athenahealth
Director, Sales Overlay – Advisory Services
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This range is provided by athenahealth. Your actual pay will depend on your skills and experience — talk with your recruiter to learn more.
Base pay range $147,000.00/yr - $249,000.00/yr
Position Summary The Director, Advisory Services Sales Overlay is responsible for driving growth across all athena sales segments by providing strategic sales overlay expertise for athenahealth’s Advisory Services portfolio. This role focuses on identifying, prioritizing, and executing sales opportunities in partnership with Account Executives and Sales leadership. The Director bridges cross‑functional strategy and communication, supports scalable sales operations, and ensures effective positioning and value articulation of services. This role reports to the Vice President, Client Solutions Group, requires up to 50% travel, and offers flexibility in physical location.
About The Team The Client Solutions Group drives strategic initiatives that accelerate revenue growth and operational excellence across athenahealth’s sales and customer success organizations. The Advisory Services Sales team collaborates cross‑functionally with Sales, Customer Success, Product, Marketing, and Finance teams to optimize service offerings, enhance customer outcomes, and drive business growth by unlocking the full value of athenahealth’s product suite within enterprise clients.
Essential Job Responsibilities
Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities.
Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise, and contract negotiation.
Engage with senior client stakeholders including clinical, technical, and executive decision makers.
Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations.
Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity.
Advise sales strategy, service positioning, pricing models, and competitive differentiation.
Collaborate with third parties whose services we leverage in our outsourcing offerings.
Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches.
Unlock growth potential in existing accounts through strategic solutioning and relationship management.
Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data‑driven decision making.
Additional Job Responsibilities
Collaborate on service packaging, pricing, and messaging to ensure consistent positioning across customer touchpoints.
Establish and maintain reporting and analytics functions tracking Advisory Services sales performance.
Lead enablement and training initiatives to support sales and segment‑specific service growth.
Serve as Sales Directly Responsible Individual (DRI) in cross‑functional initiatives and committees.
Partner with Customer Success, Marketing, Product Marketing, and Product leadership to advance Advisory Services adoption and client satisfaction.
Expected Education & Experience
Bachelor’s degree or equivalent work experience.
5‑10+ years of professional sales experience, with 5+ years in services sales within healthcare environments.
Demonstrated track record of meeting or exceeding sales quotas managing complex enterprise sales opportunities.
Proven consultative selling skills and success engaging senior executives in healthcare or technology organizations.
Strong understanding of healthcare industry economics, digital health technology, clinical workflows, and revenue cycle management.
Knowledge & Skills
Strong commercial acumen and knowledge of healthcare services and digital health market dynamics.
Exceptional communication, negotiation, and executive presence.
Ability to influence and build relationships at multiple organizational levels including C‑suite.
Deep understanding of revenue cycle roles/responsibilities/processes.
Deep understanding of service delivery processes and client success drivers in healthcare.
High emotional intelligence with empathetic client engagement skills.
Excellent organizational and multi‑tasking abilities in a fast‑paced environment.
Proficient with CRM systems (Salesforce preferred) and Microsoft Office applications.
Benefits & Culture athenahealth offers comprehensive benefits, including health and financial benefits, tuition assistance, employee resource groups, and flexible work arrangements. The company culture emphasizes inclusiveness, accountability, and support, and encourages a work‑life balance through digital collaboration tools. Employees also enjoy perks such as commuter support, employee assistance programs, and collaborative workspaces. For more information on culture and benefits, visit athenahealth.com/careers. ATHENA is an equal‑opportunity employer.
Seniority level
Director
Employment type
Full‑time
Job function
Sales and Business Development
IT Services and IT Consulting
#J-18808-Ljbffr
Get AI-powered advice on this job and more exclusive features.
This range is provided by athenahealth. Your actual pay will depend on your skills and experience — talk with your recruiter to learn more.
Base pay range $147,000.00/yr - $249,000.00/yr
Position Summary The Director, Advisory Services Sales Overlay is responsible for driving growth across all athena sales segments by providing strategic sales overlay expertise for athenahealth’s Advisory Services portfolio. This role focuses on identifying, prioritizing, and executing sales opportunities in partnership with Account Executives and Sales leadership. The Director bridges cross‑functional strategy and communication, supports scalable sales operations, and ensures effective positioning and value articulation of services. This role reports to the Vice President, Client Solutions Group, requires up to 50% travel, and offers flexibility in physical location.
About The Team The Client Solutions Group drives strategic initiatives that accelerate revenue growth and operational excellence across athenahealth’s sales and customer success organizations. The Advisory Services Sales team collaborates cross‑functionally with Sales, Customer Success, Product, Marketing, and Finance teams to optimize service offerings, enhance customer outcomes, and drive business growth by unlocking the full value of athenahealth’s product suite within enterprise clients.
Essential Job Responsibilities
Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities.
Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise, and contract negotiation.
Engage with senior client stakeholders including clinical, technical, and executive decision makers.
Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations.
Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity.
Advise sales strategy, service positioning, pricing models, and competitive differentiation.
Collaborate with third parties whose services we leverage in our outsourcing offerings.
Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches.
Unlock growth potential in existing accounts through strategic solutioning and relationship management.
Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data‑driven decision making.
Additional Job Responsibilities
Collaborate on service packaging, pricing, and messaging to ensure consistent positioning across customer touchpoints.
Establish and maintain reporting and analytics functions tracking Advisory Services sales performance.
Lead enablement and training initiatives to support sales and segment‑specific service growth.
Serve as Sales Directly Responsible Individual (DRI) in cross‑functional initiatives and committees.
Partner with Customer Success, Marketing, Product Marketing, and Product leadership to advance Advisory Services adoption and client satisfaction.
Expected Education & Experience
Bachelor’s degree or equivalent work experience.
5‑10+ years of professional sales experience, with 5+ years in services sales within healthcare environments.
Demonstrated track record of meeting or exceeding sales quotas managing complex enterprise sales opportunities.
Proven consultative selling skills and success engaging senior executives in healthcare or technology organizations.
Strong understanding of healthcare industry economics, digital health technology, clinical workflows, and revenue cycle management.
Knowledge & Skills
Strong commercial acumen and knowledge of healthcare services and digital health market dynamics.
Exceptional communication, negotiation, and executive presence.
Ability to influence and build relationships at multiple organizational levels including C‑suite.
Deep understanding of revenue cycle roles/responsibilities/processes.
Deep understanding of service delivery processes and client success drivers in healthcare.
High emotional intelligence with empathetic client engagement skills.
Excellent organizational and multi‑tasking abilities in a fast‑paced environment.
Proficient with CRM systems (Salesforce preferred) and Microsoft Office applications.
Benefits & Culture athenahealth offers comprehensive benefits, including health and financial benefits, tuition assistance, employee resource groups, and flexible work arrangements. The company culture emphasizes inclusiveness, accountability, and support, and encourages a work‑life balance through digital collaboration tools. Employees also enjoy perks such as commuter support, employee assistance programs, and collaborative workspaces. For more information on culture and benefits, visit athenahealth.com/careers. ATHENA is an equal‑opportunity employer.
Seniority level
Director
Employment type
Full‑time
Job function
Sales and Business Development
IT Services and IT Consulting
#J-18808-Ljbffr