We are seeking an experienced and strategic Coding Integrity & National Strategy Sr. Principal to lead the Sales execution and drive commercialization efforts with Blue Cross Blue Shield (BCBS) health plans. This role is ideal for a sales leader who blends deep healthcare knowledge with a strong track record in enterprise sales, GTM planning, and product positioning in complex payer environments.
Job Description
Define and execute GTM plans for new and existing product offerings tailored to BCBS organizations.
Clearly articulate and demonstrate BHI value proposition, creating excitement and enthusiasm among internal and external stakeholders
Collaborate with product, marketing, legal and operations teams to align messaging, packaging, and market entry strategies.
Drive full-cycle enterprise sales to regional and national BCBS plans.
Build and manage a qualified pipeline and consistently exceed revenue targets.
Identify and cultivate relationships with senior decision-makers across BCBSA health plans.
Translate customer needs and market trends into product positioning and sales narrative
Provide customer feedback loops to influence product roadmap and strategic direction.
Support and/or own prospecting from lead to close inclusive landing new business in greenfield territory
Stay current on industry trends, regulatory changes (e.g., CMS, NCQA, HEDIS), and competitive landscape.
The posting range for this position is:
192,000.00 - 264,000.00Required Education, Certifications and Experience:
Education:
Bachelor’s degree required; MBA or MPH is a plus.
Experience:
10+ years of enterprise SaaS sales or business development experience, with at least 5 years selling into payer organizations, preferably BCBS plans.
Knowledge Skills and Abilities
Strong understanding of payer operations, value-based care, population health, and quality improvement metrics.
Demonstrate strong story telling/consultative skills in positioning BHI solutions and services leveraging data-driven insights
Proven success in GTM strategy development and new product commercialization.
Ability to communicate complex analytics and product value propositions to both business and technical stakeholders.
Excellent communication, negotiation, and executive presence.
Bachelor’s degree required; MBA or MPH is a plus.
Maintain controls, reporting and transparency necessary to comply with customer and BCBSA confidentiality, HIPAA, PHI and PII standards, as well as SOC2 and HiTrust certifications.
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The posted salary range is the lowest to highest salary we, in good faith, believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the hiring range and this hiring range may also be modified in the future. A candidate’s position within the hiring range may be based on several factors including, but not limited to, specific competencies, relevant education, qualifications, certifications, relevant experience, skills, seniority, performance, shift, travel requirements, and business or organizational needs. This job is also eligible for annual bonus incentive pay.
We offer a comprehensive package of benefits including paid time off, 11 holidays, medical/dental/vision insurance, generous 401(k) matching, lifestyle spending account and many other benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
Skills Required
- Bachelor's degree
- 10+ years of enterprise SaaS sales or business development experience
- At least 5 years selling into payer organizations
- Proven success in GTM strategy development and new product commercialization
- Strong understanding of payer operations, value-based care, population health, and quality improvement metrics
- Ability to communicate complex analytics and product value propositions to business and technical stakeholders
- Excellent communication, negotiation, and executive presence
- Maintain controls and compliance with BCBSA confidentiality, HIPAA, PHI, PII, SOC2 and HiTrust standards
- MBA or MPH
- Preference for experience selling into BCBS plans
What We Do
Blue Cross Blue Shield Association is a national federation of 34 independent, community-based and locally operated Blue Cross and Blue Shield companies that collectively provide health care coverage for one in three Americans. BCBSA provides health care insights through The Health of America Report series and the national BCBS Health Index.
