Regional Informatics Sales Executive

Develop and execute a regional sales strategy focused on middleware, connectivity, and interoperability solutions
Drive new business development and expand existing accounts within hospitals, health systems, and laboratory networks
Sell middleware platforms supporting instrument-to-LIS connectivity, LIS-to-EMR/EHR integration, data normalization and transformation, rules-based autoverification and workflow automation, and interface engine/API-based interoperability
Identify and engage CIOs, CMIOs, Laboratory Directors, Pathologists, IT Integration Managers, and Clinical Informatics teams
Conduct technical and workflow discovery to understand integration gaps, interface failures, and operational inefficiencies
Translate middleware capabilities into clinical, operational, and financial value propositions
Deliver technical presentations, solution demonstrations, and architecture-level discussions with pre-sales engineers
Manage the sales pipeline using CRM tools and ensure 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 for transition from sale to deployment
Negotiate contracts, pricing, and service agreements with legal and finance teams
Monitor competitive middleware platforms, interface engines, and emerging interoperability standards
Represent the organization at healthcare IT, laboratory, and interoperability conferences and events

• Bachelor’s degree in Business, Healthcare Administration, Information Technology, Computer Science, or related field
• 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
• Preferred:
  Master’s degree in Business, Healthcare Informatics, or related field
• Preferred:
  Experience with laboratory middleware platforms, interface engines, or healthcare integration engines (e.g., HL7 engines, API gateways)
• Preferred:
  Strong understanding of HL7, FHIR, ASTM, and other healthcare data standards
• Preferred:
  Experience integrating laboratory instruments with LIS systems in physician lab, hospital or reference lab environments
• Preferred:
  Familiarity with cloud-based integration architectures and hybrid on-prem/cloud deployments
• Preferred:
  Background working with IDNs, academic medical centers, large hospital systems, or national reference laboratories
• Must be able to work with controlled technology in accordance with US export control law

Demonstrates expertise in developing and executing sales strategies for middleware and interoperability solutions within healthcare IT. Proven ability to engage technical and clinical stakeholders, manage complex sales cycles, and deliver compelling presentations that translate technical capabilities into business value.

• Middleware Sales Experience
• Complex Sales Cycle Management
• Technical Presentation Skills
• CRM Systems Proficiency
• Healthcare Data Standards Knowledge

• Middleware Platforms
• Interface Engines
• Integration Platforms
• Interoperability Solutions
• Data Normalization
• Workflow Automation
• HL7 Standards
• FHIR Standards
• API Gateways
• Laboratory Informatics

• Excellent Communication
• Presentation Skills
• Negotiation Skills
• Stakeholder Engagement
• Problem-Solving

• Healthcare IT
• Laboratory Networks
• Clinical Informatics
• IDNs
• Academic Medical Centers
• Hospital Systems
• Reference Laboratories

• CRM Tools
• Cloud-Based Integration Architectures
• Hybrid On-Prem/Cloud Deployments