Position: Director, Sales (Healthcare and Life Sciences)
Location: Herndon, VA

Exostar - The Company:

• Exostar’s cloud-based platforms create exclusive communities within the Life Sciences, Healthcare, Defense Industrial Base and other highly-regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By managing community identities and enabling secure and timely access to systems we reduce risk, promote process efficiency, and reduce process start up times.
• We’re a solid company founded in 2000 and still quickly growing
• We have won multiple industry awards serving fast-growth industries with emergent technology

Exostar - The Employer:

• We believe in employee development: we promote internally and provide training and educational assistance
• We provide a fun, engaged workplace, with monthly social and community-building events
• We offer comprehensive benefits and PTO plans, including a holiday break between Christmas and New Year’s Day

Job Overview:

Exostar is looking for an Enterprise Salesperson with experience selling SaaS identity management, clinical operations, collaboration and/or partner compliance management solutions with a successful track record of growing both new business and expansion revenue. This person must demonstrate all the behaviors associated with a high-performance sales culture, specifically managing a pipeline, delivering results against a quota and maintaining professional client relationships.

The role requires a strategic business acumen and a solid understanding of business and technology consulting environments, competitive positioning, and experience in the delivery for customers. Outstanding ability to engage in discussions with high level customer stakeholders related to business value and alternatives for relevant solutions is required. Must have a passion for the customer and high quality delivery which is demonstrated through professionalism and striving for excellence in all aspects of the customer relationship.

Your day, if you join us:

• Evangelizing the product portfolio to the sales team and partners, assist with field marketing efforts and provide appropriate training and necessary remedial efforts to corporate and channel/partner sales groups
• Generating revenue and profit margin in assigned accounts/territories
• Developing repeat and new business with key accounts
• Build and manage a robust pipeline of opportunities to achieve/exceed sales quota and meet/exceed corporate market capture objectives
  • Develop a sales plan that identifies the customer acquisition targets and the activities needed to convert these targets into new logos/customers
  • Qualifying prospective sales opportunities and determining which opportunities to pursue
  • Identifying customer requirements and counseling management regarding best approaches
  • Preparing sales proposals and generating sales presentations
• Ensuring high post-sales satisfaction while facilitating positive long-term relationships with high potential for repeat business
• Build relationships and sell consultatively to C&VP Level within the Life Sciences and Health IT industry
• Drive complex transactions involving multiple executive level budget holders and decision makers to closure
• Researching and understanding market trends and challenges for our customer markets
  • Formulating technical strategy leading to customer-specific solutions
  • Develop a strong understanding of key differentiators and the competitive landscape
• Assisting with project implementation, service activities, collection issues, cash management
• Mentoring and coaching of other sales employees
• Other duties as assigned

You meet our “must haves” for this role if:

• You have 6+ years’ experience of solid sales results selling security/identity/SaaS products to the Life Sciences or Healthcare industries
  • A strong working knowledge of these markets and its competitors is key
• You’ve had past quotas of $2M+ annually with quota attainment in 6 of the last 8 quarters
• You are passionate about the customer and ensuring positive experiences
• You are comfortable cold-calling and have a rolodex of existing customer relationships
• You possess stellar interpersonal and presentation skills
• You have a proven track record of selling security-related IT solutions
• You are articulate and persuasive and able to communicate product value to various prospects
• You have a strong professional presence with a customer-oriented and aggressive demeanor
• You comfortably multi-task and manage multiple client assignments of varying sizes and types
• You are a US person—this is a requirement due to ITAR regulations

You’re exactly who we’re looking for if:

• You have a Bachelor’s degree
• You are comfortable traveling ~25%
• You have advanced domain knowledge in Health IT and/or Life Sciences
• You have experience in a Professional Services firm
• You have been a President’s Club/Top Achiever award recipient
• You accept accountability for your work
• You enjoy collaborating with others for creative problem solving

Exostar is an Equal Employment Employer. The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, disability status or genetic information. Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.

Experience

• 6 year(s): Sales experience - SaaS/Security solutions

Education

• Bachelors or better