Full Job Description
Onix’s Health & Life Sciences Division is seeking a passionate, technology-savvy, self-motivated individual to fill the role of junior cloud solutions sales representative. This person will identify, acquire and manage relationships in the health and life sciences vertical.
As a member of the Onix Health & Life Sciences Division, you will inspire health & life sciences customers to securely work simpler, smarter and faster in a HIPAA-compliant environment. You will be a part of a team comprised of solution engineers and a professional services organization to securely enhance collaboration, optimize resources, increase insights and accelerate innovation.
You will work with your team to enable customers to effectively use two of the most widely used public clouds (Google Cloud Platform (GCP) and Amazon Web Services (AWS), and many of the leading enterprise cloud solutions like G Suite, Google Cloud Search, Google Maps, and Google Chrome Browser and Chrome Devices. You will be a part of a team that helps to meet health and life sciences, customers, wherever they are in their cloud journey and enable them to effectively use the cloud to achieve their business objectives, improve clinical outcomes and accelerate research discoveries.
We recognize that the most talented technology sales representatives have many options in today’s job market. Below are a few of the top reasons to consider joining the innovative, talented and hard-working health and life sciences team at Onix.
Top Reasons to Work with Us:
Onix is a premier Google Cloud partner in North America and has been named Google’s North America Partner of the Year. Onix is also recognized as one of Google’s top G Suite, Google Cloud Search, Google Maps and Google Chrome partners in North America with an extensive list of customer references.
We have a significant customer roster in health and life sciences that includes hundreds of the most accomplished researchers in genomics, research computing, computational biology, and advanced analytics as well as health systems, insurance companies, medical device makers, pharmaceutical manufacturers, and health information technology vendors.
Onix’s deep and long-standing relationship with Google means that our sales team has the opportunity to work collaboratively to sell solutions created by one of the most recognized technology companies in the world and benefit from access to a significant pipeline of highly qualified sales leads sourced directly from Google.
Onix is also an advanced partner with AWS and is rapidly advancing this partnership with an expanding customer list and a growing list of AWS certifications. Our AWS partnership means that we now have access to the largest public cloud platform in the world and expands our ability to align customer requirements and business needs with the features and benefits of two of the most widely used cloud platforms.
Onix’s experienced technical professional services and delivery team - which is proficient in working with GCP, AWS and integrating on-premise storage and solutions - enables us to support customer projects that involve single-cloud, hybrid-cloud and multi-cloud deployments. This ability is imperative for supporting our health and life sciences customers wherever they are in their cloud journey.
Location –Cleveland Reports to – Vice President, Health & Life Sciences
Direct reports – None
Create and maintain strong, long-term relationships with customers and team members.
Drive revenue. Uncover unmet needs and sell solutions comprised of a portfolio of approved vendor products and solutions, and Onix professional services within our existing health and life sciences customer accounts.
Build and maintain customer relationships. Identify and build strategic relationships with IT professionals and business leaders to promote Onix’s portfolio of cloud solutions.
Acquire new customers. Identify and acquire new customers in the health and life sciences vertical and build and manage a robust pipeline of customer opportunities.
Willingness to learn and understand how the US healthcare system works including:
Healthcare policies and regulations
Payment models and methods
Develop a working knowledge of the key players and influencers in the health and life sciences market:
Public cloud providers
Electronic health record vendors
Pharmaceutical companies and medical device manufacturers
Health IT vendors
Become a trusted partner within key accounts to create long-term relationships with customers to ensure results in customers becoming a public reference.
Build strong relationships with vendor partners (with a significant focus on Google and Amazon Web Services (AWS) that drive customer introductions and result in sales.
Explore and understand customer requirements on both a business and technical level.
Develop, maintain and effectively communicate an understanding of the key features and benefits, and relevant points of differentiation for Onix cloud solutions, vendor partnerships, and professional services.
Work collaboratively with Inside sales associates, sales engineers, and marketing to maximize business results.
Accurately forecast, create and achieve strategic goals in the territory and aligned with Onix’s company goals.
Manage multiple opportunities through the entire sales cycle, working with cross-functional teams as necessary.
Serve as the primary customer contact for assigned health and life sciences accounts throughout the entire sales process and for the lifetime of the customer relationship.
Create and maintain timely and accurate CRM entries (SalesForce).
Required Skills and Experience
Experience or interest in selling software solutions and/ or professional services to at least one of the following health and life sciences customer environments:
Other related and relevant environments
Ability to learn how to lead a complex sales cycle through all stages of the opportunity lifecycle, including prospecting via email, calls and conferences/events; qualifying; proposal and SOW development; and contract negotiations.
Self-starter with the ability to effectively operate and deliver results in high energy and cross-functional environment.
Ability to build influential relationships IT professionals
Ability to understand how to assess customer challenges, perform qualification, clearly articulate the benefits of our technical solution, and ask for the business.
Become a cloud health and life sciences “go-to subject matter expert (SME)” with Onix customers and team members, which may include attending and speaking at conferences, conducting training sessions, workshops, and webinars for customers and Onix team members, and reviewing and/or editing articles as time permits.
Ability to deliver excellent customer experience.
Knowledge of CRM Software.
Great communication, negotiation skills, and written / verbal communication/presentation skills.
Prospect targeted accounts
Work sales cycles
Support demand-generation activities from inside sales and marketing
Collaborate with partner reps from Google, AWS, and others
Meet with customers and prospects as needed remotely or onsite
Maintain accurate sales information in SalesForce
Manage territory expenses accurately
Operate with integrity, trustworthiness and a commitment to excellence
Achieve revenue targets within designated sales territory
Maintain fluency with our solutions
Achieve designated Google and AWS sales certifications
Develop an effective working relationship with our solution and sales engineers
Collaborate with inside sales and marketing teams in their demand-generation efforts
Travel as necessary to achieve sales and business objectives
Appropriately use Onix resources and submit expense reports accurately and on time
Preferred (Not Required) Skills and Experience
3 years of experience with SaaS products and consulting services with a track record of sales success
Bachelor's degree (arts or sciences) in business administration, marketing, or a health and life sciences-related field like Biology, Pharmacy, Pre-Medicine, Biomedical Engineering, Nursing, or Dietetics.
Field sales experience working in or selling to at least one of the following health and life sciences technology platforms:
Electronic health records (EHR) systems
Cloud-based health IT solutions
Healthcare consulting services
Lab management solutions (LMS)
Practice management solutions
Telemedicine / remote monitoring
Field sales experience selling software and/ or services (see list below) or working in the following health and life sciences sub-verticals:
Genomics, pharmacogenomics, precision medicine
Marketing, patient / customer engagement, patient / customer experience
If you meet the requirements above and desire an exciting career with a growing, dynamic organization, this position is for you.
It is the policy of Onix to ensure equal employment opportunity in accordance with the Ohio Revised Code 125.111 and all applicable federal regulations and guidelines. Employment discrimination against employees and applicants due to race, color, religion, sex, (including sexual harassment), national origin, disability, age (40 years old or more), military status, or veteran status is illegal. Onix will only employ those who are legally authorized to work in the United States or Canada. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.