Specialty Sales Executive

• Identify emerging agency needs related to: Medicaid Enterprise Systems (MES/MMIS)
• Eligibility & Enrollment
• Managed Care and Value-Based Care
• Program integrity, analytics, and compliance
• CMS initiatives, waivers, and APD-funded programs
• Market-maker who originates deals proactively
• Build and maintain trusted relationships with: Medicaid Directors and Deputy Directors
• State CIO/CTO and Medicaid IT leadership
• Program, finance, and policy leaders within Health and Human Services agencies
• Utilize a consultative approach to understand the unique challenges, dynamics, constraints and goals of the prospect organization and the key stakeholders and be able to develop a customized transformative proposition
• Lead the end-to-end sales cycle to structure competitive multi-million-dollar Medicaid deals, from initial prospect engagement through contract negotiation and closure
• Navigate state procurement processes, ethics rules, and engagement restrictions

• Minimum 15 years of experience supporting government clients, including State Medicaid
• Minimum 10 years of experience selling professional services to State Medicaid agencies/departments
• Demonstrated success closing multi-million-dollar, multi-year consulting engagements
• Strong knowledge of public-sector procurement and contracting
• Proven ability to operate in long, complex sales cycles
• Bachelor’s degree required
• advanced degree (MPH, MPA, MBA) a plus
• Fluency in English
• Existing relationships with clients at multiple levels across State Medicaid
• Experience supporting all aspects of the sales lifecycle including opportunity identification, qualification, account penetration, pursuit strategy, and contracting processes
• Experience managing capture
• Experience in all aspects of government proposal development
• Solid knowledge of the competitive landscape, including an understanding of key contract vehicles used
• Established relationships across industry with large contractors, SBs, and product vendors
• Ability to partner with alliance/channel partners to craft and support the sale of solutions
• Excellent written and verbal communications skills

Advanced degree (MPH, MPA, MBA)