Senior Sales Executive, Provider

Responsibilities

• Own revenue growth for assigned provider markets and accounts, including new business, expansion opportunities, renewal/relicense support, and strategic account growth in partnership with Account Management.
• Develop and execute territory and account plans that identify high-value provider prospects, key stakeholders, business priorities, competitive dynamics, and actionable strategies to advance opportunities.
• Proactively generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and disciplined follow-up on targeted provider opportunities.
• Sell into complex provider organizations, including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, clinically integrated networks, and other provider organizations.
• Navigate multi-stakeholder buying processes, including clinical, operational, financial, IT, procurement, and executive decision-makers.
• Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging that align MCG solutions to client priorities and measurable outcomes.
• Manage complex sales cycles from discovery through proposal, negotiation, contracting, and close, ensuring clear next steps, stakeholder alignment, and strong internal coordination.
• Partner with Account Management to support client retention, expansion strategy, relationship development, and long-term account planning.
• Collaborate with Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other internal stakeholders to position MCG effectively and support strategic opportunities.
• Support RFP/RFI responses and follow-up activities in collaboration with cross-functional teams.
• Use Salesforce and other sales tools to accurately document activity, manage pipeline, maintain forecasts, and provide timely visibility into opportunity status, next steps, business risks, and expected outcomes.
• Participate in trade shows, industry events, onsite meetings, sales meetings, and other MCG-sponsored events to build market presence and advance business opportunities.
• Demonstrate adaptability, resilience, curiosity, accountability, and a growth mindset in a dynamic sales environment.
• Participate in sales coaching, strategy, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team.
• Maintain strong knowledge of MCG products, solutions, technology, value proposition, and market positioning to ensure successful client and prospect engagement.
• Leverage approved AI-enabled tools and technologies to enhance productivity, improve sales planning, develop customer insights, and support prospecting, account strategy, and other business activities while adhering to company policies, data privacy requirements, and ethical use standards.
• Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed.

Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.
• At least 8 years of successful enterprise sales experience, preferably selling healthcare technology, clinical, operational, financial, or workflow solutions into provider organizations.
• Demonstrated success meeting or exceeding annual sales quotas, preferably with quotas of $4 million or more.
• Experience managing complex, multi-stakeholder sales cycles with health systems, hospitals, integrated delivery networks, physician organizations, academic medical centers, or similarly complex enterprise accounts.
• Proven ability to generate pipeline, build territory plans, develop executive relationships, and close new business and expansion opportunities.
• Strong understanding of provider healthcare operations, including utilization management, care management, case management, clinical workflow, population health, or related operational priorities.
• Proficiency using CRM systems, preferably Salesforce, to manage pipeline, document activity, forecast revenue, and track account strategy.
• Experience developing proposals, supporting RFP/RFI responses, and participating in contract negotiations.
• Ability to travel 40%-60% of the time for customer meetings, trade shows, sales meetings, and other MCG sponsored events.
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