Regional Sales Executive, Mid-Market
Accolade provides personalized health and benefits solutions designed to empower every person to live their healthiest life. We help millions of people and their employers navigate the complexities of the healthcare system with empathy, expertise and through exceptional service while supporting them in lowering the cost of care and improving health outcomes. Accolade blends technology-enabled health and benefits solutions, specialized support from Accolade Health Assistants(R) and Clinicians and access to expert medical opinion services for high-cost treatment decisions. We consistently receive consumer satisfaction ratings over 90 percent and have been recognized by Inc. Magazine as a Top Place to Work 2020 and Business Intelligence for Excellence in Customer Service 2020. Please visit us on LinkedIn, Twitter, Instagram and Facebook and at accolade.com. Job Description Our Mid-Market team is expanding! The Regional Sales Executive, Mid-Market is responsible for meeting or exceeding the annual bookings quota for the assigned territory. This role must be based within and will cover the following territory: Pennsylvania, Delaware, Maryland, Washington, DC, Virginia, West Virginia, Ohio and Indiana. A day in the life Consistently identifies opportunities, develops sales strategy and closes new business in the assigned middle market segment Identifies, develops and retains new business relationships Effectively presents Accolade's offerings to qualified prospects Effectively leverages Accolade executives, the pre-sales team and services staff to support customer presentations Develops and executes strategies to generate cost effective sales leads Develops a pipeline of new sales opportunities in alignment with objectives that are established annually Develops and maintains an effective sales and market penetration plan for assigned territory Leverages the sales milestone process to ensure accuracy with monthly, quarterly and annual forecasts Documents all sales contacts, activities and sales process steps in Accolade's sales tools and systems Solicits product and market feedback from customers, prospects and partners. Communicates this feedback to sales leadership, marketing and the product development team (feature requests, market trends, competition intelligence, new opportunities) Complies with all corporate policies and completes all administrative tasks on time Qualifications What we are looking for Minimum 8-10 years of strategic selling experience BA in a business or technical related area of study Experience selling complex, multi-stakeholder solutions. SaaS, health & welfare benefits, healthcare capital equipment, healthcare IT, health and welfare benefits outsourcing, human resources IT benefits software Embraces and thrives in a culture of transparency, accountability and trust Self-starter with ability to work independently, prioritize work and coordinate multiple tasks within tight time constraints Ability to navigate the strategic levels of customer organizations, identify key decision-makers, build relationships with senior executives and schedule meetings with key stakeholders Ability to establish strong team relationships in a matrix organization Ability to perform in a dynamic and fast-paced environment Possess account knowledge, executive-level customer contacts and industry relationships inside the employer market space Command of social media for the benefit of lead generation, gaining access to executives and networking with key stakeholders Strong aptitude with business software tools (Word, Excel, PowerPoint, Outlook etc) Strong business acumen Demonstrated ability to successfully negotiate complex contract Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue Where permitted by applicable law, candidates must have received or be willing to receive the COVID-19 vaccine by date of hire to be considered, if not currently employed by Accolade, Inc. The Company will provide reasonable accommodations to qualified employees with disabilities or for a sincerely held religious belief. Please note that a request for exemption due to a personal preference not to receive a vaccine is not protected by law. All requests for exemptions from this mandate shall be directed to the Company recruiter who shall route the request to the Company's human resources department. Additional Information What is important to us Creating an enduring company that is hyper-focused on our culture and making a meaningful impact in the lives of our employees, members and customers. The secret to our success is: We find joy and purpose in serving others Making a difference in our members' and customers' lives is what we do. Even when it's hard, we do the right thing for the right reasons. We are strong individually and together, we're powerful Trusting in our colleagues and embracing their different backgrounds and experiences enable us to solve tough problems in creative ways, having fun along the way. We roll up our sleeves and get stuff done Results motivate us. And we aren't afraid of the hard work or tough decisions needed to get us there. We're boldly and relentlessly reinventing healthcare We're curious and act big -- not afraid to knock down barriers or take calculated risks to change the world, one person at a time. All your information will be kept confidential according to EEO guidelines.