[Remote] (US) Regional Named Account Executive - Northeast at PointClickCare

United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, Healthcare TechnologyIndustries

Requirements

Dynamic and results-oriented mindset
Skilled in identifying customer needs, building strategic relationships, and executing sales strategies for healthcare clients
Experience in consultative selling and strategic account planning
Ability to drive revenue growth through collaboration with internal teams
Knowledge of healthcare policy trends (e.g., CMS, state regulations) relevant to the Northeastern US (nice-to-have for negotiation aspects)
Territory responsibility in the Northeastern US

Responsibilities

Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities (including Develop & Retain accounts in RADO model)
Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns
Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment
Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers
Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities
Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and ensure long-term account value realization
Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems
Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the “Packaging for Optimal Value” model to support sales efforts within each client’s financial and care delivery model
Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value
Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends relevant to the assigned region
Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory
Leverage internal SMEs and curated customer stories, webinars, case studies, and clinical outcomes data to support the value narrative and inspire trust
Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting
Navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements (BAAs), to accelerate deal closure while protecting company interests (nice-to-have)
Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development
Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights and dynamic pricing

Skills

Key technologies and capabilities for this role

Strategic Account PlanningPipeline DevelopmentConsultative SellingRelationship ManagementWhitespace AnalysisTerritory ManagementSales StrategyCustomer Engagement

Questions & Answers

Common questions about this position

What is the territory for this Regional Named Account Executive role?

The territory is in the Northeastern US.

What salary or compensation is offered for this position?

This information is not specified in the job description.

What key skills are required for this Account Executive role?

Key skills include strategic account planning, consultative selling, building relationships with stakeholders, customer engagement, and deep product knowledge of the PCC platform.

What is the company culture like for this sales team?

The team is described as high-performing, with an emphasis on dynamic, results-oriented collaboration with internal teams like Customer Success Managers.

What makes a strong candidate for this Named Account Executive position?

A strong candidate is dynamic and results-oriented, with skills in strategic account planning, consultative selling to healthcare clients, relationship building across stakeholders, and knowledge of healthcare trends.

PointClickCare

Cloud-based EHR solutions for senior care

About PointClickCare

PointClickCare provides cloud-based software solutions specifically designed for the senior care sector, including skilled nursing facilities, senior living communities, and home health agencies. Its main product, Harmony, is an integrated care coordination platform that helps manage patient transitions from hospitals to post-acute care facilities. Harmony allows healthcare providers to exchange clinical data, which improves care coordination and patient outcomes by offering real-time insights and analytics. Unlike many competitors, PointClickCare's platform integrates with other healthcare systems, enhancing data exchange and interoperability. The company's goal is to improve operational efficiency and quality of care for senior care providers through its subscription-based model, which also includes training, support, and consulting services.

Mississauga, CanadaHeadquarters

2000Year Founded

$220MTotal Funding

GRANTCompany Stage

Enterprise Software, HealthcareIndustries

1,001-5,000Employees

Benefits

Competitive financial rewards & equity potential

Comprehensive benefits available from day 1

Midweek mingles with free lunch

Wellness spending account

Retirement savings plan with employer match

Flexible PTO

Hybrid work models

Parental leave

Family planning support

Training & development programs

Corporate discounts program

Summer half-day Fridays

Health & wellness programs

Risks

Integration with Angel Care Medical may face inventory and billing challenges.

Real-time lab result integration with Sensiva Health raises data privacy concerns.

California network expansion may lead to increased regulatory scrutiny and compliance needs.

Differentiation

PointClickCare offers a comprehensive EHR platform for post-acute care providers.

Harmony platform improves patient transitions between acute and post-acute care facilities.

Largest post-acute care data cloud provides real-time insights for informed decision-making.

Upsides

Partnership with Kno2 enhances nationwide data exchange and interoperability.

Integration with FeelBetter optimizes workflows and increases efficiencies in medication management.

Mealtime Solutions streamlines dietary management, improving resident satisfaction and efficiency.

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