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Vice President Business Development

Our Mission

With wasteful healthcare spending in the U.S. estimated at $935 billion, we take our role as a healthcare innovator very seriously. Simply put, Apervita is on a mission to change the face of healthcare. We intend to do this by continuously improving the value of healthcare delivery through performance, measurements and insights.
Recognized as the trusted source for performance measurement through our proprietary cloud-based rules engine, we address the complexities of an industry transitioning to accountable-based care arrangements. Serving one of the nation’s largest regulatory organizations, more than 1-in-2 U.S. hospitals and several nationally recognized health plans, Apervita conducts more than 10 billion value-based computations annually, providing vital insights that enable collaboration, build trust and advance value-centric care.

As we move into our next phase of growth, we’re looking for smart, passionate and fearless professionals to help us pursue our mission. We’ve earned the trust of our investors, including Optum Ventures, Baird Capital, Pritzker Group Venture Capital and Math Venture Partners, to further grow and scale our business in 2020. We’ve also been recognized as an industry leader by Gartner, CIOReview, Healthcare Tech Outlook, and Healthcare Informatics. Always in search of the next “first,” Apervita was recently named the first company to certify electronic clinical quality measures from the National Committee for Quality Assurance (NCQA) using our proprietary clinical quality language (CQL) ingestion engine. This is a huge step forward in healthcare quality innovation and an indication of where we’re headed. We’re clearly on the cusp of something big and bold and can’t wait to see what happens next.

Are you up to the challenge?

 

The Opportunity

As the Vice President of Business Development - Payers you will have the opportunity to help shape the go-to-market efforts focused on health plans and the associations and groups that serve them. Working closely with the company executive team and the marketing department, you’ll help develop a segmentation and targeting plan, as well as hone the sales positioning to bring our unique platform to market. Leveraging our existing customer base, you’ll help develop a repeatable, sustainable prospecting and sales methodology. You’ll have the chance to be an impactful leader within the company, reporting directly to the Chief Executive Officer. 

By leveraging existing leads and creating your own through “test and learn” prospecting, you’ll lead the organization in its effort to sell directly to payer organizations. You’ll oversee the tactical execution of the sales process, and help bring market feedback into all aspects of the company, from product, to strategy to customer support. For the right candidate, this opportunity could evolve into building and managing a 3–5 person team. This is a unique opportunity to own and drive a meaningful segment of business for one of the country’s leading healthcare IT companies. This is a great opportunity for someone who likes to “get in early and help figure it out.” It’s not a good fit for someone looking for a turnkey, low rpm role that leverages a well-known company brand. We’re looking for an entrepreneurial sales leader, and hope you’re him/her.

Your specific responsibilities will include:

  • Assisting in the development of a prioritized target list of payer organizations and associated organizations (e.g. AHIP, NCQA, etc.)
  • Developing a robust pipeline of potential new customer relationships through active outbound prospecting and effective follow-up of inbound inquiries
  • Achieving, and hopefully, exceeding quota targets for new, upsell and x-sell commercial opportunities
  • Working closely with the product team to find a match between a potential customer’s needs and Apervita’s capabilities
  • Sharing the company message at trade shows and industry events
  • Drafting and delivering proposals to customer for existing and follow-on sales
  • Accurately managing your personal pipeline forecast to help guide resource allocation and budget expectations
  • Acting as your customers’ advocate within Apervita, and as a strategic advisor within their organization
  • Providing a positive leadership influence within Apervita and help guide more junior staff

 

About You

To power your success in this role, you’ll come to Apervita with the following attributes, skills, and experiences:

Attributes

  • You are relentless in your pursuit of a goal–in this this case a satisfied customer and its natural by-product–revenue
  • Channeled creativity–you can be expansive in your brainstorming, but focused and appropriate in your execution
  • You love to learn and explore new things
  • You take your work very seriously, but have a sense of humor as well
  • You listen first, think second, talk third
  • You are comfortable with the ambiguity and opportunities of being “first over the wall” into new situations and processes

Skills

  • C-suite level communication skills - written and verbal
  • Proven enterprise sales process skills (e.g. solution selling, Miller Heiman, etc.)
  • CRM capabilities preferred (Salesforce, HubSpot, MSFT Dynamics, etc.)
  • Proposal writing prefered
  • Economic modeling a plus
  • PowerPoint or Keynote a a plus
  • Juggling - figuratively, not literally. We’re a young company and your ability to handle lots of things and shift gears quickly will be important to your success

Experiences

  • At least 10 years selling into payer organizations, preferably at the C-suite level
  • Deep experience with healthcare IT software; the more technical the better
  • A deep understanding of performance-based care, including value-based care contracts
  • An understanding of various parts of the US healthcare system, and the challenges facing different stakeholders within payers
  • Demonstrable success in carrying a sales quota, and consistently being a top performer


“Hungry selling” experience for an early-stage, investor-backed company is strongly preferred

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