Director Enterprise Business Development & Partnerships

As the Director of Enterprise at Alto, you will lead a team dedicated to driving growth through manufacturers, hub service providers, specialty pharmacies, and digital health providers. You will spearhead the refinement of Alto’s value propositions, ensuring strong product-market fit in the pharmaceutical space and successfully closing new business opportunities. In this pivotal role, you will be at the forefront of trade and channel innovation as a leader in digital patient services for specialty and retail products alike. You will pitch Alto to potential enterprise partners, execute the deal through to 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: Identify targets, qualify,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, and cultivate network and lead gen with pharma consultants.
  • Marketing Partnership: Collaborate with Marketing to select and attend industry conferences, applying an account-based sales and marketing approach for demand generation, and to position Alto as a thought leader in the trade and distribution space. 
  • Work with Customer Success Management 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.
• Excellent presentation and communications skills, strong client relationship skills,and experience engaging with executive-level clients.
• Comfort selling, demoing, and customizing complex technology platforms for the unique needs of enterprise partners. 
• 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 working at a hub services company or as a pharmaceutical consultant with a deep understanding of where Alto can shine. 
• 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.

Salary Range:

• Base range: Min: 120,000 - Max: 150,000
• Base + commission range: Min: 240,000 - Max: 300,000

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: August 15, 2024

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