Senior Account Development Manager KIS; m​/w​/d

Leading Provider Of Healthcare Software

We are the leading provider of software in the healthcare sector. With our vision "Let no one suffer or die because medical information is missing somewhere or at some point in time," we make a sustainable contribution to the future of our healthcare system. Our solutions ensure that medical information is available anytime and anywhere.

• Strategic responsibility for the development of selected strategic accounts in the KIS environment in the DACH region as well as identification and opening up of concrete business opportunities
• Proactive relationship management in defined target hospitals, for example in the environment of SAP and i.s.h.med. customers as well as other strategically relevant KIS accounts
• Building and maintaining a reliable network in the hospital and clinic environment, especially to hospital management, C-level decision-makers, IT directors and other relevant stakeholders of large institutions, clinic alliances and regional care centers
• Targeted opening up of selected target houses and development of individual account strategies in order to identify relevant contact persons and concrete project potentials at an early stage
• Identification and development of KIS modernization, expansion and migration potentials within the accounts managed
• Analysis of existing KIS markets, KIS landscapes and architectures as well as derivation of concrete potentials and strategic approach points for the respective target houses
• Development and implementation of account development strategies around CGM KIS solutions and opening up of new market and revenue potentials within the accounts managed
• Placement of open CGM CLINICAL technology and modular solutions with relevant customers and decision-makers
• Analysis of customer requirements, market trends and competitive developments as well as transfer of these findings to concrete account and sales strategies
• Early accompaniment and shaping of pre-tender phases in order to position CGM as a relevant solution provider for strategically relevant houses already before an official tendering
• Development of individual solution approaches together with customers and internal experts in the sense of a strategic consultative selling
• Close cooperation with presales, consulting, product management and other internal stakeholders for the development and positioning of suitable solutions
• Leading tender and award processes as responsible sales lead; bringing in the built up account knowledge and network during the further sales process for the qualification of the engagement and maximization of the win probability
• Responsibility for the building and development of a strategic account pipeline as well as transparent control of the activities in the CRM
• Control of relevant KPIs, especially with regard to the development of strategic accounts, relevant stakeholder contacts, identified projects, pre-tender potentials and qualified handovers to sales

• Completed university degree, e.g. in business administration, information management, medical informatics, health economics, or a comparable qualification
• Several years of solid experience in sales, account development or business development of complex software solutions, ideally in the healthcare sector or in the hospital and KIS environment
• Very good understanding of the KIS market, common KIS architectures and relevant integration and migration scenarios
• Experience in the environment of SAP or i.s.h.med. and a good understanding of the respective customer and market structures; experience with other KIS landscapes is an advantage
• Proven network in the hospital and clinic environment as well as ideally established contacts to hospital management, C-level, IT directors and other relevant decision-makers
• Experience in the strategic development and opening up of concrete accounts as well as in the identification and development of business potentials
• Experience in building and maintaining stakeholder networks as well as in successfully addressing and positioning relevant decision-makers
• Understanding of pre-tender, tender and award processes as well as ideally…