Solution Manager

With a passion for life

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.

This role is based out of the Streetsboro, OH office- Must be able to commute into the office at least 2x/week

Summary:  This position is responsible for the overall relationship management with potential and existing clients  as they purchase or expand   Talis applications.  This position partners with a Matrix Sales Organization  to formulate strategy on new business opportunities and actively participates in all stages of the Buying  Process to position Talis/Getinge as the clients’ provider of choice.  The focus is to ensure a smooth and seamless experience in support of Talis/Getinge products.

Proposed Duties:

• Serves as the key point of contact for Talis products throughout the entire partnership lifecycle, while providing oversight and decision-making support. 
• Responsible to identify, develop and maintain strong and effective relationships with key individuals and strategic partners.
• Ensure support to client throughout the strategic partnering lifecycle which includes:  Identifying the need for partnering, identifying potential partners, evaluation of potential partners, selection of preferred partners, negotiation, execution, implementation of the partnership; and management and evaluation of the partnership. 
• Develop in-depth understanding of our customers to create buyer/user personas that inform product decisions.
• Responsible for understanding and utilizing economic, financial, market and industry segment data to accurately diagnose business strengths and weaknesses, identify key issues and implications for potential strategies and partners.  Utilize appropriate financial/market analysis to drive partner analysis and selection.
• Responsible for issue resolution between Talis and its partners.  Develop processes to assist with resolution, ensure proper internal and external communication, and close out issues.
• Relationship Management: Serve as the key point of contact throughout the entire partnership lifecycle, while providing oversight and decision-making support.
• Technical Demonstration – capability to demonstrate the technology in person or virtually.  Flexibility and ease in navigating the user interface, while communicating with the attitude of a teacher.
• Value Creation – Conversations with key leaders to determine and support the operational and clinical value of the technology.  Requires knowledge and awareness in positioning the technology to help solve key problems.
• Executive Sponsorship – Cultivation of support of project with key project sponsor.  Determining who are the most influential stakeholders to help drive the process forward in spite of barriers.
• Managing IT Assessment Process – Facilitating appropriate conversations between IT leaders and Talis experts to answer security, network, interface, and other technical questions. 
• Closing and Contracting – Quarterback the negotiation and execution of MSA, BAA, SOW, and Quote.
• Facilitate productive technical demonstrations by:
  • Preparing information about meeting attendees and their roles.
  • Preparing information about organization’s status quo or problems that technology needs to address.
  • Assist demo experts in tailoring technical presentations to address key business needs.
  • Asking discovery questions to uncover key needs.
  • Manage updates and quarterly projections of deal flow.
  • Meet company determined revenue targets.
• Supports team in development of needed sales and marketing collateral.
• Supports implementation resources with project background and stakeholder relationships.  Ensures successful hand-off to implementation by providing accurate documentation.
• Other duties as assigned

Necessary Skills:

• Assessment of an organization’s key problems that determine need for technical solutions.
• Excellent interpersonal and relationship building skills.
• Efficient project management skills.
• Strong strategic development capabilities.
• Creative problem-solving skills.
• Understanding leadership structures that drive and influence the buying process.
• Strong written and verbal communication skills.
• Creativity to use unconventional methods to open doors and overcome objections.
• Strong understanding of the clinical and technical landscape (Anesthesia, Perfusion, ECLS, Critical Care, Labor and Delivery).

Base 120K + 30K + commission (Total comp 150-180K)

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About us 

With a firm belief that every person and community should have access to the best possible care, Getinge provides hospitals and life science institutions with products and solutions aiming to improve clinical results and optimize workflows. The offering includes products and solutions for intensive care, cardiovascular procedures, operating rooms, sterile reprocessing and life science. Getinge employs over 12,000 people worldwide and the products are sold in more than 135 countries.  

Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.