Regional Business Director - AI at Nuance

| Burlington
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Nuance is the pioneer and leader in conversational artificial intelligence (AI) innovations that bring intelligence to everyday work and life. We deliver solutions that understand, analyze, and respond to people, amplifying human intelligence to increase productivity and improve security. With decades of both domain and AI expertise, we work with thousands of organizations across a wide range of industries. 

 

Check out our team Life at Nuance!

 

Join our team! At Nuance, we are constantly reinventing how people connect with technology and with each other. Our AI-powered solutions empower organizations to transform “business as usual.” For decades, the world’s leading financial, healthcare, telecommunications, retailers, and government organizations have trusted Nuance to bring them award-winning solutions that deliver more meaningful outcomes and empower a smarter, more connected world. From clinical speech recognition technologies that free physicians to spend more time caring for patients to real-time intelligence that powers billions of customer interactions, we’re deeply committed to helping organizations push the boundaries of what’s possible.

 

To ensure that the company has the quality of leadership required to fully achieve the tremendous market opportunity in the area of Artificial Intelligence Applications through the Nuance AI Marketplace, Nuance Healthcare desires to recruit a highly accomplished executive to develop, execute and lead the Division’s North America market attack / growth plans for its AI Marketplace suite of offerings, a critical growth vector for the $1B+ Healthcare division.

This position reports jointly to the VP of North American Sales (Dotted Line) and the SVP/GM of Diagnostics Solutions (Direct Line), Health Division and will be part of both leadership teams. The focus of this position will be to further shape and lead the successful execution of the overall business plan, go-to-market strategies and profitability for these solutions in North America. Achievement will be based upon effectively segmenting the market, developing market attack plans and working with sales and marketing to achieve / exceed net new bookings plans with the desired traits (# of AI Marketplace Users, departments utilized, number of applications acquired, reference ability, etc.), continually evaluating and adjusting these plans and actions to accelerate growth. The variable compensation for the role is directly tied to achievement of the regional net new bookings target and the number of active users.

 

RESPONSIBILITIES:

  • Develop and execute a comprehensive strategy and set of actions for the growth of the North American AI Marketplace business within the Diagnostics Lin of Business (Health Division) through full emersion and understanding of current and potential markets, including market assessment, customer targeting methodology, pricing strategy, potential partners as a way to further cover the market without channel conflicts, and sales & marketing enablement ideas and plans.
  • Define/execute sales strategies for specific customer segments in the Region (e.g., messaging by -ology, algorithm, segment and end user outcomes) that quickly achieve new sales and create pathways for “expansion” that can be executed successfully.
  • Develop market attack plans using a repeatable methodology to drive market share – e.g., understand algorithm utilization, usability of algorithm, which algorithm vendors have the best solution, which -ology benefits the most from the algorithm, cross department benefits, financial stability, interest in solution / willingness to pay, key buying factors (e.g. budget), decision makers, buyer’s specific purchasing journey, etc..
  • In-directly lead and influence a group of highly skilled sales / Account Executives & market specialists: Inspire, motivate, lead and where necessary grow and / or make upgrades to the team.
  • Customize / deliver product training sessions to sales (e.g., AEs, Specialists, etc.) in Region
  • Help define / influence the marketing plan for the business for the Region – e.g., Tradeshows, Customer events, Digital Marketing, Sales tools, Press Releases; provide input and guidance on developing specialty / segment specific sales collateral.
  • Coordinate / lead, with the sales and divisional teams, a regular cadence of meetings / updates with standard dashboards on the overall plan’s effectiveness.
  • Develop a process to iterate on the strategy: provide market and competitive insights – e.g., Primary (customer profiles, surveys, win / loss and other pipeline analysis) and Secondary (e.g., Advisory Board, Definitive, KLAS); Utilize sales funnel analytics to assist the sales team on risks, opportunities and associated plans; coordinate and provide direction to a data team within sales operations.
  • Identify key customers for customer testimonials. RBMs to determine w/VP of Sales show sites for specific segments while product specialists to drive and manage show site visits and demos, and the AE’s/Specialists to maintain and own relationships of the show site.
  • Refine / recommend local pricing and configuration for product, based on customer needs and competitive dynamics in the Region. Coordinate any special pricing required and obtain appropriate levels of approval.
  • Participate / influence the development and execution of key operational processes (e.g. onboarding process for new ‘land’ customers).
  • With the broader leadership team, establish roles and responsibilities frameworks for various functions with respect to customer contacts such as
  • Marketing, Sales, Implementation, Training, Support, and Product Development.
  • Feedback insights / participate in roadmap meetings with the product team, clearly defining a prioritized set of next features by customer / market segment for the region.


IDEAL EXPERIENCE:

Nuance is looking to recruit a senior Healthcare executive with a track record of successful management and execution of complex go-to-market strategies and business initiatives to successfully introduce and grow new products into the market that are innovative. The successful candidate will possess in-depth knowledge of health information solutions serving the provider market (hospitals, health systems and physician practices), and more specifically deep domain expertise in bringing highly sophisticated products to the market that deliver ROI to customers. He/she will bring functional expertise in market assessment and voice of customer efforts, market growth plans that incorporate robust sales coverage plans and the corresponding sales enablement initiatives, having previously led market assessment teams, regional product specialist teams, and / or sales teams. The best candidate will have held sales and / or market roles and demonstrated a strong ability to create and execute market-based growth programs.

 

  • 10+ years of experience in global healthcare information technology and services, ideally in solutions dealing with large healthcare delivery enterprises.
  • A Bachelor’s degree in business management or related field; MBA strongly preferred
  • 5+ years functioning in a role within the healthcare industry focused on product introduction and go-to-market strategies.
  • Extensive, up-to-date knowledge of Radiology IT systems including PACs, Viewers, VNA’s, Workflow, Reporting and specifically AI in Radiology knowledge and experience
  • Demonstrable cross functional leadership that improves / increases the skill sets of others
  • Superior execution, analytical and operational capabilities, able to methodically but rapidly drive results.
  • Exceptional planning and commercial skills. Has the ability to work with the existing management team to refine and communicate the vision, strategy and (most importantly) the actions to accelerate growth in this new innovative area of the business.
  • Must have a strong product orientation with a focus on listening to the customer / market to effectively prioritize where commercial resources spend time and money is spent.
  • Accomplished leader that creates a results-oriented culture where he/she can mobilize and energize large, complex cross-functional teams in a matrixed organization.
  • Requires superior communication and interpersonal skills to inform, lead and influence key stakeholders. Direct and transparent communication style highly preferred.
  • Customer and execution-focused w/ transparency; lead through change; inspire people
  • Ability to collaborate with and influence, large distributed teams with diverse skill sets
  • Fact based and analytical decision maker, while collaborative and highly communicative using easy to understand process orientation.

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

 

Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by law or Nuance policy.  If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.

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Location

Our headquarters is in Burlington, 30 minutes from downtown Boston, right off 128 and across the street from Wayside Commons (hello, shopping!).

An Insider's view of Nuance

What’s the vibe like in the office?

I enjoy being part of our diverse team. There are more than 20 nationalities represented, and we have quite different educational backgrounds and roles, like speech scientists, engineers and business people. We expanded the Vienna office in the last few years, and we cover all ages and levels of experience.

Gerhard

Senior Director Engineering - Dragon Medical One

What does your typical day look like?

On the Digital team, we work with the world’s most prominent and trusted brands, every day. Those brands depend on us every day to delight their consumers. We’re a true partner in their success; and we do it with the world’s brightest minds, and some really cool technology. Nuance truly empowers its people to change the world we live in.

Ben

Director, Software Development

How does the company support your career growth?

Career mobility ties into career development. You bring these core skill sets into these different roles, but what are the skills you want to expand on and grow? How does that fit into your overall career plan? Nuance is a place where you can try on different hats by sitting on different teams, or even just trying them on in your current role.

Michele

Program Manager, R&D Transformation Initiatives

How do you empower your team to be more creative?

We unlock the creative potential in everyone by creating an environment where people can trust each other and express their views freely. We follow three principles: focus on the customer and empathize to understand their needs, encourage risk taking, and create a platform to share the stories outlining creative ways teams solved problems.

Raghu

Vice President, Engineering

What projects are you most excited about?

I'm most excited about how we will take our expertise gained in the Voice channel to help customers deliver the same frictionless, yet highly secure experiences via Digital Web and Mobile channels.

Danny

Fraud and Biometric Sales Executive

What are Nuance Perks + Benefits

Nuance Benefits Overview

Our success as a company is made possible by our employees. Your passion, curiosity, and tenacity propel us forward and produce more value for our customers and stakeholders. In turn, we're committed to taking care of you with our comprehensive benefits and awards.

There's nothing more important than the wellbeing of your and your family. Our medical, dental, vision and financial health plans provide peace of mind now and in the future. Your family and friends will enjoy spending time with you thanks to our generous paid time off and flexible work benefits. And you will feel empowered to be your best self by utilizing our fitness and wellness offerings.

Culture
Volunteer in local community
The Nuance Cares program offers employees up to 16 volunteer hours of paid volunteer time off each year supporting a qualified non-profit organization of their choice.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Nuance employees can contribute up to the IRS maximum annually to their FSA.
Disability Insurance
Short-term disability insurance covers 100% of annual salary for a 26-week maximum. Nuance also offers long-term disability.
Dental Benefits
Our dental plan covers $2,500 of expenses.
Vision Benefits
The vision benefits plan covers 100% for annual eye exams with $150 for glasses and contact lenses.
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Nuance's team fitness initiatives include in-office yoga classes and sponsorship of a race team for the J.P. Morgan Corporate Challenge.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Nuance offers a 401(K) plan through Fidelity Investments.
401(K) Matching
Nuance provides employees with a 401(k) matching plan managed by Fidelity. We match 100% of the first 3% of eligible compensation and contributions up to 50% of the next 2% for a maximum of 4%.
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
We match dollar-for-dollar for a maximum of $1,000 annually.
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
We provide up to 12 weeks of parental leave for the primary and secondary caretaker.
Flexible Work Schedule
Remote Work Program
Family Medical Leave
We provide up to 12 weeks of paid leave to care for a family member with a serious medical condition
Adoption Assistance
We reimburse up to $10,000 for eligible adoption expenses and 12 weeks of paid leave.
Return-to-work program post parental leave
Company sponsored family events
Fun and exciting bring your child to work program.
Vacation & Time Off Benefits
Generous PTO
Nuance employees receive between 20 and 25 days per year of paid time off based on years of service. We also provide 11 paid company holidays annually.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Nuance proudly includes Paid Sick Days as part of our overall Paid Time Off policy.
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits for all employees.
Game Room
Stocked Kitchen
Nuance offers unlimited free style soda machine, Bevi drinks, cold brew coffee, iced coffee, specialty coffees including Dunkin & Starbucks.
Parking
We offer employees Free on-site parking including car pool spots, expectant mothers and electrical charging stations.
Relocation Assistance
Fitness Subsidies
Nuance reimburses its employees up to $150 annually for many of the most common health and fitness services and activities.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Nuance offers employees professional development opportunities like Annual individual budget for training, Onsite training courses, The ability to attend job related conferences and seminars.
Tuition Reimbursement
Our tuition reimbursement plan offers an annual max of $5250.
Diversity Program
Lunch and learns
Nuance hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
Nuance funds business relevant certifications.

Additional Perks + Benefits

Nuance supports our Employee Resource Groups (ERGs): Nuance Pride, Women in Nuance (WIN), Multicultural Association for Diversity Empowerment (MADE). These groups sponsor internal and external events and activities to create awareness, provide resources and foster relationships across the globe.
We provide a choice of two medical plans. With our High Deductible Health Plan, Nuance provides a company contribution to the Health Savings Account.
We provide access to thousands of discounts and access to voluntary benefits such as pre-paid legal insurance, identity theft protection and long term care insurance
We also now reimburse up to $10,000 for surrogacy.

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