Director of Inside Sales, Diagnostics Healthcare at Microsoft

Nuance, a Microsoft company, is seeking an experienced sales leader with a track record of success for our Director of Inside Sales, Diagnostics Healthcare team. This is a critical sales role leading new customer acquisition, expansion, cross-sell/upsell and renewal sales for our Diagnostic healthcare solutions and services. 

You will be responsible for overall leadership of the Diagnostic inside sales organization, delivering world-class software and services to our healthcare clients in the North America region. The objective is to grow the business and drive significant increases in sales teams productivity through the implementation of modern, data-driven Software-as-a-Service (SaaS) sales processes and procedures.

You will work collaboratively within the Microsoft + Nuance healthcare organization to shape and execute the Diagnostics sales strategy, working directly with the Vice President (VP) of Diagnostic Sales for North America for strategy and direction.  You will provide hands-on, live management and coaching of the Inside Sales Team to ensure complete alignment with the Diagnostic field sales team and leaders (account executives and solution specialists).   

The candidate will have a proven ability to drive new business with intensity, process, discipline, data and analytics, overseeing a portfolio of multiple lines of business solutions. You will deliver growth in prospect/customer engagement, pipeline metrics, closing new bookings and revenue, cross-sell/upsell production, and other sales areas, and success rates will be measured and improved relentlessly.  In partnership with other leaders, you will enable your team by implementing a clear and repeatable framework around training, coaching, and sales development, and accountability.  This role is flexible in that you can work 100% remotely anywhere in the United States, or onsite at the Melbourne, Florida office with the sales team.  

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. 

Qualifications

Required/Minimum Qualifications

• 9+ years of technology-related sales or account management experience
  • OR Bachelors Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

• 11+ years of technology-related sales or account management experience
  • OR Bachelors Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience
  • OR Masters Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ year(s) of people management experience.
• Clinical software or hardware sales background in the medical imaging space (e.g. radilogy, cardiology, etc).
• Familiar with SaaS solutions tailored to the diagnostic healthcare industry.
• Experience working with clients as an agent for change and efficiency through innovative software solutions.
• Ability to work in a dynamic environment with aggressive sales growth targets.
• Ability to navigate, collaborate and succeed across multiple functions.
• Effective written and verbal communication skills.
• Intellectual curiosity.
• Data-driven problem solving.
• Likes to win and have fun doing it.

Digital Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $129,300 - $217,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $167,800 - $237,400 per year.

Microsoft will accept applications for the role until September 16, 2024. 

Responsibilities

• Attract, hire, enable, coach, and lead sales talent; create and foster a performance-driven culture where each sales rep is consistently driven to a be top performer.
• Establish weekly, monthly and/or quarterly sales targets and goals for the inside sales team including daily sales plans, playbooks and reporting for:
  • Sales lead, prospecting, qualification and pipeline creation activity
  • Closing, participation and velocity
  • Accurate forecasting in current and future periods.
• Build, proactively manage and reliably convert the sales pipeline; set clear direction and ensure the team is pursuing the right opportunities.
• Develop and drive execution of growth programs for all solutions and services, building a consultative sales force that can deliver the value-add messaging for the full portfolio of offerings and solutions and deploy next generation cross-sell and up-sell programs, driving a deeper and differentiated message around solution capabilities.
• Evolve best practices related to customer engagement and communications, sales playbook, and aggressive conversion of leads and prospects to engaged targets and customers.
• Utilize and track sales key performance indicators (KPIs) to hold the team accountable for performance; identify areas where the team may be falling behind plan and provide interventions to ensure revenue goals are met.
• Ensure that daily, weekly and monthly metrics and reporting become second nature and pervasive throughout the team.
• Partner with Customer Success to identify, engage and close expansion and upsell opportunities.
• Partner with Marketing and Product teams to compile competitive intelligence from customer engagements, along with recommendations for pricing, feature-set/bundle improvements to win new logos and displace competitors.
• Partner with marketing to execute effective demand-generation and call-to-action campaigns.
• Manage and communicate compensation plans to appropriately incentivize and reinforce the desired go-forward behaviors.
• Promote a positive, motivational and transparent work environment.
• Communicate effectively to ensure objectives, expectations, contingencies, and timelines are clear to the sales team. Escalate appropriately to ensure business goals are achieved.