Eng - IBM Watson Health Digital Sales – SaaS CER - Truven Micromedex

Job Description

IBM Watson Health Digital Sales - SaaS Contract Extensions Rep - Truven Micromedex (English)
1. Are you an experienced renewals sales person who is excited by technology and healthcare?
2. Do you enjoy a challenge while you build a long-lasting rewarding career?
3. Are you passionate about helping your clients succeed?
4. Would you like to take the lead in new technologies and not just follow the crowd?
5. Do you want to be part of something new and exciting?

If your answer is yes to all 5 questions, we would love to talk to you about joining our growing team of like-minded demand generation and sales professionals.
We will focus on your long-term career and invest in your future through continuous development and mentoring.
The Role
As a member of the Watson Health team you will join us in our mission to improve lives and give hope by delivering innovative solutions that address the world's most pressing health challenges through data and cognitive insights.
The success of any SaaS business is dependent on the successful relationship with clients and their ongoing desire to use the SaaS Solution, of which, the Client Extension Rep is a key part. The Contract Extension Rep (CER) focuses on maintaining a SaaS Extension rate and revenue base for our SaaS clients.

As a SaaS Contracts Extensions Rep, you will specialize in managing SaaS contract extensions (past year 1) forl Truven Micromedex clients - leading in the volume space and providing assistance where a Client Success Manager or a Client Executive, may lead the re-negotiation on large, multi-solution contracts.
Micromedex is a Single Solution for powerful Clinical Decision Support which offers comprehensive evidence-based resources at the point of care for Medication Management, Disease and Condition Management and
Toxicology Management.
Further information can be found here:
http://truvenhealth.com/Products/Micromedex/Product-Suites/Clinical-Knowledge
https://www.micromedexsolutions.com/home/dispatch/ssl/true

Principal Responsibilities

Measures of Success:

  • Measurements are recurring revenue, contract extensions (CE), and Contract Extension Rates (CER)

Responsibilities include:
  • Exceed target goals by protecting recurring revenue, improving extension rates, reducing churn and expanding revenue.
  • Act as the point of contact for assigned clients around extensions, overages, etc., working closely with sales, finance and pricing
  • Ensure clients have access to the right success Activities; onboarding programs, training, services, support, events etc.
  • Hold regular and effective communication with the client via email, phone, social media etc.
  • Defend the client base from competition, demonstrate effective use of heat maps, sales plays, and client health tools.
  • Maintain client reference ability and high participation in IBM events (client councils, industry events etc.)
  • Maintain high productivity by proactively engaging the renewable book of business, addressing potential client sat issues and leveraging resources (e.g. up-line and cross functional management) to help remove roadblocks.
  • Ensure all clients are leveraging all available programs such as : annual upfront billing, auto renew, credit card etc.
  • Foster collaboration and provide support to the extended IBM sales team to be responsive on SaaS extension questions / issues.
  • Maintain sales hygiene with accurate and timely forecasting.

Re newals:
  • Act as focal point for extensions - usually an annual renewal, in advance,
  • Responsible for communication cadence/notification (30/60/90/180 days as appropriate) around extensions,
  • Negotiate specific challenges around Micromedex extensions - e.g. moving to CSA contracts, part number mapping between old->new offerings, negotiating automatic price increases, moving as many clients as possible from Legacy to IBM T&C's.

Client Success:
  • As part of Client Success Team - defining and ensuring all clients have a touch base call every 3 months at a minimum, outside of renewals cycle,
  • Help define and refine the best model for this and drive relevant action plans across SMEs/ CSPs / Support /OM.

Upsells:
  • Quote and close incoming requests for small upsells,
  • Support client reference ability and high participation in IBM events (client councils, industry events etc.)
  • Formal expansion targets are not part of this role, there is a separate team with responsibility for Expansion in existing accounts.

Skills Requirements;
  • Business English fluency - Essential
  • Additional European Language fluency - An advantage
  • Client communication confidence
  • Watson Health Micromedex understanding
  • Commitment to Client Success and understanding of SaaS lifecycle
Language Requirements;
  • English: Fluent
  • Additional language desirable: German

Note: Office based, readiness to travel 10% annually.
The benefits for you:
  • Joining IBM will open career opportunities in over 170 countries and in a wide range of disciplines.
  • To ensure your success, IBM will make a significant investment in your personal development.
  • You will join a company with a powerful reputation for success, which is focused on innovation, growth and future technologies.
  • Together with a competitive salary and the potential to earn substantial commission, you will also benefit from ancillary benefits including, Employee Assistance Program, life insurance and access to a doctor on-site.
  • You will be located on the IBM Dublin Campus in a brand new, state of the art, Digital Sales Centre, the first of its kind in Europe.
Find out more: http://www-05.ibm.com/employment/ie

Required Technical and Professional Expertise

Skills Requirements;
  • Business English fluency - Essential
  • Additional European Language fluency - An advantage
  • Client communication confidence
  • Watson Health Micromedex understanding
  • Commitment to Client Success and understanding of SaaS lifecycle


Preferred Tech and Prof Experience

  • Additional language desirable: German


EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.


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