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Job Category
Customer Success
Job Details
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Salesforce Professional Services focuses on delivering strategic engagements that define transformational opportunities and articulate clear plans for execution of change programs. We rely on our team's expertise and specialisms to engage with executive-level customers to agree on specific business goals and actions to ignite the full value of Salesforce. Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the Salesforce platform.
Overview of the Role We are currently seeking a Regional Vice President (RVP), Services Sales Leader to join our growing team within Customer Success Group (CSG). The Services Sales Leader is responsible for driving professional services sales, bookings, and delivery oversight for a portfolio of Healthcare customers across North America spanning the Payer, Provider, and Specialty Care sub-industries.
Our Account Partners act as trusted advisors to our customers by providing execution excellence, demonstrating intimate knowledge of their business, and defining a roadmap towards success. Their primary goal is to help customers generate significant business value from their Salesforce investment.
As a critical member of the Go To Market (GTM) and Professional Services team, you are responsible for building relationships with our license sales and extended functional teams (such as product, success managers, creative teams, legal, delivery and more) to understand, evaluate and strategically counsel our internal teams and customers on programs to complete their vision and goals. You will be responsible as the deal originator, strategist, and execution quarterback supported by our delivery organization.
Your Impact
- Manage a team of Account Partners selling Salesforce Services across Payer, Provider, and Specialty Care customer segments
- Formulate and execute a cross-segment strategy to maximize business growth across your territory, with nuanced go-to-market approaches tailored to each sub-industry's regulatory environment and buying patterns
- Coach and mentor the team following AMER Commercial Office best practices and Healthcare sector-specific strategies
- Drive thoughtful, strategic, and enterprise-level transformation programs for our most ambitious healthcare customers — including health plans, integrated delivery networks (IDNs), hospital systems, ambulatory networks, and specialty care organizations
- Facilitate qualification, deal cycle participation, account reviews, and value assessments with an understanding of the distinct budget cycles, procurement processes, and compliance requirements across Payer, Provider, and Specialty Care
- Drive awareness within each healthcare micro-vertical to develop repeatable, scalable motions — including patient engagement, member services, care coordination, utilization management, and revenue cycle optimization
- Enable smooth transition and partnership into our delivery team with effective margins, staffing plans, approach, and Salesforce methodology
- Act as a trusted advisor to our customers to accelerate value and improve patient, member, and operational outcomes
- Serve as a key SME, leader, and services consultant to our sales teams across all three healthcare sub-verticals
- Serve as the liaison between internal and external teams, including regulatory, compliance, and clinical stakeholders unique to healthcare organizations
Required Qualifications
- 6+ years of experience owning or leading a book of business
- 10+ years of experience operating within a consulting landscape
- 5+ years of experience working with customers across two or more of the following: Healthcare Payer (insurance/managed care), Provider (health systems, hospitals, IDNs), or Specialty Care (oncology, behavioral health, ambulatory, or similar)
- Proven sales leader with experience managing a team responsible for a $20M+ book of business
- Experience selling professional services related to digital transformation in regulated healthcare environments, with working knowledge of HIPAA, value-based care models, and interoperability standards (HL7, FHIR)
- Experience driving strategic motions including value propositions, execution planning, teaming, and outcomes-based engagements across clinically and operationally complex organizations
- Capable of building assets from scratch including marketing, sales, and strategy solutions tailored to healthcare buyers
- Skilled in maneuvering and engaging with the C-Suite — including CMOs, CNOs, CIOs, and Chief Digital Officers — during a strategy cycle
- Background in delivering critical initiatives and/or programs for a firm-based model or product company within healthcare
- Experience working with global and enterprise healthcare procurement leads to negotiate pricing and deal strategy
- Degree or equivalent confirmed experience required. Experience will be evaluated based on the core proficiencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
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