The Solution Sales Executive – Technology will play a key role in the new business promoting and selling the Azyxxi platform in EMEA and will lead the overall business development/sales process; creating the demand and working closely with clinicians to manage the subsequent delivery processes.

The role requires a determined individual who can articulate the value of the architecture to CIO departments within the healthcare sector within the EMEA region.

The Solution Sales Professional – Technical will support HSG Solution Sales Executives within the target countries and represent the system to the technical decision maker (CIO’s department as well as the CMIOs), positioning the architecture to the medical decision makers. The role will also involve providing feedback to the Microsoft development teams on the unique requirements for a specific country and/or customer.

Essential Job Functions

  • Present, discuss and sell the value of the Azyxxi technical architecture to the senior decision making groups within a hospital or hospital group.
  • Connect with the clinical and technical standards bodies within a country to ensure that the Azyxxi solution adheres to their clinical data standards, security, privacy and interoperability requirements.
  • Working with the EMEA and WW Health Solutions Group provide the technical insight from a particular sales opportunity through to the overall market analysis.
  • The role will evolve to working with partner organisations, supporting their sales activity

Results

Commitment from the customer senior executives to the technical benefits and architecture of the Azyxxi product

Support from key technical bodies that the application meets the regulatory standards within a specific country.

Establish Azyxxi wins in a minimum of three countries in the first year

Recognised contribution to the product and development team

The Person

Essential Person Profile

The role requires a unique combination of skills; he/she must be technically aware in order to best represent the product with potential clients; be an excellent communicator, becoming a key member of the sales and marketing effort; and can analyse facts so that R&D activity is directed in the right direction for future developments.

The successful candidate will be bright, sharp and motivated by success. He/she will need to have an overall understanding of the healthcare marketplace and particularly the adoption of technology for clinical applications within a hospital environment.

It is likely that the successful candidate will have gained this knowledge working within Software Sales Development, Pre/Post Sales, Applications/Product Management or Technical Solutions Sales/Marketing. Alternatively, they may have acquired the skills within new product development activity within a large consultancy software or systems integrator.

Professional Experience

  • Experienced technical sales person with 5+ years selling to healthcare enterprise customers within Western Europe.

Specific technical and functional knowledge

  • Experience of providing software services or solutions to the Healthcare industry, combined with broad knowledge of all aspects of European Healthcare practices and in particular the activities and pressures within an emergency department
  • Ideally a deep technical understanding clinical IT systems
  • Architectural background and expertise should include broad and/or in-depth knowledge of SQL Server, and .NET technologies.
  • Experience in managing IBM/Oracle platforms is highly desired
  • Knowledge of the Healthcare interface standards
  • Broad understanding with regard to all aspects of patient care, to include in patient treatment, out patient treatment, resource planning, compliance, quality management, finance and insurance.
  • Understanding of hospital patient management and how software solutions can impact this
  • Awareness of the complex sales environment and their role in the process.

Competencies

  • Strong knowledge around medical interfacing, understanding of the core clinical applications within a hospital, the interface standards that they use and the development and database models they are built on.
  • Depth of understanding around information flows within a SQL database, the skills to absorb the data architecture of Azyxxi and the capability to articulate the technical benefits of the system.
  • Experience of sizing and architecting hardware solutions to support Health applications
  • Written communications that are accurate and consistent. Consistently follows up on issues in a timely manner.
  • Ability to explain complex information to team members. Conveys thoughts clearly and accurately. Listens carefully and asks questions when necessary to ensure understanding.
  • Demonstrate professionalism and present a positive image of the organisation.
  • Focus on resolving problems.
  • Maintain positive relationships with clients and colleagues. Demonstrate honesty and integrity in dealing with others. Work effectively with different types of people. Accept and give constructive feedback.
  • Portray sound knowledge of hospital processes and systems and the full patient “life cycle” and how Microsoft can add value to this. Clear and presentable understanding of the long terms needs within patient care as well as the customers’ immediate and short term resource requirements.
  • Demonstrate commitment, dedication, cooperation, positive behaviour, adaptability and flexibility with changes in responsibilities and duties.
  • Listens to and then demonstrates an understanding the customer’s needs before presenting a solution.
  • Ability to effectively handle difficult and complex customer situations. Maintains a high energy level when interacting with customers to find a creative solution.


Personal Characteristics

  • Team player capable of working independently and with others.
  • Highly focused and self-motivated with a desire for success.
  • “Hands on” and “can do" attitude
  • Excellent stakeholder/relationship management. Comfortable with internal and external client relationships. Consultative and flexible approach.
  • Open and transparent working style.
  • Highly credible, with an independence of viewpoint
  • International and cultural awareness and sensitivity
  • Excellent attention to detail and well organised with the ability to juggle a complex and heavy workload and prioritise as appropriate
  • The ability to think both analytically and creatively and to use your initiative.
  • Comfortable with managing and being managed against financial targets.
  • Willingness to learn and build upon your existing knowledge within solution sales.
  • Credibility in a commercial environment.
  • Strong detail orientation and an ability to work creatively in a fast-paced environment.

Soft skills

  • Flexibility
  • Adaptability
  • Problem solving

Package

  • Salary – commensurate with experience
  • Bonus plan – generous bonus plan based upon objectives and management objectives
  • Pension scheme – contributory pension
  • Private health plan – for employee and dependants
  • Company car / allowance
  • Life Assurance – including critical illness and long term disability
  • Holiday – 25 days (if UK based)
  • Employee stock purchase planAnnual stock allocation – performance linked

The package is negotiable, based upon the level of experience of the individual. Microsoft maintain a flexible benefits package