Regional Vice President of Sales (North America)

Glooko is a leading digital health company that transforms diabetes and chronic disease management through innovative technology solutions. The platform connects people with diabetes and healthcare professionals, providing seamless data integration from over 95% of diabetes devices, wearables, and connected health apps. By leveraging advanced analytics and AI-driven insights, Glooko empowers more than 4.4 million users worldwide to make informed decisions about their health, leading to improved outcomes and a better quality of life. With a strong commitment to innovation, Glooko leverages advanced analytics, artificial intelligence, and user-friendly mobile and web applications to improve chronic disease management. The company’s comprehensive solution is used by leading healthcare systems, clinical researchers, and pharmaceutical companies to enhance care, optimize treatment plans, and support clinical trials with robust, data-driven insights. Glooko is poised for accelerated growth and product expansion. 

Role & Responsibilities 

In this role, you will be responsible for driving new customer bookings, articulating the value of Glooko solutions to healthcare executives and clinicians, and expanding Glooko’s footprint in the health system and integrated delivery network markets. With your extensive experience in consultative selling, knowledge of large healthcare systems, and exceptional communication skills, you will play a pivotal role in our rapid growth and establish Glooko as a leading innovator in healthcare. Specifically, you will:  

• Drive sales of Glooko’s diabetes data management and analytics platform across health systems and IDNs in the Southeast regions.
• Build and manage a robust sales pipeline to achieve and exceed quarterly and annual sales targets.
• Develop and maintain strategic relationships with key stakeholders, including C-suite executives, clinical advocates, IT, and finance teams, ensuring Glooko is positioned as a strategic partner.
• Conduct product demonstrations, both virtual and in-person, to showcase how Glooko's solutions address pain points and support improved diabetes management.
• Lead the sales process from prospecting and lead generation to negotiation and closing, including handling contract and legal discussions.
• Collaborate closely with internal teams, including product development, marketing, and customer success, to align strategies and deliver solutions that meet customer needs.
• Provide accurate forecasting and reporting to executive leadership, with regular updates on pipeline health and sales activities using Salesforce.
• Represent Glooko at industry events, trade shows, and webinars to build brand awareness and generate leads.
• Identify market trends, competitive dynamics, and customer feedback to help guide product development and positioning. 

Professional Qualifications

• Bachelor’s degree in business, healthcare, or related field (Master’s degree preferred).
• 8+ years of healthcare sales experience.
• Experience selling to Integrated Delivery Networks and Enterprise Health Systems.
• Demonstrated track record of consultative selling ability at C-suite level.
• Proven track record of exceeding sales quotas.
• Demonstrated expertise in consultative sales, focusing on building long-term. relationships and delivering solutions that drive customer success.
• Comfortable executing against a responsive sales process framework with a bias for action and focus on accountability.
• Command of recent trends and policies impacting key stakeholders at IDNs and Health Systems. 
• Strong communication, negotiation, and presentation skills, with the ability to influence at all levels of an organization.
• Self-driven entrepreneur, skilled at thriving independently in a fast-paced, dynamic environment.
• Experience with CRM tools, such as Salesforce, and a data-driven approach to sales management.
• Ability to travel between 25% to 50% of the time, with regular visits to clients and prospects within the region. 

Personal Characteristics  

• Strong executive-level negotiation skills including contract and business terms.
• Ability to communicate and influence at all organizational levels.   
• Strong interpersonal, time management, and presentation skills.
• Excellent communication and active listening skills, with the ability to communicate with multiple stakeholders at Integrated Delivery Networks and Enterprise Health Systems.
• Ability to navigate within large, matrixed organizations with shifting priorities
• Ability to deal with change and thrive in ambiguity.

Glooko provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, or disability. In addition to federal law requirements, Glooko complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.