About the Role

As the Director of Enterprise at Alto, you will lead a team dedicated to driving growth through new business channels. You will spearhead the development of Alto’s value propositions, ensuring a strong product-market fit and successfully closing new business opportunities. In this pivotal role, you will partner with the VP, Enterprise Partnerships to develop and execute a go-to-market strategy, pitch Alto to potential enterprise partners, execute the deal through contracting and collaborate cross-functionally to manage ongoing partner success.

Accelerate Your Career as You

• Go-to-Market Strategy: Develop and refine the go-to-market (GTM) plan through hands-on market testing, executive workshops, and research. Deliverables include account segmentation, targeting and prioritization, understanding customer needs and requirements, and refining offering, positioning, and pricing strategies.

• Enterprise Deal Closure: secure large enterprise deals by refining value propositions, conducting pre-meeting customer research, articulating business cases and ROI, negotiating pricing, configuring products and services, and closing contracts with clear implementation plans and timelines.

• Pipeline Management: Track and report on new business opportunities and segments, delivering progress and pipeline updates to stakeholders, including the executive team.

• Sales Enablement: Develop case studies, perform product and market analyses to support partnership theses, create value creation stories to enhance sales efficiency, and reduce time to close.

• Marketing Partnership: Collaborate with Marketing to select and attend industry conferences, applying an account-based sales and marketing approach for demand generation.

• Work with CSM, Care and Fulfillment teams to ensure partnerships are successful and to expand partnerships

• Cross-Functional Collaboration: Work with various departments (Finance, Product, Legal, Operations, People, Sales/Growth) to enable successful and timely market entry and growth, inform product roadmaps, and identify necessary talent.

• Market Analysis & Strategy: Track new markets and emerging trends, identify opportunities for new products and services, and guide long-term objectives to meet business needs and requirements.

A Bit About You

Minimum Qualifications:

• 10+ years of experience in sales, business development, strategy consulting, or entrepreneurial roles within healthcare or technology sectors.

• Proven track record of launching new initiatives or businesses, with the versatility to adapt to different stages of business opportunities.

• Strong client relationship skills, effective communication abilities, and experience engaging with executive-level clients.

• Experience fostering strong cross-functional relationships across various departments and with external partners.

• Strong business acumen, analytical skills, and the ability to combine data with primary research for informed business decisions.

• Passion for healthcare and alignment with Alto’s mission.

Preferred Qualifications:

• Experience in start-up environments or rapidly changing settings

• Experience in the pharmacy industry and partnering throughout the value chain including Telehealth, Pharma Manufacturers, and Insurance Payers.

• Proven success in individual contributor sales roles within a service-based organization.

• Understanding of key issues, terminology, and environments in pharmacy, payors, PBM, insurance brokerage firms, ACOs, provider networks, and health systems.

Ability to discuss and explain current and emerging issues within target industry sectors and relevant products and services.

Additional Physical Job Requirements

• Reading English, comprehending, and following simple oral and written instructions.

• The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading. Assessing the accuracy, neatness and thoroughness of the work assigned.

• Expressing or exchanging ideas by means of the spoken word; those activities where detailed or important spoken instructions must be conveyed to other workers accurately, loudly, or quickly.

• Perceiving the nature of sounds at normal speaking levels with or without correction, and having the ability to receive detailed information through oral communication, and making fine discriminations in sound.

• Frequent repeating motions required to operate a computer or phone that may include the wrists, hands and/or fingers.

• Environmental Conditions: occasional exposure to low temperatures or high temperatures, outdoor elements such as precipitation and wind, and noisy environments.

Physical Activities:

• • Occasionally ascending or descending stairs, ramps and the like.

  • Moving about to accomplish tasks and/or moving from one worksite to another.

  • Adjusting or moving objects up to 20 pounds in all directions.

  • Operating motor vehicles.

  • Occasional sedentary work that primarily involves sitting/standing/driving/flying

Salary Range:

Base range: Min: $96,000 - Max: $120,000

Commission range: Min: 144,000 - Max: 180,000

Commission Eligible: Yes

Equity Eligible: Yes

Travel: Yes. Up to 30% of the time

Location Requirement: Employment at Alto is limited to individuals residing in the following states: Washington, California, Nevada, Colorado, Texas, and New York.

Employment Requirement: Applicants must be authorized to work for any employer in the U.S. At this time, Alto is unable to sponsor or take over sponsorship of an employment Visa.

Benefits: Full-time: Medical, Dental, Vision, 401(k), Group Life, AD&D, Employer paid STD/LTD, generous PTO and parental leave.

Application deadline: July 15, 2024

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