Sr. Solution Engineer

NextGen Federal Systems

About The Position

The Sr. Solution Engineer is responsible for assisting the sales team to drive revenue by providing solution knowledge of product offerings to support and build sales. This role will translate customers business and clinical practice challenges into solutions and workflow recommendations from within our product offering and articulate the value proposition that NextGen brings to our prospects. This role will provide input to business plans, help support product demonstrations pre/post sales and contribute as a solution SME to the completion of RFP responses. Partner with sales to understand the customers and prospects organization workflow, goals, objectives, and challenges. Lead in-depth discovery/insight session with customers and prospects related to the use of their current state solutions. Includes virtual engagement, and attending client/prospect site to shadow clinicals, financials, front and back-office staff to access and provide clinical/financial solution strategy and optimization recommendations. Collaborate with sales in their development and execution of strategic business plans to benefit both existing customers and net new prospects, including helping to uncover and articulate the NextGen differentiators and value proposition by solution and specialty. Contribute to AEs development of strategic account plans and timelines for existing customers, including multi-year strategic initiatives, helping with their proper alignment to the NextGen solutions and service offerings. Conduct discovery and contribute to cross-functional collaboration with sales and services in support of the creation of detailed internal and client-facing scoping documents. Inform the strategy, messaging, scope, end-to-end program plans, and demo focus/scripting with discovery and recommendations that address client/prospect goals, objectives, and challenges and help create a compelling and differentiating value proposition. Complete knowledge transfers and certifications on latest portfolio solutions, releases, and acquisitions. Provide feedback on strengths/gaps of our core applications to market owners and solutions feedback loop. Post-sale, responsible for contributing discovery findings during a client’s transition from sales to the services team for improved pre-implementation context. May be requested to participate in executive level business review support in association with the sales team. Contribute to the completion of prospect RFP’s as it relates to functional solution and workflow questions. Serve as the team’s liaison with solution and services leadership for assigned markets/specialties; providing regular cadence of updates and facilitating associated knowledge-transfer opportunities. Proactively share ambulatory market, vendor, and practice-oriented discovery and observations with teammates, sales, competitive intelligence, and relevant departments. Contribute to the development of team tools and other client-facing materials. Contribute to required discovery, messaging and content development for FHG-Financial Value Assessment engagement(s). Actively contribute differentiating content (e.g. client/prospect, solution, workflow, service capabilities, etc.) for executive-level sales presentations. Proactively participate in Deal Reviews, Blue Sheets, and other strategic planning forums.

Requirements

Bachelor’s Degree. Master’s Degree. Or, any combination of education and experience which would provide the required qualifications for the position.
4 - 6 years’ relevant experience.
4 years’ Healthcare Information Technology (HIT) vendor experience.
5 years' Healthcare experience.
Command of the sales process, with all declared markets & specialties.
Strong command of the NextGen portfolio of solutions or comparable vendor, or former client.
Working familiarity with non-declared specialties.
Material exposure to comparable business/clinical practice, solution-use, etc.
3 years’ NextGen Healthcare experience.
Executive-Level presentation skills trained/certified.
NextGen Certified Professional (NCP).
Certified Practice Management (PM)/Electronic Health Records (EHR).
Credentialed or Licensed Nurse, Nurse Practitioner, Physician Assistant.
CPA, HFMA-CRC, PCMH.
Mentor-level knowledge of all NextGen solutions, including expanded command of complex business models and practice workflows across multiple markets, specialties, and practice-types.
Ability to lead a meaningful discovery conversation within declared markets and specialties.
Proficiency in Microsoft Office.
Client-facing, complex opportunity sales and business operations acumen.
Client-facing, customer focus with effective communication & interpersonal skills.
Executive-Level presentation skills.
Excellent interviewing and documentation skills.
Advanced analytical, problem solving skills.
Strong project management skills with the ability to manage multiple client engagements and projects concurrently and meet deadlines.
Ability to establish and maintain productive, professional relationships internally and with key personnel in potential client's organization.
Ability to define strategy, develop supporting recommendations, and present solutions in a clear manner.
Ability to lead without authority, and work cross-functionally.
Ability to identify, develop, and proactively contribute to collaborative relationships.
Ability to achieve Company Bookings and Team EVENT Targets/ Hit Quota.

Responsibilities

Assisting the sales team to drive revenue by providing solution knowledge of product offerings to support and build sales.
Translate customers business and clinical practice challenges into solutions and workflow recommendations from within our product offering and articulate the value proposition that NextGen brings to our prospects.
Provide input to business plans, help support product demonstrations pre/post sales and contribute as a solution SME to the completion of RFP responses.
Partner with sales to understand the customers and prospects organization workflow, goals, objectives, and challenges.
Lead in-depth discovery/insight session with customers and prospects related to the use of their current state solutions.
Collaborate with sales in their development and execution of strategic business plans to benefit both existing customers and net new prospects, including helping to uncover and articulate the NextGen differentiators and value proposition by solution and specialty.
Contribute to AEs development of strategic account plans and timelines for existing customers, including multi-year strategic initiatives, helping with their proper alignment to the NextGen solutions and service offerings.
Conduct discovery and contribute to cross-functional collaboration with sales and services in support of the creation of detailed internal and client-facing scoping documents.
Inform the strategy, messaging, scope, end-to-end program plans, and demo focus/scripting with discovery and recommendations that address client/prospect goals, objectives, and challenges and help create a compelling and differentiating value proposition.
Complete knowledge transfers and certifications on latest portfolio solutions, releases, and acquisitions.
Provide feedback on strengths/gaps of our core applications to market owners and solutions feedback loop.
Post-sale, responsible for contributing discovery findings during a client’s transition from sales to the services team for improved pre-implementation context.
Contribute to the completion of prospect RFP’s as it relates to functional solution and workflow questions.
Serve as the team’s liaison with solution and services leadership for assigned markets/specialties; providing regular cadence of updates and facilitating associated knowledge-transfer opportunities.
Proactively share ambulatory market, vendor, and practice-oriented discovery and observations with teammates, sales, competitive intelligence, and relevant departments.
Contribute to the development of team tools and other client-facing materials.
Contribute to required discovery, messaging and content development for FHG-Financial Value Assessment engagement(s).
Actively contribute differentiating content (e.g. client/prospect, solution, workflow, service capabilities, etc.) for executive-level sales presentations.
Proactively participate in Deal Reviews, Blue Sheets, and other strategic planning forums.