Job Summary
The Senior Sales Specialist is a quota-carrying individual contributor responsible for driving new business and expansion within an assigned geographic territory for DeepHealth's multi-modality population health AI portfolio, spanning breast, lung, brain, prostate, bone, and thyroid imaging. This role sells to hospitals, integrated delivery networks (IDNs), academic medical centers, and large imaging providers, orchestrating complex multi-stakeholder sales cycles and determining account strategy and commercial approach within established pricing and contracting guardrails.
Essential Duties and Responsibilities
Own full-cycle sales responsibility for the population health AI portfolio within the assigned territory, including prospecting, qualification, solution design, negotiation, and close.
Develop and execute an annual territory business plan that aligns AI use cases with target accounts, screening programs, and enterprise imaging strategies, and prioritize accounts by potential, screening volume, installed base, and competitive position.
Prospect, qualify, and advance opportunities with hospitals, IDNs, academic medical centers, and large imaging groups through complex sales cycles involving IT, InfoSec, legal, procurement, finance, and clinical stakeholders.
Coordinate RFPs, security and privacy reviews, and contracting with internal stakeholders, and lead commercial strategy to convert legacy on-premises or perpetual single-modality installations to cloud-based exam or subscription agreements.
Build and maintain relationships with executive and clinical stakeholders, including CIO/CTO, CMIO, CFO, Chief of Radiology, service-line leaders, and population health leaders.
Develop and present business cases, ROI analyses, and value-based proposals, and collaborate with product specialists, clinical experts, and solution architects on solution configuration and value propositions.
Construct multi-year, multi-product commercial structures that maximize total contract value within customer budget and procurement constraints.
Own pipeline development, opportunity hygiene, and forecast accuracy for the territory using Salesforce and related commercial tools, maintaining a qualified pipeline sufficient to support assigned quota.
Partner with Customer Success and Implementation to support successful go-lives and identify expansion opportunities, and share competitive intelligence, win/loss insight, and field learnings with peers and leadership.
Represent DeepHealth at regional and national industry meetings, professional society events, and customer executive briefings, and mentor less experienced sellers as needed.
Minimum Qualifications, Education and Experience
Bachelor's degree (required).
10+ years of professional experience in healthcare technology, medical imaging, or enterprise software sales (required).
8+ years of quota-carrying sales experience in healthcare technology, medical imaging, or a closely related field (required).
5+ years selling into hospitals, IDNs, or large imaging providers with complex, multi-stakeholder deal cycles (required).
3+ years selling software, SaaS, AI, or enterprise imaging solutions such as PACS, VNA, cloud imaging, advanced visualization, or analytics (required).
Demonstrated consistent attainment of assigned sales quota (required).
Experience with CRM tools (Salesforce or equivalent) and disciplined pipeline and forecast management (required).
Microsoft Office proficiency (required).
Executive presence and demonstrated ability to sell to C-level executives and clinical leaders (required).
Strong financial acumen and ability to develop and present ROI and value-based selling arguments (required).
Demonstrated pattern of cross-selling and bundling across multiple products or service lines (required).
Excellent written and verbal communication skills and ability to work independently in a remote, high-growth environment (required).
Preferred: Advanced degree (MBA or MS).
Preferred: Experience selling across multiple service lines (radiology plus at least one of oncology, cardiology, pulmonology, neurology, urology, or population health).
Preferred: Working knowledge of radiology workflow and enterprise imaging architecture (PACS, VNA, RIS, and EMR integration).
Preferred: Familiarity with breast and lung cancer screening programs, incidental findings management, and population health concepts.
Preferred: Experience converting a perpetual or on-premises installed base to cloud subscription agreements.
Preferred: Prior experience selling regulated (FDA-cleared) clinical software.
Quality Standards
Communicates, cooperates, and consistently functions professionally and harmoniously with all levels of supervision, co-workers, visitors, and vendors.
Demonstrates initiative, personal awareness, professionalism and integrity, and exercises confidentiality in all areas of performance.
Follows all local, regional and country laws concerning employment.
Follows all DeepHealth policies and procedures.
Follows data privacy, compliance, safety and confidentiality standards at all times.
Practices universal safety precautions.
Promotes good public relations on the phone and in person.
Adapts and is willing to learn new tasks, methods, and systems.
Reports to work regularly as scheduled; consistently punctual with respect to working hours, meal and rest breaks, and maintains satisfactory personal attendance in accordance with DeepHealth guidelines.
Completes job responsibilities in a quality and timely manner.
Travel
This position requires domestic travel up to 50 to 60%. The position requires the ability to drive a vehicle and use other forms of transportation.
Working Environment
Remote. Residence within the assigned territory is required.