Job Title: Client Partner – Healthcare (Payers & PBMs)
Experience Level: 10+ years in IT Services Sales & Account Management
Industry Focus: Healthcare – Payers, PBMs, and Providers
About Brillio
Brillio is a leading digital transformation partner helping Fortune 500 companies navigate the future of technology. Our Healthcare & Life Sciences practice focuses on driving member experiences, interoperability, analytics, AI-driven automation, and cloud transformation for payers, PBMs, and providers.
We are seeking an experienced Client Partner to expand Brillio’s footprint within the payer and PBM sector, leveraging our expertise in digital transformation, AI/ML, cloud, and data-driven solutions.
Role Summary and Responsibilities
- Own and drive revenue growth for Brillio’s healthcare services within payer and PBM organizations.
- Identify and convert new business opportunities across digital transformation, AI, cloud, automation, data & analytics, and cybersecurity.
- Develop and execute a strategic account plan, focusing on high-growth areas like:
- Call center automation & digital twins
- AI/ML-driven claims & prior authorization automation
- Interoperability & data exchange solutions (CMS mandates, FHIR, TEFCA)
- IT Managed Services, DevOps, and cloud transformation
- Healthcare analytics and member experience solutions
- Large Deal Structuring & Global Delivery Strategy:
- Lead and structure multi-million-dollar outsourcing and transformation deals spanning US onshore, nearshore, and India offshore models.
- Define hybrid onshore-offshore engagement models for cost optimization while maintaining high service quality.
- Leverage Brillio’s India-based COEs for automation, AI, data engineering, and platform modernization to deliver value-driven cost structures.
- Work with pricing teams to create compelling deal constructs (e.g., fixed-price, T&M, outcome-based models).
- Drive contract negotiations, MSAs, SOWs, and procurement approvals for large engagements.
- Partner with Brillio’s Healthcare Leadership and delivery teams to craft compelling proposals and win new business.
- Build and nurture C-level & VP-level relationships across IT, digital, business, and procurement teams at major payers and PBMs.
- Work closely with key stakeholders across commercial, Medicare Advantage, and Medicaid business units.
- Expand Brillio’s footprint by cross-selling and upselling digital solutions.
- Develop executive-level presentations and thought leadership for CXOs and industry events.
- Act as the executive sponsor for Brillio’s engagements, ensuring high client satisfaction and project success.
- Work closely with delivery teams and healthcare SMEs to ensure projects align with client goals.
- Monitor project KPIs, SLAs, and overall account health, driving renewals and long-term growth.
- Ensure seamless coordination between US-based client teams and India-based delivery teams to optimize execution and cost structures.
- Stay ahead of industry trends, payer business models, and regulatory shifts impacting the healthcare sector.
- Identify new market trends like value-based care, AI-powered claims adjudication, and member engagement to position Brillio as a strategic partner.
- Track competition (Infosys, Cognizant, TCS, Accenture) and differentiate Brillio’s offerings.
Role Summary
The Client Partner – Healthcare (Payers & PBMs) will be responsible for developing and growing Brillio’s relationships within key payer and PBM accounts. This role requires a strategic thinker and a hands-on sales leader with deep knowledge of payer business models, PBM workflows, and digital healthcare transformation.
Key Responsibilities
1. Business Development & Sales Execution
2. Relationship Management & Growth Strategy
3. Client Engagement & Delivery Governance
4. Competitive Intelligence & Market Insights
Skills and Experience
- 10+ years of experience in IT consulting, digital transformation, or outsourcing sales within the payer or PBM sector.
- Deep understanding of payer technology ecosystems, PBM workflows, and regulatory requirements.
- Strong knowledge of AI/ML, cloud migration, API-based interoperability (FHIR), and healthcare data analytics.
- Proven track record of $10M+ revenue ownership and exceeding growth targets.
- Experience closing multi-million-dollar IT services & consulting deals with payers.
- Ability to drive end-to-end sales cycles, RFP responses, and SOW negotiations.
- Experience in structuring large outsourcing and transformation deals (e.g., $5M–$50M+ engagements).
- Strong understanding of onshore-offshore delivery models, pricing structures, and cost optimization strategies.
- Ability to create commercial models that balance cost efficiency with high-quality service delivery.
- Strong C-level and senior stakeholder engagement skills.
- Experience engaging business & IT leadership within large payers and PBMs.
- Ability to lead CXO-level strategy discussions and business development initiatives.
- Ability to develop strategic account plans, identify whitespace opportunities, and drive long-term growth.
- Strong financial acumen and ability to structure complex deals.
- Excellent communication, negotiation, and executive presentation skills.
- Strong leadership in cross-functional teams, matrix organizations, and global delivery models.
Required Skills & Experience
1. Healthcare & Payer Industry Expertise
2. Sales & Account Growth
3. Large Deal Structuring & Offshoring Models
4. Executive Relationship Management
5. Strategic & Analytical Thinking
6. Communication & Leadership
Preferred Qualifications
✅ Experience selling into large payers, PBMs, or healthcare technology companies.
✅ Background in technology consulting, digital transformation, or IT services sales.
✅ MBA or equivalent experience in healthcare technology sales and strategy.
Skills Required
- 10+ years experience in IT consulting, digital transformation, or outsourcing sales within payer or PBM sector
- Deep understanding of payer technology ecosystems, PBM workflows, and regulatory requirements
- Strong knowledge of AI/ML, cloud migration, API-based interoperability (FHIR), and healthcare data analytics
- Proven track record of $10M+ revenue ownership and exceeding growth targets
- Experience closing multi-million-dollar IT services and consulting deals with payers
- Ability to drive end-to-end sales cycles, RFP responses, and SOW/MSA negotiations
- Experience structuring large outsourcing and transformation deals ($5M-$50M+ engagements)
- Strong understanding of onshore-offshore delivery models, pricing structures, and cost optimization
- C-level and senior stakeholder engagement skills with payers and PBMs
- Excellent communication, negotiation, and executive presentation skills
- Experience acting as executive sponsor and monitoring project KPIs, SLAs, and account health
- Experience selling into large payers, PBMs, or healthcare technology companies
- MBA or equivalent experience in healthcare technology sales and strategy
Brillio Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Brillio and has not been reviewed or approved by Brillio.
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Healthcare Strength — Healthcare is considered comprehensive, including medical coverage for employees and dependents alongside life, disability, and accidental death protections. Feedback suggests these protections are a core strength of the package.
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Leave & Time Off Breadth — Time-off options include paid leave and parental leave, with flexible or ‘flexible PTO’ approaches cited in some contexts. Feedback suggests this breadth helps support work-life balance when team norms permit usage.
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Wellbeing & Lifestyle Benefits — Wellbeing offerings span counseling, financial-management sessions, fitness programs, and travel insurance, plus region-specific extras like discounted IT hardware and work-from-home essentials. Feedback suggests these add-ons enhance perceived value beyond core insurance.
Brillio Insights
What We Do
Brillio is the leader in global digital business transformation, applying technology with a human touch. We help businesses define internal and external transformation objectives, and translate those objectives into actionable market strategies using proprietary technologies. With 2600+ experts and 13 offices worldwide, Brillio is the ideal partner for enterprises that want to quickly increase their core business productivity, and achieve a competitive edge, with the latest digital solutions.
