Client Partner, Healthcare

The Client Partner is responsible for developing and nurturing long-term client relationships, serving as a strategic business partner, driving account revenue and margin growth, as well managing the overall delivery process and ensuring client satisfaction for assigned clients. The Client Partner serves as the primary executive contact for assigned clients and interacts on a day-to-day basis with personnel (both client’s personnel and Technossus’ personnel), as well as serving as a trusted advisor while setting the overall account strategy, planning, coordination, and management of all related sales and delivery activities.

The Client Partner is responsible for developing, maintaining and managing the business relationship with assigned clients in order to manage and implement projects and to identify new business opportunities. This includes working with the Technossus delivery teams to manage clients' expectations during project delivery, establishing and maintaining relationships at all levels of the client’s organization, and increasing partner loyalty throughout the course of an engagement as well as post-engagement.

The Client Partner role also includes leveraging available channels to obtain information about a clients' ongoing and future strategic business needs, with a view of increasing profitable business and developing sales pipeline opportunities with a win-win mindset. The Client Partner will partner with the Technossus delivery team and understand project risks and outcomes, address project scope-creep, change orders, objections and related issues, inter-team and interpersonal dynamics, and other delivery issues that could foreseeably negatively impact profitability, feasibility, relationships, and other key aspects of the engagement.

Core Responsibilities:

• Serve as a “trusted advisor” to clients providing a mix of strategic and tactical management experiences
• Build relationships with existing clients to ensure that they are adequately engaged in the project and are receiving the highest level of value from service offerings
• Provide leadership and direction to client teams and business unit personnel, fully leveraging all direct and indirect resources and ensuring optimal levels of productivity, service, communications, & quality for assigned clients
• Direct team activities on assigned projects to ensure full collaboration and partnership and leveraging Technossus’ full complement of resources to support the business
• Proactively work with clients to understand their current IT/software business initiatives

• Engage with client contacts across all areas of the client’s business on a regular basis to cultivate successful client relationships, delivering a continuous flow of business-building ideas, while securing relationship and performance feedback
• Possess a deep understanding of an assigned client’s business and technical environment and competitive landscape. Actively consult with assigned clients to identify client initiatives and projects where Technossus can provide solutions and training for upselling value-add opportunities
• Identify business development opportunities that are aligned with assigned client agendas and develop compelling business case/response to drive revenue opportunities. Maintain direct revenue responsibility of $3-5MM and billable utilization range of 50-70%
• In addition to serving as delivery lead for assigned client projects, work with the delivery team to ensure delivery successes to drive growth and quality of business
• Achieve year-over-year efficiencies and consistently meet gross margin targets

• Lead teams in developing and publishing materials used in the sales process, including proposals, contracts, and statements of work
• Interact with assigned client’s vendor management/financials teams and maintain efficient flow of contracts, invoices, and payments
• Develop an account strategy for assigned clients and manage to such plans, including developing a deep understanding of the client’s organizational structure by maintaining current organizational charts
• Partner with Business Development/Sales Executives to manage client relationships
• Maintain an accurate account growth pipeline within the CRM system and forecast revenue results on a quarterly and annual basis

Qualifications:

• Have deep industry experience with Healthcare, HIT or informatics specifically in the provider environment.
• Have direct experience driving and or participating in initiatives such as digital health, virtual health, Cloud, intelligent automation, data analytics Population Health, Revenue Cycle Management, etc.
• Mix of account growth experience (client interaction, capability of establishing and maintaining relationships with CIOs, CTOs, VPs, etc.) and service delivery experience. Sales candidates without service delivery experience is not sufficient.

• 5 years of healthcare experience in business development, account growth and/or sales and delivery of technology-related professional services, or consulting firm experience
• Demonstrable understanding of current software development methodologies and processes, including, without limitation, Agile and Waterfall methods and approaches to software development
• Demonstrated enthusiasm for building a business, exhibiting a personal sense of urgency and capacity to identify, and overcome obstacles to achieving success and leading teams through complex technology solution sales initiatives
• Experienced in building trusted relationships with CXOs and business decision-makers
• Passionate about helping healthcare clients achieve their mission through technology. Ability to respond promptly and effectively to clients' needs and issues

• Demonstrated ability to negotiate and articulate complex concepts/business issues verbally and in writing to clients, consultants and management
• Ability to prioritize multiple responsibilities
• Proven ability to develop business relationships
• Bachelor’s degree in an IT, Data Science or Healthcare related field required, Master’s degree preferred
• Outstanding ability to work within a team environment including both on and offshore colleagues

• Excellent communication (verbal, written and presentation) and leadership skills required; strong command of the English language
• Proven ability to successfully interface with executives, management and navigating organizational structures and hierarchies
• Above-average ability to use the MS Office suite (Word, Outlook, Excel, PowerPoint); and Client Relationship Management software
• Exceptional attention to detail, follow-up, and organizational skills

Benefits

Our job titles may span more than one career level. The starting base pay for this role is between $135,000.00 and $170,000.00. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs, and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus and benefits.

Benefits:

• Medical, Dental, Vision
• Health Savings & Flexible Spending Account
  • Health Care FSA
  • Dependent Day Care FSA
• Company paid life, AD&D, & LTD insurance
• Flexible PTO policy
• Continued training to level up your skills
• Supplemental benefits available:
  • Accident Insurance
  • Critical Illness Insurance
  • Hospital Indemnity
• Employee Assistance Program