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Job Details

Watson Health Client Executive - Southwest

Company name
International Business Machines Corp. (IBM Corporation)

Phoenix, AZ

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Job Description

LOCATION: You should reside in the sales territory which includes Oklahoma, Texas and New Mexico.

It’s time to transform health with new ways of working to improve approaches to care, productivity and well-being. Watson Health’s cognitive systems understand, reason and learn – helping to translate information into knowledge that can help drive more informed decision-making. With cognitive computing, we can see and analyze more data than ever before – and achieve more than we ever thought possible.

IBM Watson Health is looking for talented individuals destined to usher in the next era of healthcare. We live in a moment of remarkable change and opportunity. The convergence of data and technology is transforming healthcare and life sciences organizations today. New opportunities are being created that never existed before to meet the demands of this transformation.

Working under minimal supervision Watson Health Client Executive (CE) , is an enterprise level, direct contributor sales position responsible for selling all Watson Health solutions across large Healthcare Integrated Delivery Networks (IDNS)/Providers throughout a defined geography within the United States. The CE will work directly with named IDNS to understand their current business requirements around both departmental and enterprise wide visions including, but not limited to: Cognitive and Artificial Intelligence assistance platforms, Enterprise Data Management, Value Based Care, Population Health, Oncology, Genomics, Clinical Trials Matching, Infrastructure and Storage requirements., SaaS, Global Financing and Consulting Services. The CE will represent Watson Health and provide leadership within the account acting as the quarterback, spearhead strategic opportunities, while guiding and working directly with product specific Sales Specialists, Ambulatory Sales Reps, and Subject Matter Experts.

Essential Job Duties

Net New business development with large IDN’s/Providers

Build key relationships within the C-Suite and departmental leadership teams

Meet or exceed all assigned quotas for sales, related applications and components

Participate in and manage contract negotiations

Analyze customer's needs and recommends solutions that best meet customer's requirements

Emphasize scalable features such as flexibility, cost, capacity, and economy of operation

Able to reach a consultative level of selling with the customer

Quarterback and collaborate within internal team selling model

Increase bookings and revenue targets YOY

Required Technical and Professional Expertise

Proven ability within a complex sales cycle, to sell the value of solutions through a consultative approach to the C-Suite of Hospitals: CEO, CFO, COO, CMO, CIO, CMIO, Chief Quality, Chief Oncologist, Chief Marketing, Chief Radiologist, Chief Cardiologist, Chief of Innovation, etc

Minimum 5 years of sales experience in healthcare IT

Consultative selling skills

Experience with complex clinical systems sales and long sales cycles.

Have a rolodex of existing C-Suite within the defined geography

Present with confidence, the ability to perform successful contract negotiations

Establish a firm understanding of healthcare industry trends

Preferred Tech and Prof Experience

Imaging workflow knowledge a plus

Healthcare Information Exchange (HIE) sales experience a plus

Value Based Care and Pop Health experience a plus

Oncology experience a plus

Consulting Services experience a plus

Target Account Selling” or “Strategic Selling” training mandatory

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Company info

International Business Machines Corp. (IBM Corporation)
Website :

Company Profile
International Business Machines Corporation provides information technology (IT) products and services worldwide. The company’s Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporation’s Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The company’s Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.

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