La santé de demain commence par… L’engagement à en faire plus.

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

The Senior Director Sales Engineering, Customer Success is a pivotal leadership role within our organization. This individual will be responsible for leading a team of dedicated Sales Engineers and overseeing Sale enablement teams and customers through the commercialization life cycle with customer centricity. The Senior Director, Sales Engineering for McKesson Compile is a key client facing liaison and a senior member in McKesson Compile’s go-to-market teams. This leader and the team report into the Head of Customer Success. They are responsible for (1) leveraging a consultative approach to extract and understand client needs, (2) translating technical concepts / needs for go-to-market teams (3) leverage internal teams, products, services and capabilities to recommend the right solutions to meet customer needs and (4) partner with Sales teams to communicate technical information about Compile products and service capabilities to customers.

This leader will work alongside the sales team to deliver critical subscription and revenue growth to the McKesson Compile P&L. They will work cross functionally with GTM teams (sales, marketing, customer success and product teams) to ensure we put customers first every day. This role requires a strategic thinker with a strong background in healthcare data, data and analytics, experience in Pharma, and process management.  We are looking for an experienced leader to help us scale and continue to deliver premium products and services to our evolving customer needs. This is an excellent opportunity for a motivated and driven professional looking to take their career to the next level!  

Key Responsibilities

• Discuss, develop and own critical parts of the pre-sales strategy for prospective customers in partnership with Sales
• Be a strong thought partner for Sales in crafting proposals, SOWs, and contracts to effectively communicate the value of the data solutions
• Own, manage, and codify key processes, incl., RFP/RFI/SOW to enable Sales team, meet evolving Customer Success team needs in collaboration with GTM teams
• Collaborate with RWD Analytics teams to scope consulting projects and engagements
• Partner with Sales on Quarterly business reviews and other post-sale account management activities resulting in strong customer loyalty
• Identify, evaluate, and execute on upsell opportunities in partnership with Sales Directors
• Act as a key point of contact for high-priority clients, building strong relationships and ensuring their needs are met. 

Drive Customer Success

• Anticipate and approach customer issues with a customer-first mindset and direct the team to respond to customer needs proactively resolve pain points while improving customer satisfaction 
• Be a key voice in customer pitch meetings, and lead with a consulting approach to engaging customers to understand and translate the customer needs and technical requirements
• Lean-in to your technical and pharma expertise, and be a critical SME on pre-sales and post sales teams to facilitate and guide the client engagements to meet customer needs
• Provide expert advice and guidance to customers on integrating data solutions into their existing systems
• Streamline and manage customers through critical change management issues and ensure customer satisfaction
• Collaborate with Product and Marketing to share customer insights and influence product roadmap and external communication
• Act as a liaison between customers and internal teams to ensure a seamless customer experience

Team Leadership

• Lead and manage a team, including hiring, onboarding, training, coaching and maintain strong employee engagement levels fostering a culture of excellence, collaboration, and continuous improvement
• Work with the Head of Customer Success to set clear goals and performance metrics for the team, regularly review progress, and adjust as needed
• Other responsibilities as discussed and assigned by supervisor
• You are a strong and inspiring leader – you are approachable and lead with empathy
• Collaboration excites you and you are good at connecting the dots and driving continuous improvement, and influencing without direct authority
• You have strong attention to detail, stellar project management, delivering projects on time and within budget 
• “Customer-first” is how you think naturally – and are committed to delivering the highest level of support
• You are curious and analytical; you get to the root of the problem quickly and can identify issues before they become red flags and take proactive actions
• You are known for your interpersonal skills, and quickly build high performing relationships with internal and external stakeholders
• You are a lifelong learner, tracking of relevant market dynamics, regulatory requirements and industry standards, practices, in healthcare data
• You enjoy a fast-paced, dynamic environment, comfortable working with unknowns, managing multiple priorities and deadlines
• You are a player-coach; you don’t mind rolling up your sleeves and get into the tactical issues
• You have deep technical knowledge of commercial life sciences data products (claims, EHR, provider reference data, etc.) from practical experience work with / at pharma with data sets across vendors
• You have solid working knowledge of biopharma commercial and RWE use cases and how commercial life sciences data is best applied
• You are on top of changes and trends in the marketplace and how these trends impact the business
• You demonstrate enthusiasm, drive, rigor and a sense of urgency when supporting customers
• Imbue deals with a 'win-win' ethos, bringing creatively to meet customer needs

• You like to keep it simple – you are good at clearly articulating complex ideas and projects to non-technical stakeholders
• You know your way around healthcare data – you can query Compile data with SQL or python and apply it to common life sciences applications and use cases

Minimum Requirements

• Bachelor’s degree in business or related discipline required.
• Typically requires 13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience).

Critical Skills

• 12+ years of experience in the pharmaceutical/ life science industry in the following areas: sales engineering, sales, marketing consulting, data analytics, master data management, Data Strategy, etc. including at least 5 years of client facing roles 
• Proficient in relationship building and management roles, especially with US pharmaceutical and biotech companies
• Hands on experience working with Real World Data (Pharmacy claims, Medical claims, EHR, SDOH) and/or Provider Data) and Master Data Management
• Successful track record of thriving in customer facing roles with increasing responsibility 
• Proven track record of leading teams and growing with increasing responsibilities

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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