Account Executive

Join Us. Let's make a direct impact in healthcare.
Being an Iodine employee means becoming part of something bigger: using clinical AI technology to drive smarter healthcare processes and positively impact patient care.
Who We Are:
Iodine is an enterprise AI company that is championing a radical rethink of how to create value for healthcare professionals, leaders, and their organizations: automating complex clinical tasks, generating insights and empowering intelligent care. Powered by one of the largest sets of clinical data and use cases available, our groundbreaking clinical machine-learning engine, Cognitive ML, constantly ingests the patient record to generate real-time, highly focused, predictive insights that clinicians and hospital administrators can leverage to dramatically augment the management of care delivery.
What we're looking for:
Iodine Software is seeking an Account Executive to join the Customer Success team! The Account Executive will be focused on developing and expanding deep relationships within our growing customer base. As an Account Executive, your core responsibilities will include:

• Renewals: working directly with the Customer Leadership team to renew current accounts to company goal
• Expansion within current customer base by introducing new solutions uncovering opportunities and growing current account values to company goals
• Executive Relationship Management: developing and maintaining deep and lasting relationships with the healthcare industry, specifically hospital C-suite executives. This includes developing and understanding the customer organization charts, key stakeholders and any changes within the customer's organization.
• Strategic Value Messaging: bringing forward Iodine's value at every interaction, and representing the tremendous value of Iodine externally and internally. Positioning of our product roadmaps and aligning customer goals with our solutions.
• Collaboration: Engaging with other team members within Iodine's CX team to strategize and plan each customer renewal, overall relationship, delivery of customer leadership meetings (QBR) and other CX initiatives throughout the customer journey. The AE will play an important role in the customer relationship working directly with the Director, Customer Success on overall customer relationship and growth strategy.

What you'll do:
The Account Executive will be a master relationship manager, developing deep and trusted relationships with C-Suite executives and main stakeholders across their assigned customer base; the AE seeks to understand the strategic objectives of the health system and how Iodine's value proposition will accelerate results. The Account Executive is a master in the art of differentiating Iodine from competitors, handling objections, discovering pain points and delivering solutions to clients. You're good at balancing the needs of stakeholders and communicating with C-level decision makers, even in high-intensity scenarios. In this role, you will:

• Manage and expand a book of business with non-profit and for profit health systems, including academic and teaching hospitals
• Collaborate with Iodine Executive Partners, Customer Success Managers, Directors and VP, Client Product Managers, and Executive Sales Leadership to renew and expand Iodine's full portfolio of offerings
• Build and nurture deep long-term strategic relationships with C-suite members and executive contacts across multiple roles within Iodine's client base; serve as a trusted advisor and leading light for Iodine within the Healthcare Industry
• Further develop reference able clients and assist in the creation of case studies to highlight both ROI and customer satisfaction
• Appropriately leverage all internal resources to resolve any customer issues
• Negotiate and execute complex renewal contracts; Maintain accurate and timely forecasts for all renewal and expansion opportunities.
• Develop and update a pathway to signature plan for each renewal and expansion opportunity
• Collaborate and develop a strategic plan for each account that incorporates renewal, upsell, and value added activities.
• Introduce new and evolving products to key accounts, as part of Iodine's product roadmap and evolution

What we'd love to see:

• Bachelor's degree required, Master's Degree Preferred (MBA, MPH, MHA)
• 10+ years of experience in Account Executive, Account Management or similar scoperole interacting with C-Suite client executives and stakeholders
• Minimum of 10 years of experience in healthcare, ideally working with provider organizations and healthcare technology
• Domain knowledge of the health care delivery space with hands on experience working with hospitals, health systems, payers or other adjacent players in the health care delivery infrastructure.
• Strong track record of upsells and cross-sells of product portfolio YOY into client base
• Ability to navigate throughout a complex health system, understanding various roles and responsibilities, uncover any delays with legal and contracting and build a pathway to signature for each expansion opportunity and renewal
• Previous SaaS based sales experience required
• Strong track record of managing client renewals
• Ability to see around corners, interpret client strategy and commentary to assess risks and opportunities to expand value delivery and relationship
• Proven ability to generate, cultivate and leverage real C-Suite level client relationships to further partnership and increase contract value over time
• Ability to communicate complex concepts to high level executives, distilled for proper digestion at that level of the organization
• Capable of suggesting and creating content and presentations to engineer valuable conversations with client executives
• Ability to develop client specific strategic plans - internally and externally facing, that articulate YOY value growth and how we will engage with the client to deliver that value
• Experience working in a fast growth, fast paced mid-stage company environment
• Ability to deal with ambiguity - knowing that playbooks are not always yet created and they might be responsible for creating them
• High level of professionalism, respect for clients and colleagues in line with Iodine values.

Preferred Requirements

• Revenue Cycle Management Content knowledge is a plus
• SalesForce, Gainsight and GoogleSuite experience
• AI sales experience