Regional Director, Healthcare

Location : Remote, United States | Team: Industry & Vertical Sales

Role Type: Full-Time Employee (Individual)

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.  

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. 

We believe: Every Experience Matters. Talent is Everywhere. All Belong Here.

At Medallia, we hire the whole person.

Medallia Sales brings our unique approach to Operational Customer Experience Management to enterprise customers across Financial Services, B2B, Telecom, Retail, Hospitality, and Automotive industries. Our team is responsible for building long-term mutually successful relationships with our impressive customer base: 4 of America’s 5 largest banks, 6 of the 10 largest global Telcos, 5 out of the 10 biggest Fortune 500 retailers, 7 of the 10 largest global hotel chains, and 3 of the world’s top luxury car brands. As a team of consultative Sales professionals, our mission is to create a legendary team and establish a reputation across enterprise software for sales excellence, impact, and everyday personal/professional growth.

The Role:
Consumers' expectations are changing weekly, even daily, and technology is driving how organizations do business. Consumers demand a voice in the experiences they have with the companies they love, and those businesses are eager to use that voice to accelerate their growth. The location of this role is flexible.

As a Regional Director, Healthcare you will lead and inspire a team of senior Sales Directors and partner with the Medallia sales ecosystem to drive large revenue opportunities forward with our most strategic enterprise accounts in the Healthcare vertical.

You will:

Set direction:
Create and sustain a culture of high performance and high expectations, of empowerment and accountability, of collaboration and integrity
Set clear short-term and long-term plans for strategic accounts within Insurance vertical accounts
Create a strategic plan with your team on an account by account basis to expand the usage of Medallia within our install base, and secure new Customers
Hold yourself and your team accountable for operational and financial results

Embrace a commitment to high impact deal execution: 
Help your team identify, qualify, and close deals, from start to finish
Identify - assist with pipeline generation ideas, identify new ways into accounts,  coaching Sales Directors on champion building efforts, on negotiations, deal structure, etc. Qualify-continued emphasis on testing and building supporters across complex global accounts, interested in driving tangible business value, and willing to collaborate openly to succeed together.
Close - through accurate forecasting and deal-level knowledge/collaboration, exceed revenue and success targets by driving win-win deals with Clients to closure
Leverage your creativity and influence to build account-based marketing approaches and go-to-market strategies with global system integrators, product, and ecosystem teams.

Lead by example:
Connect and build rapport with all levels of the team and sales ecosystem
Develop GM-level relationships with Pre-Sales, Account Management, Marketing, and other core teams across Medallia
Develop and coach your team to emphasize everyday improvement leading to accelerated development, and career progression on target with expectations

Responsibilities:

  • Lead a team of Strategic and Enterprise Sales Directors (ICs) opening new accounts and retaining critical business--this includes partnering on prospecting strategies, meeting preparation efforts, and territory reviews
  • Own, drive, and accurately forecast new software bookings, retention, and up-sell/cross-sell opportunities
  • Define territory strategies, account lists, and quota expectations
  • Attract, recruit and hire Enterprise Sales Leaders and President’s Club attendees
  • Partner internally with Sales Leadership, Sales Ops and Marketing to continuously improve our sales approach and win rate
  • Work with sales leadership team to set the vision, strategy, and tone for your region

Required Qualifications

  • Minimum of 2 years as a first tier leader of a high-performing enterprise software sales team
  • Minimum of 7 years as a top-performing individual contributor in an enterprise software sales role
  • Demonstrated experience exceeding quota in an enterprise sales organization
  • Demonstrated experience building and maintaining C-suite relationships
  • Proven history of closing complex 7 and 8 figure opportunities with multiple buyers across multiple lines of business
  • Prior experience managing enterprise deals in the Healthcare industry

Preferred Qualitifcations

  • Track record of inspiring and developing high-performing sales professionals
  • Location for this role is flexible as your team will be spread out across the country
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity is afforded to all qualified applicants and employees. We do not discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other protected category. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements. 

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws. 

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