Regional Informatics Sales Executive; RISE

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Plans and executes sales targets and activities in a specified region for the portfolio of a unit in order to increase sales with all kinds of potential customers and to achieve defined commercial targets.

We are currently looking for an ambitious Regional Informatics Sales Executive (RISE) in the West, South-West, and Mid-South to join our Informatics business within Point of Care.

As a Regional Informatics Sales Specialist you will be responsible for:

• Develop and execute a regional sales strategy focused specifically on middleware, connectivity, and interoperability solutions.
• Drive new business development and expand existing accounts within hospitals, health systems, and laboratory networks.
• Sell middleware platforms that support:
• Instrument-to-LIS connectivity
• LIS-to-EMR/EHR integration
• Data normalization and transformation
• Rules‑based autoverification and workflow automation
• Interface engine and API‑based interoperability solutions
• Identify and engage key stakeholders including CIOs, CMIOs, Laboratory Directors, Pathologists, IT Integration Managers, and Clinical Informatics teams.
• Conduct in-depth technical and workflow discovery to understand integration gaps, interface failures, and operational inefficiencies.
• Translate complex middleware capabilities into clear clinical, operational, and financial value propositions.
• Deliver technical presentations, solution demonstrations, and architecture‑level discussions in collaboration with pre‑sales engineers.
• Manage a robust sales pipeline using CRM tools, ensuring accurate forecasting and opportunity progression.
• Lead complex, multi‑system sales cycles involving IT, laboratory operations, procurement, and executive leadership.
• Coordinate with implementation and integration teams to ensure smooth transition from sale to deployment.
• Negotiate contracts, pricing, and service agreements in collaboration with legal and finance teams.
• Monitor competitive middleware platforms, interface engines, and emerging interoperability standards.
• Represent the organization at healthcare IT, laboratory, and interoperability‑focused conferences and events.

Required skills to have for the success of this role:

• Bachelor’s degree in Business, Healthcare Administration, Information Technology, Computer Science, or related field.
• Must have 5-8 years of successful sales experience in healthcare IT, laboratory informatics, and/or enterprise software.
• Direct experience selling middleware, interface engines, integration platforms, or interoperability solutions.
• Proven success managing complex, technical, enterprise‑level sales cycles.
• Strong ability to engage both technical (IT/integration) and clinical stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Experience working with CRM systems.
• Willingness to travel within the assigned region.

• Master’s degree in Business, Healthcare Informatics, or related field.
• Experience with laboratory middleware platforms, interface engines, or healthcare integration engines (e.g., HL7 engines, API gateways).
• Strong understanding of HL7, FHIR, ASTM, and other healthcare data standards.
• Experience integrating laboratory instruments with LIS systems in physician lab, hospital or reference lab environments.
• Familiarity with cloud‑based integration architectures and hybrid on‑prem/cloud deployments.
• Background working with IDNs, academic medical…