Principal Solutions Consultant
Description
Overview
Health Plan Sales is a critical cornerstone of apree’s strategy when it comes to both navigation & advocacy and advanced primary care opportunities. Because of the complexity of health plans, once a deal is closed, the next round of selling and enablement begins. Solution Consultants on the Health Plan Sales Enablement team drive the “second sale” and contribute to apree’s overall “land and expand” Health Plan Sales strategy.
As a Solution Consultant on the Health Plan Sales Enablement team, you are a product expert ready to educate Plan stakeholders on the product and help them effectively sell the solution to their customers.
You are a creative, business-minded presenter that will consult with multiple stakeholders within a health plan and with Plan customers to clarify their needs and demonstrate the value our solutions can offer. You do this by communicating complex concepts and solutions in a way that both technical and non-technical audiences can understand. You have the ability to flex the message based on the audience, and pull in the right internal SMEs for support.
This multifaceted role is part health plan sales, part solution consulting, part product marketing and part training. The focus of this dynamic role flexes throughout the year to align with our customer sales cycles, and as the needs of our health plan customers evolve.
Responsibilities
- Organizational Enablement
- Objective: Socialize the initiative among internal Plan stakeholders, business leads and project contributors
- Develop and deliver demos for various internal stakeholders involved in the enterprise level implementation
- Conduct roadshows and orientations
- Pre launch: Field Enablement
- Objective: Help the Plan sell to their prospects and existing customers. Support commercial organizations with market-facing needs.
- Develop and deliver assets and presentations including pitch decks, marketing slicks, product deep dives, frequently asked questions, standard proposal responses, demos, demo videos and new assets as required
- Partner with apree’s internal Design team and external Design agencies to build Plan specific assets adhering to Plan brand guidelines
- Create and deliver sales training sessions
- Provide customer/prospect facing support during the initial implementation period before there are Plan SMEs trained or able to deliver demos or presentations
- Project manage the delivery of assets, presentations and trainings to the Plan
- Group Enablement
- Objective: Provide subject matter expertise during implementation and beyond
- Partner with CS to support tier/package upsell opportunities
- Develop demo assets/presentations
- Coordinate internal meeting preparation and post-meeting follow-up
- Serve as a subject matter expert to speak to specific topics on high profile group customer calls
- Collaborate with CS/PS to understand frequently asked questions and topics that need a scaled additional support.
- Post Launch: Field Enablement
- Objective: Provide continuing education and support for field facing teams at the Plan (Commercial, clinical, product)
- Partner with Plan teams (commercial, clinical, proposal, sales training, enablement, provider network) to determine the appropriate level of support and cadence
- Develop and deliver ongoing trainings for commercial organizations (account executives etc) to better understand apree solutions (white-labeled or delivered as an apree brand)
- Provide customer/prospect facing support to well-qualified and high profile plan prospects conducting evaluations
- Bring learnings and requirements back to apree’s commercial and Solutions org to continue to inform health plan solution development
Qualifications
- Understanding of Health Plans market as well as the nature of the Health Plans buyer and business processes
- Experience rapidly learning company and product content
- Minimum 7 years of experience in health plans sales, product, or account management role, benefits consulting role, or benefits administration
- Minimum 2 years of experience with SaaS/Software pre-sales or post-sales
- Experience developing and presenting clear and concise product briefings and delivering product demonstrations
- Excellent poise as well as storytelling and presentation skills, in both in-person and virtual settings
- Very strong PowerPoint skills
- BS/BA required; Advanced degree (MBA/MPH/MPA) preferred
- An experienced professional who resolves a wide range of issues in creative ways.
Travel
- Moderate travel may be required (up to 30%)
Compensation: $130K - $178K & commission eligible (national average, premium markets may vary)