Director of Federal Sales
$100k - $150kDirect Recruiters
Job Description Client Summary:
Required Experience and Qualifications:
- Redefining digital engagement in healthcare with patient-first solutions.
- Blending AI navigation with personalized care experiences.
- Supporting millions of patients annually across hospitals and clinical partners.
- Leveraging longitudinal data to improve activation, loyalty, and outcomes while reducing costs.
- Backed by decades of innovation and industry recognition.
- Lead the VA/DHA sales motion in close partnership with the SVP, Business Development - from identifying and securing agency sponsors to closing contracts and expanding deployed solutions across VISNs
- Build and manage relationships with key VA decision-makers including VISN directors, Chief Medical Officers, CIOs, Innovation Center leadership, and federal IT procurement officials
- Navigate federal procurement processes including FedRAMP authorization pathways, agency Authority to Operate (ATO) requirements, IDIQ contracting vehicles, and GSA schedules
- Develop and execute a sponsor-first go-to-market approach - securing agency commitment and pilot agreements as a precondition to significant compliance and infrastructure investment
- Represent in federal healthcare settings including VA innovation events, DHA forums, HIMSS Government Health IT sessions, and other government-focused industry conferences
- Coordinate closely with product, engineering, compliance, legal, and customer success teams to ensure federal requirements around security, interoperability, and accessibility are met and delivery commitments are fulfilled
- Manage and grow the federal customer success motion, working alongside existing federal CS resources to protect and expand current VA engagements
- Provide regular pipeline reporting and forecasting with clear, data-driven updates to senior leadership on federal opportunity progression, risks, and resource needs
- Build competitive intelligence on federal healthcare IT competitors - particularly those with established VA/DHA presence - and translate insights into differentiated positioning
- Leverage existing federal sales consultant relationships and contracting vehicle partnerships to accelerate market access
Required Experience and Qualifications:
- 8-12+ years of federal healthcare sales experience, with a meaningful portion selling health IT, EHR, clinical software, or patient engagement solutions directly into the VA and/or DHA
- Demonstrated success closing federal healthcare contracts - not just pipeline building, but signed contracts, deployed solutions, and expanded accounts within the VA or DoD health ecosystem
- Strong existing relationships with VA decision-makers across clinical, IT, and procurement functions. Candidates with a deep Cerner/Oracle Health VA network are particularly well-positioned given the VA's EHR modernization landscape
- Working knowledge of federal procurement and compliance - FedRAMP, agency ATO processes, IDIQ vehicles, FAR/DFARS, and the unique dynamics of selling into VHA/DHA
- Strong technical aptitude - Ability to rapidly understand and credibly articulate AI-powered clinical products, data integration requirements, and interoperability standards (HL7, FHIR, etc.) to both technical and clinical audiences
- Entrepreneurial, self-directed approach - You must be comfortable operating with limited infrastructure and creating structure where none exists
- Exceptional communication and executive presence - equally effective in a 1:1 with a VISN director, a formal VA briefing, or an internal strategy session with C-suite leadership
- Willingness to travel for VA site visits, VISN engagements, DHA meetings, and industry events. Washington, D.C. metro presence is a significant advantage
- Prior sales experience with Cerner (now Oracle Health), Epic, or other major EHR platforms within VA environments
- Existing relationships within the VA Office of Information and Technology (OIT), Office of Electronic Health Record Modernization (EHRM), or DHA Program Executive Office
- Experience selling AI, analytics, or clinical decision support tools into federal health systems
- Familiarity with the VA Innovation Center (CIVIC) or similar federal health innovation programs
- Active or recent security clearance, or ability to obtain one
- Experience working with federal sales consultants, GovCon partners, or IDIQ prime contractors
- Health Insurance
- Open time-off leave program.
- 10 Paid Holidays
- Wellness reimbursement up to $400 per year
Vacancy posted 2 days ago
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