Sr. Area Sales Manager, East

Vocera Trenton , NJ 08601

Posted 2 weeks ago

Location: Home Office, New Jersey, Philadelphia or Ohio, United States

Type of Employee: Full Time

Vocera delivers the leading platform for clinical communication and workflow. Our mission is to simplify and improve the lives of healthcare professionals and patients while enabling hospitals to enhance quality of care and operational efficiency. Hospitals and health systems around the world have selected our solutions to enable care teams to communicate and collaborate using smartphones or our hands-free, wearable Vocera Smartbadge and Vocera Badge. Our platform is interoperable with most clinical and operational systems used in hospitals. In addition to healthcare, Vocera is found in luxury hotels, aged care facilities, retail stores, schools, power facilities, libraries, and more. Vocera is headquartered in San Jose, California, with offices in San Francisco, Indiana, Canada, India, United Arab Emirates, Australia, and the United Kingdom. Learn more at www.vocera.com and follow @VoceraComm on Twitter.

Position Description: Vocera is seeking an ambitious Sr. Area Sales Manager to lead identifying new customer sales opportunities in a designated territory, developing a sales pipeline, managing the sales cycle and achieving new customer booking goals. A key focus is extending the reach of Vocera as an enterprise-wide solution with new customers as well as some expansions with existing customers. This position will be based out of a geographic home office and will require local travel to customers and prospects within the designated region.

Responsibilities

  • Quota achievement: Identify, qualify and close new customer sales opportunities. Consistently meet or exceed quota targets within an assigned territory

  • Sales Strategies: Plan and implement effective territory sales strategy required to progress deals through the sales process

  • Pipeline: Maintain necessary pipeline to support quota achievement quarter over quarter

  • Achievement of deals: Advance opportunities efficiently and with a sense of urgency through the sales cycle

  • Executive relationships: Build and maintain executive and key stakeholder relationships through the C-suite to build trust and close deals

  • Lead solution focused customer presentations, including coordinating the involvement of all necessary internal team members

  • Accurately forecast business and sales pipeline

  • Ensure positive communication and collaboration with key internal stakeholders and teams; leverage corporate resources effectively to maximize success of your territory

Competencies

  • Executive presence and influencing skills; excellent negotiation and ability to close deals

  • Superior communication skills (written, verbal, presentation) especially the ability to present concepts and articulate business value in a clear concise manner

  • Strong interpersonal skills to build positive, productive, and effective professional working relationships with internal teams and external partners

  • Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels

  • Solid understanding communication technology trends and industry dynamics in healthcare

  • Ability to effectively convert leads into new relationships and closed deals, self-starter

  • Strong sense of creativity and innovation, with integrity and respect for others

Requirements

  • BA/BS degree or equivalent; advanced degree a plus

  • 8-10 years of direct health care sales experience in technology, software (clinical systems or other business applications), services, and/or medical devices. Experience with wireless communications preferred

  • Proven track record of consistently meeting and/or exceeding sales quotas

  • Disciplined use of a formalized sales methodology; e.g., The Complex Sale, Target Account Selling, Power-Base Selling, etc.,

  • Enterprise complex deal experience selling a multi-faceted solution

  • Experience with Salesforce.com, and virtual meeting and presentation tools

  • 50-75% travel within assigned region

Belief in Diversity

Vocera Communications is an Affirmative Action Employer committed to workforce diversity. Qualified applicants will receive consideration without regard to race, sex, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, or genetic information.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Workplace Experience (Wx) Advisory Director / Sr Director

Avanade

Posted 7 days ago

VIEW JOBS 3/28/2020 12:00:00 AM 2020-06-26T00:00 Role: Workplace Experience (WX) Advisory Practice Level: Director / Senior Director Mobility: up to 100% What will your impact be? Avanade is a leading digital innovator. We have the agility and energy of a start-up, backed by the resources of Accenture, Microsoft, and the Center for Information Systems Research (CISR) at MIT Sloan School of Management. Here you will find a team of people who thrive on turning ideas and innovations into breakthrough results for leading companies around the world. Ultimately, we're not just making business better; we're making life better for our clients and their customers. We are looking for inspired business management and digital consultants with a passion for shaping, selling, and delivering transformational solutions that make a real difference for our clients, their employees, and their customers. Do you dream big and have the motivation to bring your ideas to life? Do you know what it means to "break the mold" and build something new? Are you inspired by the power of digital and the workplace of the future? If your answers are "Yes!" we want you to join our team! About the role By choosing to work with Avanade, you will be joining a leader in digital, workplace, and employee experience transformation. We are recognized for providing insightful Microsoft eco-system enabled solutions and applying innovative digital studio experiences to complex business problems. You will work in a fast-paced environment that is pioneering, collaborative and supportive of your personal and professional development. Our track record of commercial success and our growth ambition will provide you with a fantastic platform for your career. Your role will focus on growing a digitally enabled Workplace Experience (WX) transformation line of business spanning sales, delivery leadership and capability development. Your responsibilities You will focus on providing business management advisory and implementation insights and services to help clients realize meaningful business growth through workplace and employee experience transformation. You will work with account teams to shape, sell and oversee the delivery of propositions that address client challenges in the areas of employee experience strategy and transformation, employee analytics and insights, employee value proposition modernization, workforce transformation, culture change and physical workplace design. You will be passionate about: * Developing employee and team centric experiences (using data driven insights) that have parity with, or are better than, customer experiences to drive innovation, productivity improvement and retention of top talent at scale * Developing and evolving future focused workforce and organization transformation strategies propositions and solutions * Driving cultural and operating model change as part of the transition to a high-performing, employee-centric modern workplace As a Director / Senior Director you will: * Play a leading role in business development / sales activities by working closely with account and sales teams to ensure proposition and solution alignment, i.e. alignment across client expectations, contract, financials, solution and capability to deliver * Lead recruitment and talent development activities * Lead marketing and communications activities to help us grow our business * Manage significant Avanade partner relationships About you We are looking for candidates who have 6 to 10 years of relevant experience, and who can demonstrate skills and a successful track record in the following areas: * Extensive experience in leading the design and development of client workplace and employee experience strategies * Experience in providing best-in-class insights from a range of industry experience to help guide clients on how to evolve and develop their employee value proposition * Experience carrying and delivering a quota for selling large, integrated workplace / employee experience solutions, and the associated organizational/cultural change as a sales leader. Workplace solution experience should cover one or more of the following: o Digital platform to promote staff and supplier/partner engagement o Culture change centered on innovation and/or digital o Operating model and organization design o Workforce analytics and development of predictive models o Solutions for network enabled co-creation and innovation o Digitally enabled knowledge and expert connections o Task and/or process automation and augmentation o Hyper-personalized learning, goal planning and performance management * Experience with workforce, culture and operations assessments, and the development of actionable insights, to inform organizational change, covering people, processes and technology * Experience with defining high level enterprise digital (business and technology) architectures to support employee experience transformation strategy recommendations * Experience of shaping, selling and overseeing implementation of employee experience, organizational change and workforce transformation programs * Very strong, executive level communication skills (both written and verbal), and the ability to develop and mentor others * Ability to collaborate with technical resources to define solutions and the underpinning technical architecture. Familiarity with industry-recognized Agile-DevOps methodologies / frameworks You will have a bachelor's degree in a relevant field of study, or an equivalent combination of education and experience. An advanced degree or MBA is strongly preferred. Additional desirable experience includes * Developed and cultivated C-Level client relationships in HR, Technology and Line of Business domains * Deep industry knowledge covering two or more of the following: Banking, Insurance, Products, Retail, Energy, Utilities, Health and Public Sector * Experience in large-scale culture change initiatives in a corporate environment * Contributed to the design, assembly, pricing and delivery of workplace and HR transformation deals * Well-versed in new technology-enablement and transformation leadership to help clients assess, build, transform and operationalize new capabilities Avanade Trenton NJ

Sr. Area Sales Manager, East

Vocera