IBM Watson Health - Account Executive - Truven in Raleigh, North Carolina

The Account Executive position is responsible for driving new sales and maintaining current client relationships in their territory. Territory is comprised of Hospitals ranging from 150 beds to roughly 5,000 bed systems in a geographic market. Primary role is to drive adoption, cross sales, consulting services and retention of customers utilizing deep knowledge of the client and an understanding of the markets in which the clients operate. This position will direct and coordinate internal resources to maximize client value by ensuring that Truven obligations are fulfilled based on client's expectations. The position will report to Regional Director of Provider Sales.


  • Leads efforts to ensure satisfaction with Truven solutions and confirm executive recognition of value for current purchases. Responsible for and brings resources to bear to improve satisfaction and value on their own, or in partnership with other Truven resources such as Thought Leadership, Solution executives, senior leadership, consulting, etc.

  • Build and maintain strong relationships with customers to drive billed revenue in support of achieving monthly, quarterly, and yearly revenue quota targets..

  • Serve as the Truven relationship manager lead for complex implementations, custom products, and ongoing services engagements. Ensure project plan is proceeding and bring a relationship-wide perspective to individual initiatives.

  • Build relationships with system member hospitals in order to drive adoption and support Truven solutions as well as identify needs which can be met at the hospital level. Communicate individual hospital value in support of corporate relationships.

  • Proactively prospect for new opportunities for Truven solutions though ongoing relationship development with current clients and non-users.

  • Develop and communicate territory plan to Truven management. Work directly with clients on execution of plan’s objectives.

  • Manage contract renewal process including: calculate renewal pricing, manage the contract process and secure signed contracts.

  • Develop and implement strategies for renewal and cross sell of Truven solutions in conjunction with business development executives.

  • Develop client-specific campaigns/analysis/discussion topics to confirm value of existing products or identify new sales opportunities

  • Coordination of client training/education with Client Relationship Management Team.

  • 5 years work history in sales, marketing, account management, analytics, project management and/ or performance improvement.

  • 2 years healthcare industry experience

  • Must live within your territory

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.