Company Overview

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. 

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.

Job Summary

Summary:

The Director/RVP, Client Outcomes is responsible for a defined set of named strategic accounts in the US market, managing a sales team consisting of six (6) Client Outcomes Executives, selling the value proposition for Nuance’s Provider Solutions healthcare solutions. The portfolio includes all of the AI Solutions Nuance sells to enable our clients to achieve a “First Time Right’ outcome. Capabilities include speech, transcription, Computer Assisted Physicians Documentation (CAPD), Clinical Documentation Improvement (CDI) and Ambient Clinical Intelligence (ACI) solutions. Key focus is on both new account development and expansion within existing accounts.

The RVP and their team are expected to foster effective relationships with the senior executives and influencers at the defined accounts, with experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace. The RVP will assist the sales team with developing prospects through obtaining an understanding of organizations’ clinical documentation plans and EHR deployment, managing strategic selling opportunities, problem solving, presenting software product solutions and closing sales, while exceeding assigned territory quota.

The Director of Sales for COE is responsible for:

• Delivering against FY bookings, ARR and revenue targets 
• Generating and sustaining sales pipeline that is 2-4x FY booking targets
• Driving value-based sales and ensuring the team follows Nuance's opportunity and sales processes.
• Partner with Marketing to execute against marketing generated leads
• Performing tasks related to securing and keeping the products, tools, and processes that you are responsible for secure
• Collaborating with the Customer Success Organization to build out effective account management program to support ‘land & expand’ growth strategies

Knowledge, skills and qualifications – 

• Education: BS with Masters/MBA is desirable
• Minimum of 15 years' overall experience: 3-5 years managing a sales team and 10 years selling software solutions or services into healthcare facilities

Required Skills:

• Ability to develop and mentor sales executives and be successful managing a team of 5-15 employees
• Possesses a clear understanding of the inpatient and ambulatory market, with a strong background in building teams to support high volume sales plans, eCommerce experience a plus.
• Demonstrates a clear understanding and passion for the current competitive landscape in Clinical Documentation, Coding, Medical Transcription/Medical Records, Clinical Language understanding.  
• Extremely consultative in the selling process and able to effectively train in that area.  Possesses a creative mindset to shapes creative custom deals.
• Demonstrated solution selling skills and able to competently explain all Nuance Healthcare Solutions and align it to the client’s long-term strategic needs. Strong foundation using account planning strategies including, Miller-Heiman, Spin, Sandler, Solution Selling or other recognized sales methodologies/certifications.
• Skilled at penetrating into new accounts and exceeding multi-million-dollar annual sales quotas.
• Strong ability to forecast and accurately manage accounts, opportunities, activity in CRM. Knowledge of salesforce.com a plus.
• Ability to partner with multiple sales channels both internally (product experts, Sales Engineers, Product Specialists) and externally (channel partners and resellers).
• Demonstrated analytical skills, including ROI quantification and justification
• Ability to work in ambiguous environments and make decisions.
• Excellent communications & influencing skills required

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.