Associate Director, Contract Negotiations / Sales Overlay (Healthcare)

PURPOSE:

Providing solution sales support for multiple products or multiple services revenue generating activities including providing expert deal crafting, pursuit team coordination, business solution formation, pursuit management and facilitating or leading contract negotiation. Ensuring appropriate solution from both a business and technical perspective - taking into account all realities and constraints such as costs, contract terms, business conditions, and the business requirements of the client. Working closely with Sales and Services Management in defining and prioritizing specific opportunities, determining proper product/services solution mix, securing issue resolution and internal TriZetto alignment and putting forth a positive financial strategy.

ESSENTIAL FUNCTIONS:

1. Working to creatively package a mix of products and services with positive financials.

2. Negotiating business terms and conditions and providing guidance as to options to consider.

3. Administering the negotiation process toward issue resolution, seeking agreeable mutual ground for win/win outcomes. Coordinating and communicating the key activities, issues, and resources of a pursuit including determining appropriate senior management escalation.

4. Incorporating knowledge of key IT technology, processes, services and operational factors into a solution in order to close deal.

5. Being accountable for more complex, mix of products and services, full stack, core system replacements deals, new master contract and full set schedules for medium to large regional or national clients ranging from a typical size of $3M to $20M in bookings.

QUALIFICATIONS:

Education: High school diploma, GED Certificate or equivalent. Bachelor's degree in Business, IT, Finance or a related discipline preferred.

Experience: Minimum of eight years' related experience. Experience in the healthcare industry, IT consulting, hosting or ITO knowledge, preferably in the insurance payer market.

Technical Competencies:

* Expertise in negotiations and subject matter expertise in TriZetto products and services.

* Demonstrating extensive financial analytical capabilities including TCO, ROI and VSOE analysis.

QUALIFICATIONS:

Education: High school diploma, GED Certificate or equivalent. Bachelor's degree in Business, IT, Finance or a related discipline preferred.

Experience: Minimum of eight years' related experience. Experience in the healthcare industry, IT consulting, hosting or ITO knowledge, preferably in the insurance payer market.

Technical Competencies:

* Expertise in negotiations and subject matter expertise in TriZetto products and services.

* Demonstrating extensive financial analytical capabilities including TCO, ROI and VSOE analysis.