Sales Director - Heathcare (West Coast)

Job ID


How do you define a sales role?  Hunter? Farmer? What about Builder


If Builder fits your notion of sales success, join Axway.  We are looking for Account Executives with healthcare or life sciences experience who want to grow new business by matching digital solutions to customer needs. 


Are you passionate about building relationships?  Can you navigate the Executive Suite? Do you understand the shift to value-based reimbursement and outcome-based care?  Do you consider digital transformation an opportunity to accelerate customer value and reduce the cost of care?  Can you match the leading digital portfolio to a customer’s transformation strategy? Can you describe how a solution delivers value to a customer leader? Then, we need you. 


Axway automates mission critical order flow and claims reimbursement processes for the most respected companies in healthcare and life sciences. Our sales team is passionate, energetic and focused on solutions.  We work hard to provide the digital power our customers need to deliver pharmaceuticals on time, improve care coordination, grow big data to gain insight and reduce the cost of services infrastructure.


We measure your success by the revenue numbers you produce.  But, your mission must be to generate sustained value for your customer.


Be Solution Driven.

Be Value Driven.

Be Axway.


  • Works with upper level management within the company to establish direct sales, a strategic territory plan, and additional market development within target verticals. 
  • Meets monthly and quarterly revenue and bookings commitments
  • Coordinates activities with clients and strategic partners to further establish Axway’s penetration within healthcare and life sciences markets.
  • Determines the sales approach to sell complex IT solutions.
  • Safeguard Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.


85% Direct Sales and Account Management activities:

  • Works with strategic customers and prospects to develop and close sales cycles for Axway vertical solutions
  • Establishes strong relationships with key executives at strategic accounts
  • Works with existing customers to establish additional areas of opportunities within vertical solutions
  • Meets monthly and quarterly revenue and bookings commitments
  • Creates and implements a Territory Development Plan.


15% Specific Vertical Strategy and Market Development

  • Provides leadership and direction for solution team based upon customer and market feedback
  • Works with existing customers to further develop their communities and provide new prospect introductions
  • Develops summits and forums to bring Axway senior executives and customer senior executives   together to discuss Collaborative Commerce
  • Collaborates with the marketing team to develop sales campaign and cases studies.
  • Leverages channel partners to drive additional revenue opportunities.
  • Provides input on strategic channel partners to further build out Axway’s solutions through potential partner SI’s and ISV’s.


  • Software sales experience in healthcare or life sciences vertical – application or cloud. 
  • SELF-STARTER with strong drive to succeed.
  • Proven ability to work independently to achieve results.
  • Start-up company experience and background desirable.
  • Strong focus on prospecting and growing pipeline.
  • Ability to upsell, cross-sell solutions within customer accounts.
  • 50% Travel required.
  • Solution Selling Sales is required. Methodology experience is desired.
  • API, collaboration, B2B, interoperability experience desired.



  • 6-10 years direct sales experience.
  • Specific related experience within healthcare plans, providers and/or pharmaceutical manufacturers and distributors.
  • Experience with Salesforce and compliance with sales processes required.
  • An understanding and demonstrated aptitude in managing and leveraging relationship sell to secure technical, business and executive alignment in an account.
  • Ability to work well with internal cross-functional teams. 
  • Strong collaboration and communication skills. 




  • Bachelor’s degree in business, marketing or technology preferred.  Advanced degree in business management or marketing desirable. 



Axway is an EEO and AA Employer




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