactical hands-on work and strategic work as needed to manage and complete priorities

How much should I expect to travel?

  • Willingness and ability to travel up to 50% of time
  • Territory: Nationwide US

Employees in roles that require travel will need to be able to qualify for a company credit card or be able to use their own personal credit card for travel expenses and submit for reimbursement.

Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system! 

Equal Opportunity/Affirmative Action Statement

Change Healthcare is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information,  national origin, disability, or veteran status. To read more about employment discrimination protections under federal law, read EEO is the Law at and the supplemental information at

If you need a reasonable accommodation to assist with your application for employment, please contact us by sending an email to [email protected] with “Applicant requesting reasonable accommodation” as the subject. Resumes or CVs submitted to this email box will not be accepted.

Click here to view our pay transparency nondiscrimination policy.

Change Healthcare maintains a drug free workplace and conducts pre-employment drug-testing, where applicable, in accordance with federal, state and local laws.