Senior Customer Success Manager, Bluesight
Strategic Accounts
$100-115k
+ Eligible for commission-based incentives
Medical intelligence automation vendor
Be an early applicant
Medical intelligence automation vendor
101-200 employees
Be an early applicant
$100-115k
+ Eligible for commission-based incentives
101-200 employees
Company mission
To simplify the top complexities of hospital pharmacies.
Role
Who you are
- Bachelor’s degree in related fields preferred
- At least 7 years of relevant experience in strategic sales and account management, experience in healthcare preferred
- Experience selling SaaS and/or analytics platforms preferred
- Ability to travel up to 15% of the time (travel is limited to US and Canada)
- Proven ability to meet goals and deadlines
- Proven negotiation skills
- Experience managing high-profile clients
- Demonstrated ability to communicate and present credibly through email and phone with various stakeholders both internally and externally. Especially at the executive level
- Strong verbal and written communications skills
- Demonstrated knowledge and understanding of Salesforce, ChurnZero, and other pertinent business systems
- Well-developed interpersonal skills, with the ability to work collaboratively in a team environment
- Strong customer services skills and commitment to meet or exceed customer expectations
- Experience with articulating value propositions and disseminating information effectively to external and internal stakeholders at all levels of an organization
- Excellent influencing and consultative selling skills and the ability to proactively identify and resolve barriers and challenges
- Excellent organizational skills and attention to detail
What the job involves
- The Sr Customer Success Manager, Strategic Accounts supports, nurtures, and grows Bluesight's key customers
- This individual is responsible for developing and executing a three-year strategic model that supports the significant growth of Bluesight's key customer base, positions Bluesight as a long-term, strategic partner, and fosters executive relationships with Bluesight’s key customers.
- This individual will work closely with Bluesight’s internal teams and largest customers to identify ways to sustain, improve, and create value with Bluesight’s solutions
- Manage pool of 10-20 of Bluesight’s top strategic customers, maintain regular communication with customers to track progress and status, and facilitate executive relationship management
- Develop and maintain executive-level relationships with customers, effectively working with C-suite stakeholders to increase utilization and value of Bluesight applications, document and communicate ROI from Bluesight partnership, and drive additional revenue opportunities
- Conduct quarterly business reviews with executive-level stakeholders of all assigned customers, and ensure all value assumptions remain valid and the relationship is producing outsized value
- Ability to educate customers on Bluesight's solutions, provide accurate and detailed consultative guidance on maximizing value, and lead process improvement initiatives with customers
- Coordinate and define all activities needed to support key customers. This includes communicating in detail with internal teams, including Product, Support, and Marketing, as well as the Bluesight's executive team
- Acquire and maintain customer references
- Gather, analyze, and clearly communicate relevant market intelligence to key customers, executive team, and other relevant internal stakeholders
- Maintain 100%+ net retention rates, reduce churn, and drive high volume of AMQLs to expand total contract value with customers through improved user adoption and ROI documentation
- Meet and exceed upsell and cross-sell lead generation quarterly goals
- Influence future lifetime value through higher product adoption, user growth, customer satisfaction, documented ROI and overall health scores
- Identify, develop, and execute a clearly defined 3-year strategic model, supported by all teams and levels of Bluesight, that drives the greatest value, likelihood for renewal, and revenue expansion for top customers through increased utilization, new use cases or user groups, and upsell/cross sell of new Bluesight solutions
- Participate in regular renewal meetings with leadership, communicate pool health risks and trends across the cohort
- Secure annual renewal and upgrade of membership contracts and corresponding service terms at a rate that meets or exceeds given performance goals: including renewal rates, price adherence, term length, etc
Our take
Bluesight (formerly Kit Check) is a software provider offering automated hospital pharmacy kit processing solutions to healthcare institutions. Bluesight's solution is improving medication safety by optimizing its management process, which in turn reduces risks, improves efficiency, and brings cost savings to hospitals and pharmacies.
To date, Bluesight's Medication Intelligence™ solutions have been adopted by over 1,000 hospitals in the US and Canada and are directly responsible for reducing replenishment processing times by over 90% while improving pharmacy kit accuracy and safety.
Leading the way for automated hospital pharmacy kit processing, Bluesight is dedicated to driving innovative medication safety solutions for healthcare institutions and patients alike. As demand for its solutions continues to grow and off the back of impressive funding rounds, the company looks to keep up and remain at the forefront of automated pharmacy processing technology.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 4 rounds)
Jun 2016
$15m
SERIES C
Jan 2015
$12m
SERIES B
Total funding: $37.5m
Company benefits
- Unlimited Vacation
- Fully Remote
- Comprehensive Insurance
- Home Office Stipend
- Monthly Health & Wellness Stipend
- Short & Long Term Disability Coverage
- 401K Program (via Vanguard) with up to 4% company match
- Paid Parental Leave
- Investing Into Your Career Growth
- Local Meetup, Team & Company Retreats
Company HQ
Eisenhower East, Alexandria, VA
Leadership
Kevin MacDonald
(Co-Founder & CEO)Previously the Vice President of ODIN Technologies, as well as the Lead RFID Architect at Sun Microsystems.
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