Vice President Solution Sales
About this role
What you will be doing:
The Vice President, Solution Sales is a senior regional leader accountable for accelerating Premier’s technology solutions growth agenda by expanding market presence, securing strategic new business relationships, and advancing high-value opportunities with prospective Premier technology solutions member accounts. This role is part of the Chief Revenue Officer’s leadership team and will be responsible for managing a team of sellers. Their core responsibilities include supporting a unified culture across the organization; driving growth of our technology business and wrap-around advisory services; driving high technology renewal rates and expansion; support regional sellers in developing sales strategies and goals for their assigned geographies; support coaching and training enablement; and engage in talent management.
This role includes responsibilities for technology sales activities (e.g., sales strategy development, coaching, sales target development, pipeline management and forecasting, sales technology usage and adoption, etc.) as well as outcomes for their designated geographic region (e.g., technology renewal rates and sales growth).
In addition to retention and growth expectations, this position will partner closely with account management, enterprise sales, advisory services and customer success to focus on strategies to maximize the value of member c-suite and executive leader relationships as well as aligning value of our Premier Performance Services integrated solution suite to support member strategic imperatives and drive ROI.
Their performance will be measured based on the following key performance indicators aggregated for their region (targets will be set annually):
- Sales Bookings
- Renewal rate
- Revenue growth
This position and their team will work and function as an integral part of Premier’s member facing teams which includes colleagues from account management, enterprise sales, customer success and advisory services - helping to shape go-to-market strategy along with Premier’s product, AI & analytics teams, marketing and revenue operations and challenge the status quo to ensure that members will be successful in an era of healthcare reform implementation and beyond.
This person will have key competencies in leading a team understanding a broad range of healthcare industry challenges, account management, healthcare technology clinical and/or cost, ability to work with marketing/product and a track record of meeting/exceeding sales goals.
Key Responsibilities
Team Leadership & Performance Coaching — 20%
- Lead, mentor, and scale a team of sellers focused on new business and renewals, fostering a culture of relentless success and growth.
- Manage and coach territory sellers on planning, advanced prospecting techniques, and competitive positioning to drive Sales Pipeline Growth and Velocity.
- Instill a standardized process for accurate sales forecasting, pipeline management, and reporting focused exclusively on new business.
- Serve as the primary executive champion for the team, removing obstacles and providing the strategic support needed to win major deals
Regional New Business Strategy — 30%
- Own strategic new business development within an assigned region, with an emphasis on pursuit of prospective CDS and ITS members. Priority focus on flagship health systems, hospitals, IDNs, and other priority healthcare customers.
- Develop and execute a regional market penetration strategy aligned with enterprise sales priorities, regional account management strategy, and Premier’s overall growth objectives.
- Identify, qualify, and pursue high-value enterprise opportunities that support net new revenue, bookings, CDS and ITS membership growth, and regional market expansion.
- Personally lead complex, executive-level sales pursuits from prospecting through close, including prospect strategy planning, stakeholder relationship mapping, discovery, solution positioning, proposal development, negotiation, and contracting.
- Build trusted relationships with C-suite and senior-level decision-makers, including CEO, CFO, COO, CIO, CMIO, supply chain, clinical, operational, and strategy leaders.Serve as the opportunity owner and primary lead for assigned strategic pursuits, coordinating internal resources and driving accountability across the sales cycle.
- Translate Premier’s technology value proposition into compelling, customer-specific business cases that address strategic, financial, operational, clinical, and competitive priorities
Dyad Partnership with Regional VP, Account Management — 30%
- Serve as the new business dyad partner to the Regional Vice Presidents, to ensure a coordinated regional growth strategy across prospective and existing customers.
- Partner closely with the Regional Vice Presidents, to understand regional market dynamics, customer priorities, competitive threats, whitespace opportunities, and relationship networks.
- Align pursuit strategies with regional account plans to ensure new customer acquisition efforts complement broader account management, retention, expansion, and customer success objectives.Coordinate with the Regional Vice Presidents, on market intelligence, executive relationship mapping, regional growth priorities, and customer transition planning.
- Responsible for building account strategy; vet with commercial leadership; execute on strategies; bring in specialists for optimization of point solutions; align with member field services; and present Executive Business Review’s (EBR’s) for technology
- Educate customers on the benefits and business results of technology solutions
- Identify business needs of specific sales opportunities and present, close and sell added technology solutions (products and services) that will result in the named account’s business improvement
- Support a seamless handoff from closed new business opportunities to account management, implementation, and customer success teams to promote long-term customer value and relationship continuity.
- Represent Premier as a coordinated regional leadership presence with prospective customers, reinforcing alignment between sales commitments, account management strategy, and ongoing customer partnership.
Sales Cycle Execution — 15%
- Build, manage, and advance a robust regional pipeline of strategic new business opportunities aligned to assigned revenue and growth objectives.
- Develop account-specific pursuit strategies, competitive assessments, stakeholder maps, win themes, executive messaging, and deal plans.
- Structure compelling proposals, ROI narratives, financial models, and executive presentations that demonstrate Premier’s differentiated value.
- Apply disciplined sales methodology and deal management practices to improve pipeline quality, sales velocity, forecast accuracy, and close rates.
- Maintain accurate pipeline, forecast, opportunity, and customer activity documentation in CRM systems, including Salesforce.
Cross-Functional Influence & Go-to-Market Partnership — 5%
- Partner with sales leadership, account management, advisory services, technology, solution leaders, customer success, finance, legal, implementation, marketing, and other stakeholders to align pursuit strategy and customer messaging.
- Influence internal teams without direct reporting authority to marshal the right expertise, resources, and executive support for priority regional opportunities.
- Provide regional field intelligence, customer feedback, and competitive insights to inform go-to-market strategies, product positioning, solution development, and marketing campaigns.
- Represent the voice of the prospective customer and regional market in internal planning discussions.
- Share best practices, pursuit learnings, market trends, and competitive insights with peers and leadership to improve enterprise sales effectiveness.
Required Qualifications
Work Experience:
Years of Applicable Experience - 12 or more yearsEducation:
Bachelors (Required)Preferred Qualifications
Skills:
- Executive presence with the ability to engage credibly with C-suite and senior healthcare leaders.
- Developed deep C-suite relationships within the market or territory the candidate has served.
- Advanced consultative and strategic selling skills with demonstrated ability to lead complex enterprise pursuits.
- Consultative sales experience with the ability to uncover customer needs, shape solution strategies, and create executive-level value narratives.
- Strong ability to build regional market strategies, identify whitespace opportunities, and convert executive relationships into new business opportunities.
- Ability to operate effectively as a dyad partner with regional account management leadership.
- Strong understanding of customer success, implementation, and long-term customer value drivers.
- Exceptional negotiation, influence, and relationship-building capabilities.
- Strong financial and business acumen, including the ability to develop ROI models, business cases, and executive-level presentations.
- Deep understanding of the healthcare provider market, including health systems, hospitals, IDNs, GPOs, procurement processes, and competitive dynamics.
- Ability to work cross-functionally and influence internal stakeholders without direct authority.
- Strong pipeline management, forecasting, account planning, and CRM discipline.
- Excellent written, verbal, and presentation communication skills.
- Ability to operate independently, exercise sound judgment, manage competing priorities, and advance multiple complex opportunities simultaneously.
Experience:
- A minimum of 15 years of experience in sales, with a clear focus on B2B sales to the healthcare market.
- At least 10 years of experience selling directly into the U.S. healthcare provider market
- A minimum of 5 years in a senior sales leadership role, managing and leading sales teams focused on new business development across a large territory or region.
- A proven and verifiable track record as a specialist in new logo acquisition, with demonstrated success in securing new contracts and closing large, complex enterprise deals from prospecting to closure.
- Consistent history of meeting and exceeding new business sales quotas (e.g., 100%+ of annual quota in recent fiscal years).
- Experience selling complex enterprise solutions and services is required
- Proficiency with CRM software, particularly Salesforce, for rigorous pipeline management and forecasting.
Additional Job Requirements:
Remain in a stationary position for prolonged periods of time
Be adaptive and change priorities quickly; meet deadlines
Attention to detail
Operate computer programs and software
Ability to communicate effectively with audiences in person and in electronic formats.
Day-to-day contact with others (co-workers and/or the public)
Making independent decisions
Ability to work in a collaborative business environment in close quarters with peers and varying interruptions
Qualified full-time and part-time employees also receive access to the following benefits:
Health, dental, vision, life and disability insurance
401k retirement program
Paid time off
Participation in Premier’s employee incentive plans
Tuition reimbursement and professional development opportunities
Premier at a glance:
Granted World's Most Ethical Companies, Ethisphere, 2008-2026
Named U.S. News & World Report, Best Companies to Work For (2023, 2024, 2025)
Accredited by Forbes: America’s Best Management Consulting Firms 2024-2025
Given Modern Healthcare Best in Business Awards: Consultants- Healthcare Management
Awarded Cigna Workforce Designation Gold Level Recipient (2016,2017,2019,2020,2021,2022,2023,2025)
For a listing of all of our awards, please visit the Awards and Recognition section on our company website.
Employees receive:
Perks and discounts
Access to on-site and online exercise classes
Premier is looking for smart, agile individuals like you to help us transform the healthcare industry. Here you will find critical thinkers who have the freedom to make an impact. Colleagues who share your thirst to learn more and do things better. Teammates committed to improving the health of a nation. See why incredible challenges require incredible people.
Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran, special disabled veteran, Armed Forces Serviced Medal veteran, recently separated veteran, or other protected veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply. EEO / AA / Disabled / Protected Veteran Employer.
Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to or contact Premier Recruiting at 704.357.0022.
Personal Information submitted will be processed in accordance with Premier's Employee and Job Applicant Privacy Notice, which includes additional information about your privacy rights.
Originally posted on Himalayas
