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Innovation Partner/VP Account Management

Washington, DC, USA | Medullan

  • Industry:
    Information Technologies
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    General Management
    Sales
  • Experience:
    10-12 years
Job Description:
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The Innovation Partner/VP Account Management is a General Manager position within Medullan; owning the success and driving growth of a segment (vertical or geography) of our business. Highly strategic, executive level partnerships. The initial focus on this role will be Payers, Health IT Services and mid-Atlantic Region. The Innovation Partner plays four critical roles in the delivery of our work:


Working with Sales and Marketing to close multi-million dollar accounts

2. Heading up a multi-disciplinary team to meet, and exceed, client expectations, on-budget, on-time and on-margin and with glowing feedback

3. Maintaining and growing business within key accounts

4. Serving as an example and ambassador of our Values, Purpose and Vision.


Responsibilities:


 Sales Support 

- Being a key contributor to the pre-sales engagement architecture

- Drafting and delivering pitches and proposals

- Strategic sales planning for assigned accounts


 Marketing support: 

- Authoring and presenting white papers, social media posts, and webcasts

- Generating, reviewing and executing industry presentations and panels (participant / moderator)

- Authoring and/or reviewing of collateral harvested from completed engagements

- Participating in designing, planning and execution of company’s overall marketing programs


 Delivery: 

- Managing delivery engagements from “concept to concrete results”; facilitates cross-functional coordination across User Experience, Digital Strategy, Software Development, and Program Management to provide truly “integrated” innovation in a lean, agile format

- Planning, facilitating and participating in key client-facing and internal workshops

- Leading, authoring and reviewing strategic deliverables that include: roadmaps, competitive analysis, and screening criteria for pipeline management

- Reviewing project plans, workshop plans, and deliverables including: designs, roadmaps, processes, governance models, and software/demos/architecture maps

- Navigating organizational politics, facilitates building consensus and the “trusted advisor” relationship with client stakeholders; attends and presents at executive checkpoints

- Serving as a mentor for delivery leads (and other delivery folk as well)

- Being ultimately responsible for the financial health of each assigned account with a focus on setting and maintaining expectations around gross margin and erosion

- Striking and closing partnerships with other [incumbent or candidate] vendors for broader footprint


 Company Building: 

- Cross functional capability gap analysis

- Providing internal thought leadership on health care and opportunities for Medullan to differentiate

- Internal delivery training of Managers, Directors (and Innovation Consultants in the future)

- Contributing to Medullan methodology, templates, tools, and internal collateral

- Contributing to culture and community

- Participating in recruiting of Manager/Director-level Colleagues and above

- Participating in product development activities


Requirements: 

- Minimum 10 years of client management and delivery experience in a services context with gross margin, erosion, and colleague satisfaction accountability, preferably with million dollar plus accounts

- Medium to deep experience of our portfolio components: Strategy, Technology, User Experience & Design, and Project/Program Management is a must

- Major points for health care (payors, providers, pharma, life sciences, wellness) experience

- Business Development/Sales and Marketing prowess

- Product development and marketing exposure would also be tragically cool

- High traffic, interactive web and mobile solutions is a big plus

- Business school degree is desirable but not necessary


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