Territory Sales Manager - Enterprise Accounts (Midwest)

Description

About the Company

TeraRecon is a leader in advanced visualization and artificial intelligence solutions. Our flagship product, Intuition, is the market share leader for radiology and cardiology advanced visualization. Our AI division was awarded the best new radiology vendor for 2018 and nominated for best new software in 2019 by readers of industry news leader, AuntMinnie. Further, we were recently named the 2020 KLAS Category Leader for Advanced Visualization. We are committed to redefining advanced visualization by leveraging machine learning and improving radiology workflows through personalized automation that increases efficiency. TeraRecon is a privately held global company with its world headquarters in Durham, NC, and major offices in Tokyo, Japan; Frankfurt, Germany; Fremont, CA and Acton, MA. While our employees are located across the world, we work as one company, functionally aligned, and goal-driven. TeraRecon’s transparency and collaborative work environment foster an energetic and inviting culture.

About the Position

The Territory Sales Manager, Enterprise Accounts will be working with executive leaders and project sponsors in the large, healthcare provider market to drive TeraRecon technology sales specific to medical imaging intensivists, including radiologists, neurologists, cardiologists, vascular surgeons, and other specialists.  The primary objective of the role is to close multi-year software agreements promoting the utilization of lifesaving, AI-powered advanced visualization applications that accelerate care and significantly improve clinical decision making.  Supported by the premier reputation of a trusted industry leader, this person will position the company as the undisputed innovator of true enterprise-wide imaging AI decision support solutions. 

By combining the company’s patented AI platform and image processing algorithms, our new AI-powered advanced visualization suites transform what was once a static and cumbersome workflow into an intuitive, web-based, near-zero-click experience. The company’s AI platform facilitates the development, visualization, and integration of AI-derived clinical insights as part of the next generation of medical imaging workflows that empower faster and better-informed patient care.

This role will specifically target the C-Suite and work simultaneously with the boots-on-the-ground clinical leadership of the nation’s largest and most impactful health systems. Leveraging our highly capable team of clinical subject matter experts and technical product specialists, the Enterprise Territory Sales Manager (TSM) will own the responsibility for selling the company’s ever-expanding range of AI solutions and Intuition 3D offerings to its highest value installed base customers (Strategic customer segment). The role focuses on selling the entire ecosystem of TeraRecon solutions and products.

In this position and with this technology, the TSM will play a significant role in the medical imaging industry’s adoption and utilization of new AI powered workflows in image intensive clinical specialties.  This role aligns to our corporate mission of bringing continuous innovation to our customers while also improving the efficiency and efficacy of imaging in healthcare.

Seeking a driven, talented and proven enterprise sales professional with a passion for selling to the C-suite. Reporting to the VP of Sales, Enterprise, this individual will have a consistent track record of building relationships and closing deals with a contract value of $500,000 or more, which expand to become a standard of care within these health systems. Experience leveraging existing relationships and building new ones, both internally and externally, will be paramount to success, and this individual should demonstrate a high degree of perseverance, continuous prospecting, relationship ownership and accountability. The ideal candidate is a high achiever who has a thirst for perfecting their craft.  The ideal candidate will be resourceful, leveraging internal structures, processes, and a continuous learner who can sell the full value of our rich portfolio of advanced visualization and AI-enabled solutions. The successful candidate delivers consistently, is motivated by and thrives in an autonomous environment, and takes ownership of the sales process from prospecting to close and beyond.

The position is a remote field position, covering Midwest region.

Responsibilities:

• Understand the clinical advanced visualization ecosystem to achieve quota and grow the business significantly and continuously
• Effectively communicate the value proposition of TeraRecon products as well as their market differentiators
• Systematically sell simultaneously to both parent and child accounts in each assigned enterprise to ensure top-down and bottom-up opportunity coverage
• Achieve <5% attrition at accounts within the territory
• Establish trusting and direct relationships with key departmental and C-suite stakeholders
• Represent and communicate the vision for our company, through formal presentations and informal customer discussions
• Leverage TeraRecon’s senior executive team effectively and efficiently to support large, strategic customer engagements
• Develop and execute  a detailed annual sales plan for each of the assigned strategic accounts, creating qualified (budgeted) pipeline equivalent to 4x the annual objective
• Provide customized-to-the-customer presentations using the company supplied sales tools and leverage product demos in context to support the closing objective
• Utilize value-based (ROI) selling methodology
• Nurture and expand the company’s relationship with customer executives via bi-annual business reviews, designed to drive new use cases and technology adoption
• Manage and track customer engagement, opportunity development, and weekly tactical and transactional information on all active pursuits in CRM
• Provide weekly reporting of pipeline and forecast accuracy updates and management calls
• Remain abreast of market trends, competition, competitive issues, and products
• Practice clear, transparent, and effective  communications with management, customers, and supporting team members
• Participate in team-building and company growth activities including strategy setting, sales training, marketing efforts, and customer care
• Travel to customer locations and industry events in support of sales efforts
• Identify and build relationships with health systems groups
• Leverage existing network and develop referring relationships with KOL communities, as well as partnering with the TeraRecon Intuition sales team
• Position yourself as a thought leader to build trust and educate key players and prospects in your target market about TeraRecon solutions
• Partner seamlessly with VAR partners and other indirect sales teams to lead a coordinated and effective team selling effort to land large Enterprise deals in assigned accounts
• Other duties as assigned

Qualifications:

• Track record of consistently achieving quota and managing complex sales of $500K+
• 7 years’ experience successfully selling enterprise clinical software
• Demonstrated experience selling enterprise subscription / SaaS solutions
• Demonstrated success in selling directly to the C-suite in large health systems
• Ability and desire to prospect and self-generate robust pipeline to achieve the sales quota
• Ability to close deals on time and within company-standard discounting parameters
• Strong written and verbal communication skills, including public speaking
• Strong work ethic, self-directed, and resourceful
• Strong customer references

Education:

• BA/BS degree, with MBA preferred

TeraRecon is an equal opportunity employer and a Federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or veteran status.  For more information, please refer to the “EEO is the Law” poster. 

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