Senior Sales Director, Payers & PBM at Nuance

| Burlington
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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 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.




Education: Bachelor’s Degree preferred

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

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 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.



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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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.


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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.


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.


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.


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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.


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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.

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
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
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
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Nuance proudly includes Paid Sick Days as part of our overall Paid Time Off policy.
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Casual Dress
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We offer pre-tax commuter benefits for all employees.
Game Room
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Nuance offers unlimited free style soda machine, Bevi drinks, cold brew coffee, iced coffee, specialty coffees including Dunkin & Starbucks.
We offer employees Free on-site parking including car pool spots, expectant mothers and electrical charging stations.
Relocation Assistance
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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
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Nuance offers employees professional development opportunities like Annual individual budget for training, Onsite training courses, The ability to attend job related conferences and seminars.
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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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