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Vice President of Sales - Healthcare Consulting and Solutions

Remote, United States
Vice President of Sales 
Healthcare Consulting and Solutions

Position Overview:
The Vice President of Sales will report to the COO and will be responsible for driving revenue growth, expanding market share, and leading the sales organization to achieve aggressive sales targets. This executive will develop and execute a scalable sales strategy focused on client acquisition, retention, and expansion within healthcare, life sciences, and related markets. The role requires a results-driven leader with deep expertise in enterprise sales, solution selling, and go-to-market execution.

The Key Responsibilities:

Strategic Business Growth & Client Development
  • Develop and maintain high-value client relationships across all service lines, focusing on Epic, MEDITECH, Life Sciences, Cloud (AWS, Azure and GCP), and AI Technology Services.
  • Design and implement Annual and Quarterly Sales Plans, outlining target accounts, pursuit strategies, and revenue contribution goals.
  • Prepare and present Quarterly Business Reviews (QBRs) with select GTM Channel Partners.
  • Develop and execute a comprehensive sales strategy aligned with HCTI’s corporate objectives.
  • Lead and manage the sales team to drive top-line revenue growth and achieve sales quotas.
  • Partner with internal stakeholders (Marketing, Delivery, Finance, Product, and Delivery teams) to align sales efforts with company goals.
  • Consistently achieve or exceed revenue and gross profit margin (GPM) targets as per the Annual Operating Plan and Incentive Compensation Plan (ICP).
Sales Execution & Pipeline Management
  • Generate and maintain a credible sales forecast, provide regular updates on sales progress, improve pipeline, accelerate probability of close, and communicate resource needs to Service Line Leaders and the Leadership Team.
  • Drive full-cycle sales execution, from lead generation and prospecting to contract negotiation and deal closure.
  • Collaborate closely with Marketing to enhance lead generation, brand visibility, and market positioning.

High-Performance Sales Leadership
  • Build, mentor, and lead a high-performing sales team, ensuring best-in-class training, development, and strategic selling capabilities.
  • Implement and enforce sales methodologies, processes, and tools that enhance efficiency and effectiveness in deal execution.
  • Monitor and manage Accounts Receivable (A/R) for assigned new and existing accounts, ensuring strong financial discipline.
  • Monitor and ensure that 35% to 40% of all leads are converted into client contracts, implementing strategies to optimize conversion rates.
  • Ensure sales cycle efficiency by maintaining optimal deal closure timelines:
    • Enterprise: 6-12 months
    • Mid-Market: 3-6 months
    • Startups: 1-3 months
  • Work closely with designated to optimize customer retention and renewal rates.
  • Monitor and meet KPIs/OKR related to revenue growth, client acquisition, sales pipeline management, team performance and market expansion to ensure alignment with business objectives

Firm-Wide Leadership & Market Positioning
  • Serve as a strategic leader and brand ambassador, representing the firm’s vision, culture, and service offerings.
  • Lead and oversee proposal development, contract negotiations, and strategic account planning.
  • Strengthen partnerships with key industry stakeholders, including MEDITECH, Epic, and other strategic collaborators.
  • Represent the firm at industry conferences, networking events, and thought leadership forums to enhance business visibility.

Client Engagement & Market Presence
  • Maintain frequent and meaningful client interactions, with an emphasis on strategic accounts.
  • Travel as needed to strengthen client relationships, advance deals, and drive business outcomes.

Qualifications & Requirements
Education:
  • Bachelor’s degree in Business Administration, Sales, Marketing, Healthcare Management, or a related field required. Master’s degree (MBA) or equivalent preferred

Experience:
  • 15+ years of progressive sales leadership experience with proven track record in generating $23+Mn sales revenue per year, or strategic partnerships within healthcare, life sciences, cloud services (AWS, Azure and GCP), or AI technology sales.
  • Proven track record of executive-level client relationship management and revenue growth in complex sales environments.
  • Experience leading high-performing sales teams, with a strong ability to mentor and develop talent.
  • Prior experience selling enterprise technology solutions, healthcare IT, or consulting services is highly desirable.
  • Deep expertise in solution selling, contract negotiations, and client relationship management.
  • Strong understanding of MEDITECH, Epic, Life Sciences, Cloud, and AI Technology Services markets.

Knowledge & Skills:
  • Expertise in full-cycle sales strategy, including lead generation, account management, and contract negotiations.
  • Strong financial acumen, including revenue forecasting, gross margin analysis, and P&L management.
  • Ability to develop and execute go-to-market strategies that align with business objectives.
  • Strong executive presence, with excellent communication, negotiation, and presentation skills.
  • Ability to influence and build relationships with C-suite executives, VPs, and senior decision-makers.
  • Adaptability in fast-paced, evolving environments, with a problem-solving mindset and strategic thinking.

Why Join Us?
  • Opportunity to lead and shape the sales function in a rapidly growing healthcare technology company.
  • Competitive compensation, including performance-based incentives.
  • Collaborative and dynamic work environment with executive leadership support.
  • The chance to make a meaningful impact in healthcare and life sciences through innovative technology solutions.

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