Regional Informatics Sales Executive

Stellenbeschreibung:

Develop and execute a regional sales strategy focused on middleware, connectivity, and interoperability solutions
Drive new business development and expand existing accounts within hospitals, health systems, and laboratory networks
Sell middleware platforms supporting instrument-to-LIS connectivity, LIS-to-EMR/EHR integration, data normalization and transformation, rules-based autoverification and workflow automation, and interface engine/API-based interoperability solutions
Identify and engage CIOs, CMIOs, Laboratory Directors, Pathologists, IT Integration Managers, and Clinical Informatics teams
Conduct technical and workflow discovery to understand integration gaps, interface failures, and operational inefficiencies
Translate complex middleware capabilities into clinical, operational, and financial value propositions
Deliver technical presentations, solution demonstrations, and architecture-level discussions with pre-sales engineers
Manage the sales pipeline using CRM tools, ensuring accurate forecasting and opportunity progression
Lead complex, multi-system sales cycles involving IT, laboratory operations, procurement, and executive leadership
Coordinate with implementation and integration teams to transition from sale to deployment
Negotiate contracts, pricing, and service agreements with legal and finance teams
Monitor competitive middleware platforms, interface engines, and emerging interoperability standards
Represent the organization at healthcare IT, laboratory, and interoperability-focused conferences and events

Requirements

Bachelor’s degree in Business, Healthcare Administration, Information Technology, Computer Science, or related field
5-8 years of successful sales experience in healthcare IT, laboratory informatics, and/or enterprise software
Direct experience selling middleware, interface engines, integration platforms, or interoperability solutions
Proven success managing complex, technical, enterprise-level sales cycles
Strong ability to engage both technical (IT/integration) and clinical stakeholders
Excellent communication, presentation, and negotiation skills
Experience working with CRM systems
Willingness to travel within the assigned region
Preferred: Master’s degree in Business, Healthcare Informatics, or related field
Preferred: Experience with laboratory middleware platforms, interface engines, or healthcare integration engines (e.g., HL7 engines, API gateways)
Preferred: Strong understanding of HL7, FHIR, ASTM, and other healthcare data standards
Preferred: Experience integrating laboratory instruments with LIS systems in physician lab, hospital or reference lab environments
Preferred: Familiarity with cloud-based integration architectures and hybrid on-prem/cloud deployments
Preferred: Background working with IDNs, academic medical centers, large hospital systems, or national reference laboratories
Ability to work with controlled technology in accordance with US export control law

Core Competencies

Demonstrates expertise in developing and executing sales strategies for middleware and interoperability solutions within healthcare IT. Proven ability to engage clinical and technical stakeholders, manage complex sales cycles, and deliver compelling value propositions.