Territory Manager, Digital Solutions (Denver​/Phoenix

Territory Manager, Digital Solutions (Denver/Phoenix)

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers. Are you looking for an inspiring career?

You just found it.

Job Overview

The Territory Manager, Digital Solutions is a quota-carrying sales professional responsible for driving revenue growth through the consultative sale of healthcare IT solutions (including software as a medical device, SaMD) to hospitals and health systems providing care for high-acuity patients. The position focuses on high acuity care environments, primarily the ICU, requiring deep engagement across a complex, multi-stakeholder hospital environment, from clinical leadership to C-suite executives and IT decision-makers.

The Territory Manager, Digital Solutions will collaborate with our Acute Care Therapies sales organization and leverage the synergy of positioning the healthcare IT solutions in scope together with Getinge capital equipment and disposables. The position will work in partnership with the Getinge Global Product area for Digital Solutions. The position will be responsible for managing all aspects of the sales process and will report to the Manager, Digital Solutions.

Job Responsibilities and Essential Duties

• Own and manage a defined sales territory, achieving and exceeding assigned revenue quotas for healthcare IT and SaaS-based solutions targeting critical care environments.
• Lead a discovery-driven, consultative sales process to assess client needs, identify gaps, and position solutions that deliver measurable clinical and operational value.
• Develop and implement successful Territory Business Plan (e.g., weekly, monthly, quarterly) that identifies the needs of particular accounts and defines specific achievable strategies that meet/exceed assigned revenue plans for an assigned territory.
• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Build and maintain trusted relationships across a broad set of hospital stakeholders including clinical, operational, financial, and technology leaders.
• Navigate complex enterprise sales cycles involving multiple decision-makers, procurement processes, and compliance requirements.
• Lead commercial discussions including SaaS contract structures — including Statements of Work (SOW), Service-Level Agreements (SLA), Business Associate Agreements (BAA).
• Collaborate cross-functionally with clinical, implementation, and customer success teams to ensure seamless transitions from sale to deployment.
• Maintain current knowledge of the competitive health IT landscape and effectively differentiate our solutions in competitive situations.
• Represent the company at industry conferences, health system events, and professional forums.
• Be able to accurately submit rolling 90-day revenue forecast and meet/exceed established sales forecast accuracy targets.
• Perform other related duties as required or assigned.

Key Call Points

• ICU Medical Directors and Critical Care service line leadership
• Cardiothoracic Surgery and Perfusion leadership
• ECLS program managers and service line leadership
• Respiratory Therapy and Critical Care nursing leadership
• CIO, CMIO, CNIO, and digital health / clinical informatics leaders
• IT, information security, and data governance stakeholders
• Value Analysis Committees and hospital finance decision-makers

Minimum Requirements

• Bachelor's Degree or equivalent combination of education and sales experience in healthcare IT or Med Tech SaaS solutions.
• Must have a valid driver's license and passport.
• Minimum of 5 years of experience in direct sales of IT, SaaS and other digital solutions to North American healthcare clients, with a demonstrated track record of quota attainment.

Required Knowledge,

Skills and Abilities

• Proven command of consultative, discovery-based selling methodologies in complex,…