Director, Sales Overlay - Advisory Services

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Position Summary:
The Director, Advisory Services Sales Overlay is responsible for driving growth across all athena sales segments by providing strategic sales overlay expertise for athenahealths Advisory Services portfolio. This role focuses on identifying , prioritizing, and executing sales opportunities in partnership with Account Executives and Sales leadership. The Director bridges cross-functional strategy and communication, supports scalable sales operations, and ensures effective positioning and value articulation of services. This role reports to the Vice President, Client Solutions Group, requires up to 50% travel, and offers flexibility in physical location.

About the Team

The Client Solutions Group drives strategic initiatives that accelerate revenue growth and operational excellence across athenahealths sales and customer success organizations. The Advisory Services Sales team collaborates cross-functionally with Sales, Customer Success, Product, Marketing, and Finance teams to optimize service offerings, enhance customer outcomes, and drive business growth by unlocking the full value of athenahealths product suite within enterprise clients.

Essential Job Responsibilities

• Drive Advisory Services bookings growth within existing accounts by collaborating with Account Executives to identify and qualify service opportunities.

• Provide direct overlay support spanning value articulation, technical scoping, proposal development, services expertise , and contract negotiation.

• Engage with senior client stakeholders including clinical, technical, and executive decision makers.

• Lead the full sales process for Advisory Services in collaboration with athena product teams, ensuring cohesive delivery of presentations, discovery sessions, demonstrations, proposals, and negotiations.

• Provide deep revenue cycle outsourcing expertise to support deal discussions and value articulation for each unique customer opportunity

• Advise sales strategy, service positioning, pricing models, and competitive differentiation.

• Collaborate with third parties who se services we leverage in our outsourcing offerings

• Gather and synthesize prospect, client, and sales team feedback to inform continuous improvement of service offerings and sales approaches.

• Unlock growth potential in existing accounts through strategic solutioning and relationship management.

• Maintain accurate sales forecast and pipeline data, leveraging CRM tools to provide transparency and enable data-driven decision making.

Additional Job Responsibilities

• Collaborate on service packaging, pricing, and messaging to ensure consistent positioning across customer touchpoints.

• Establish and maintain reporting and analytics functions tracking Advisory Services sales performance.

• Lead enablement and training initiatives to support sales and segment-specific service growth.

• Serve as Sales Directly Responsible Individual (DRI) in cross-functional initiatives and committees.

• Partner with Customer Success, Marketing, Product Marketing, and Product leadership to advance Advisory Services adoption and client satisfaction.

Expected Education & Experience

• Bachelors degree required ; technology-based or Masters degree preferred.

• 5 -10+ years of professional sales experience, with 5+ years in services sales within healthcare environments.

• Demonstrated track record of meeting or exceeding sales quotas managing complex enterprise sales opportunities.

• Proven consultative selling skills and success engaging senior executives in healthcare or technology organizations.

• Strong understanding of healthcare industry economics, digital health technology, clinical workflows, and revenue cycle management.

Knowledge & Skills

• Strong commercial acumen and knowledge of healthcare services and digital health market dynamics.

• Exceptional communication, negotiation, and executive presence.

• Ability to influence and build relationships at multiple organizational levels including C- suite .

• Deep understanding of revenue cycle roles/ responsibilities /processes.

• Deep understanding of service delivery processes and client success drivers in healthcare.

• High emotional intelligence with empathetic client engagement skills.

• Excellent organizational and multi-tasking abilities in a fast-paced environment.

• Proficient with CRM systems (Salesforce preferred) and Microsoft Office applications.

Expected Compensation

The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.

About athenahealth

Our vision: In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Our company culture: Our talented employees or athenistas, as we call ourselves spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.

Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.

What we can do for you:

Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces some offices even welcome dogs.

We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

Learn more about our culture and benefits here: athenahealth.com/careers