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. 

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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.

This position will help to enhance the performance of the healthcare system and the health of the people and communities they serve.  

There is a large market opportunity by combining the innovation assets from across Nuance to address the strategic objectives of Payer and Pharmacy Benefit Managers to:

• Provide better health and quality of care for individuals and communities
• Expand access to quality healthcare
• Reduce total cost of care
• Simplify consumer experience making it easier to navigate the healthcare system

Nuance has already experienced tremendous success in providing solutions to Health systems, Payers, and Pharmacy Benefit Managers with individual solutions.   This position will expand our perspective in the ways we can help to drive further growth in these segments.

As such, Nuance’s senior management team has decided to pursue this addressable market opportunity by establishing a focused team and dedicated Sales Leader.

This new Sales Leader will be an overlay in support of geographic regional sales and will report to the SVP WW Enterprise Sales.

Principal duties and responsibilities:

• In addition to working closely with the broader strategy and BU teams to incubate and stand up this new business unit, the payers/PBMs Sales Leader will play a critical and “founding” role in helping to determine the sales pitch, value proposition and evolution of the product strategy.
• This Sales Leader will work to create and foster relationships with key clients to help recruit early adopter and development partners as well as drive sales for the existing technology and services Nuance will bring to the market leveraging our world class Enterprise Intelligent Engagement technology.
• The Sales Leader is expected to create and foster relationships with Executives, Owners, and Doctors involved with the facilities and the CDOs, CFO’s, CIO’s, CMO’s, CMIO’s as well as other senior executives and influencers within the payers/PBMs market.
• As the leader in developing opportunity, and over time understanding the health systems political map, navigating the political map and representing, demonstrating Nuance capabilities as a strategic relevant partner and having the right to win in this space is critical to early success.
• The Sales Leader will also work across the healthcare sales organization to leverage their relationships and activity to help drive client traction.
• The opportunity to sell what we have o now  is real while also delivering the opportunity for Nuance and the prospect to collaborate in their journey and vision and readiness to evolve toward omni-channel intelligent engagement.
  • There will be customization required in many cases, so this role will work closely with the Business Consulting Services team in ENT.
• Must be able to build and scale the payers/PBMs sales organization based on market traction and coverage needs as this business matures in addition to developing and implementing key account plans and develop/implement a strategic business plan for the territory assigned. It will start as an overlay to the NA Enterprise team, and also leverage the payers/PBMs healthcare sales specialists in the NA HC Sales team.
• Must be able to work with partners and resellers as appropriate and as the eco system evolves.

Qualifications:

Education: Bachelor’s Degree preferred

Minimum years of experience: Minimum of 10 years, selling software solutions and services. Preferred experience in healthcare
software.

Required skills:

• Experience in selling SaaS software solutions, traditional perpetual software and professional services.
• Ability to prosper and thrive in an early-stage market where one has to sell the vision, attract early adopters and work closely with the product/services team to discover key pain points and drive the solution towards meeting client’s most critical KPIs.
• Possesses a creative mindset to shape creative custom deals – across Enterprise (voice engagement, digital engagement, security & biometrics) as well as Healthcare solutions (Dragon Ambient eXperience, Dragon Medical One, Revenue and Integrity solutions, Follow up adherence, Image Sharing, Qualification and selection of patients for personalized therapeutics through the AI Marketplace)
• Develop selling skills and ability to align value proposition within messaging.
• Strong foundation using account planning strategies including, Miller-Heiman, Spin, Sandler, Solution Selling or other recognized sales methodologies/certifications such as The Challenger Sale.
• Skilled at penetrating into new accounts and exceeding annual sales quotas.
• Experience in prospecting, replacing an incumbent and protecting the Nuance installed base.
• Experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace is a prerequisite.
• Strong ability to forecast and accurately manage accounts, opportunities, activity in CRM.
• Ability to partner with multiple sales channels both internally (product experts, Sales Engineers, Product Specialists) and externally (channel partners).
• Excel in demonstrating a confident position on healthcare and/or Enterprise business transformations.
• Demonstrated analytical skills, including ROI quantification and justification.
• Ability to work in ambiguous environments and make decisions.
• Experience working in a matrixed environment to deliver comprehensive solutions to the payers/PBMs marketplace is a prerequisite.
• Excellent communications & influencing skills required.

Preferred Skills:

• Familiarity with digital patient and/or consumer engagement a plus.
• Knowledge of salesforce.com a plus.

The territory for this role is North America (US and Canada). The position must be based within this territory, preferably within the US.

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.