Sr. Area Sales Manager, East
Vocera Communications, Inc.
 Cleveland, OH

Location: Home Office, New Jersey, Philadelphia or Ohio, United States

Type of Employee: Full Time

Vocera delivers the leading platform for clinical communication and workflow. Our mission is to simplify and improve the lives of healthcare professionals and patients while enabling hospitals to enhance quality of care and operational efficiency. Hospitals and health systems around the world have selected our solutions to enable care teams to communicate and collaborate using smartphones or our hands-free, wearable Vocera Smartbadge and Vocera Badge. Our platform is interoperable with most clinical and operational systems used in hospitals. In addition to healthcare, Vocera is found in luxury hotels, aged care facilities, retail stores, schools, power facilities, libraries, and more. Vocera is headquartered in San Jose, California, with offices in San Francisco, Indiana, Canada, India, United Arab Emirates, Australia, and the United Kingdom. Learn more at www.vocera.com and follow @VoceraComm on Twitter.

Position Description: Vocera is seeking an ambitious Sr. Area Sales Manager to lead identifying new customer sales opportunities in a designated territory, developing a sales pipeline, managing the sales cycle and achieving new customer booking goals. A key focus is extending the reach of Vocera as an enterprise-wide solution with new customers as well as some expansions with existing customers. This position will be based out of a geographic home office and will require local travel to customers and prospects within the designated region.

Responsibilities

  • Quota achievement: Identify, qualify and close new customer sales opportunities. Consistently meet or exceed quota targets within an assigned territory
  • Sales Strategies: Plan and implement effective territory sales strategy required to progress deals through the sales process
  • Pipeline: Maintain necessary pipeline to support quota achievement quarter over quarter
  • Achievement of deals: Advance opportunities efficiently and with a sense of urgency through the sales cycle
  • Executive relationships: Build and maintain executive and key stakeholder relationships through the C-suite to build trust and close deals
  • Lead solution focused customer presentations, including coordinating the involvement of all necessary internal team members
  • Accurately forecast business and sales pipeline
  • Ensure positive communication and collaboration with key internal stakeholders and teams; leverage corporate resources effectively to maximize success of your territory

Competencies

  • Executive presence and influencing skills; excellent negotiation and ability to close deals
  • Superior communication skills (written, verbal, presentation) especially the ability to present concepts and articulate business value in a clear concise manner
  • Strong interpersonal skills to build positive, productive, and effective professional working relationships with internal teams and external partners
  • Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels
  • Solid understanding communication technology trends and industry dynamics in healthcare
  • Ability to effectively convert leads into new relationships and closed deals, self-starter
  • Strong sense of creativity and innovation, with integrity and respect for others

Requirements

  • BA/BS degree or equivalent; advanced degree a plus
  • 8-10 years of direct health care sales experience in technology, software (clinical systems or other business applications), services, and/or medical devices. Experience with wireless communications preferred
  • Proven track record of consistently meeting and/or exceeding sales quotas
  • Disciplined use of a formalized sales methodology; e.g., The Complex Sale, Target Account Selling, Power-Base Selling, etc.,
  • Enterprise complex deal experience selling a multi-faceted solution
  • Experience with Salesforce.com, and virtual meeting and presentation tools
  • 50-75% travel within assigned region

Belief in Diversity
Vocera Communications is an Affirmative Action Employer committed to workforce diversity. Qualified applicants will receive consideration without regard to race, sex, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, or genetic information.