Solution Consultant, Senior Associate

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary:
The Solution Consultant, Senior Associate is responsible for being the solution expert and providing comprehensive functionality, service and workflow knowledge during the sales process. This role serves as a domain and industry expert for athenahealth and is responsible for creating and maintaining value driven presentations, focused on clinical and or financial solution demonstrations, and maintaining up-to-date knowledge of industry trends and competitors which support attainment of sales quota.

The Solution Consultant, Senior Associate is responsible for gathering discovery information on each opportunity, analyzes the information and in conjunction with the sales team members (sales executive, sales manager and solution design etc.), must strategically define, create, and demonstrate a solution incorporating athenahealth’s value drivers in accordance with the prospect’s requirements and our command of the message process.
They must be able to professionally present and demonstrate the breadth and depth of athena services and network benefits, focusing on athena’s competitive differentiators and unique market position. The Solution Consultant, Senior Associate can participate in complex and diverse account opportunities. The Solution Consultant, Senior Associate is required to have a masterful understanding of all facets of the ambulatory healthcare market.
Essential Job Responsibilities:

• Deliver professional sales presentations and demonstrations on the company and our cloud-based services, with a primary focus on the small group sales segment

• Customize preparations and demonstrations to reflect the business understanding needs (discovery) of the prospect

• Be an established and respected sales resource on company services, products across all market segments supported by athenahealth

• Handle detailed scenario demonstrations in conjunction with other Solution Consultants.

• Leverage AI-enabled tools and analytics to synthesize prospect data, generate tailored value-driven demonstrations and proposals, and surface prioritized clinical/financial opportunities that align with the prospect’s goals.

Additional Job Responsibilities:

• Work with other Solution Consultants on value selling, effective demonstration / presentation techniques, and other key responsibilities of the position.

• Work in tandem with sales executives to form comprehensive selling strategies for each sales opportunity.

• Represent athenahealth at key industry events such as tradeshows. Independently review and respond to functional questions as needed as part of the sales process.   

Expected Education and Experience:

• BA or BS degree or Clinical degree (RN, MA, etc.)

• Minimum of 3+ years working in an ambulatory care setting or / healthcare IT vendor in a customer facing and influencing position

• Must be willing to work and maintain availability during standard business hours in Mountain Standard Time (MST) or Pacific Standard Time (PST)

• Command of current healthcare trends

• Excellent Communication Skills – strong diagnostic listening skills supported by excellent, clear and concise verbal and written communication

• Ability to travel, as needed, for business needs

• Proven sales presentation and demonstration skills

• Demonstrated ability to work in a fast-paced, deadline driven environment

• Proven ability to manage multiple tasks and meet consistent preparation standards

• Strong objection handling skills

• Proven self-starter, able to work autonomously and learn independently

• Able to think on your feet, react quickly, and maintain composure in stressful situations, while conveying executive presence at all times.

• Capable of functioning collaboratively with a diverse team, both directing and taking direction.

• Apply creativity and judgment in developing new approaches and solutions.

• Understands and advocates for the athenahealth value drivers.

• Constantly models teaching and learning and serves as a role model for teamwork.

Expected Compensation

The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates.  Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.