Sales and Strategic Alliances Lead

Job Description for Sales and Alliances Lead

Job Status:  Exempt, Full Time

Reports to:  Vice President Sales and Strategic Alliances


Primary Job Function:

Perform as a key leader on the Sales Team of Gray Matter Analytics, working in a highly collaborative environment partnering with other leaders and staff on the Product and Services-Solutions teams driving business development and sales across the company.  This leader will be responsible for developing new client relationships, growing pipeline, developing strategic alliances and closing-winning deals that contribute to the overall company growth goals.  In addition, this leader will contribute towards the overall strategic direction of the organization and serve as a representative on behalf of the company to the healthcare industry.

Essential Job Functions:

This leader will perform many job functions; however, Business Development, Sales, and developing Strategic Alliances are the top priorities.

  • Business Development and Sales:
    • Working in close collaboration with key Management Team executives driving client sales to establish new client relationships, identify and qualify new opportunities, and develop winning proposals that sell our Services and Solutions portfolio, and achieve the growth goals of the company
    • Support client prospecting and active pursuits to identify client needs, scope new opportunities, tailor sales collateral, provide solution demonstrations, and develop proposals to sell Services and Solutions
    • Support client contracting processes including reviewing and/or developing Master Service Agreements, Statements of Work, Business Associate Agreements, and developing internal pricing models and staffing plans
    • Support sales efforts to expand existing client relationships and sell add-on opportunities for Services, Solutions and the CoreTechs® Product Subscriptions
    • Have accountability and responsibility for an individual sales target and shared company level sales and billings targets
  • Strategic Alliances:
    • Develop joint go to market plans for two Strategic Alliances, including operating model, sales model, delivery model, and financial and contractual agreements
    • Joint pipeline development and client alignment of Gray Matter and Alliance partner firm account teams
    • Joint solutions-services offerings definition, and respective collaboration with Gray Matter Product and Services teams
    • Development of value propositions and sales collateral working with Gray Matter Marketing team
    • Oversee client service delivery of engagements jointly sold and being delivered with an Alliance partner


Qualifications & Desired Skills:

  • A minimum of 7-10+ years of experience with an understanding of business development and sales of analytics software-based solutions and services to healthcare clients; either in healthcare product or consulting firm or directly with a commercial payer, health system or provider organization
  • Excellent verbal and written communication skills, client proposal development
  • Working knowledge of following a defined sales method/process for qualifying opportunities and advancing deal stages to close
  • Knowledge and understanding of healthcare data and analytics capabilities
  • Comfortable supporting multiple simultaneous client pursuits with competing demands
  • Client delivery experiences including: account management and/or project leadership roles on client implementations
  • Prior experience with Strategic Alliance Partnerships, where two companies defined the joint go to market model, plan, solutions, and drove progressive sales achievement and client delivery successes
  • Advanced degree preferred (e.g., MBA, MHA, MPH)
  • Ability to travel (20-40%)


Gray Matter Analytics is an Equal Opportunity Employer. Gray Matter Analytics does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.  All employment is decided on the basis of qualifications, merit, and business need.