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Sr. Area Sales Manager

Company: Vocera Communications, Inc.
Location: Kansas City
Posted on: June 15, 2019

Job Description:

Location: Home Office, (Kansas City, Missouri) United States

Type of Employee: Full Time

Vocera has one mission: to simplify and improve the lives of healthcare professionals, patients, and families. Founded in 2000, we changed the way care teams communicate. Today, we continue to offer the leading platform for clinical communication and workflow. About 1,400 hospitals and health systems around the world use Vocera solutions. Our platform provides software for voice, secure text messaging, and patient engagement. It integrates with more than 120 clinical and operational systems: EHRs, nurse call, physiologic monitors, and more, with event-driven alarm management. Our wide choice of devices includes smartphones and hands-free wearables. Vocera is headquartered in San Jose, Calif., with offices in Indiana, Canada, India, United Arab Emirates, and the United Kingdom. Learn more at www.vocera.com and follow @VoceraComm on Twitter.

Position Description: Vocera is seeking a ambitious Sr. Area Sales Manager to lead identifying new customer sales opportunities in a designated territory, developing a sales pipeline, managing the sales cycle and achieving new customer booking goals. A key focus is extending the reach of Vocera as an enterprise-wide solution with new customers as well as some expansions with existing customers. This position will be based out of a geographic home office and will require local travel to customers and prospects within the designated region.


  • Quota achievement: Identify, qualify and close new customer sales opportunities. Consistently meet or exceed quota targets within an assigned territory
  • Sales Strategies: Plan and implement effective territory sales strategy required to progress deals through the sales process
  • Pipeline: Maintain necessary pipeline to support quota achievement quarter over quarter
  • Achievement of deals: Advance opportunities efficiently and with a sense of urgency through the sales cycle
  • Executive relationships: Build and maintain executive and key stakeholder relationships through the C-suite to build trust and close deals
  • Lead solution focused customer presentations, including coordinating the involvement of all necessary internal team members
  • Accurately forecast business and sales pipeline


    • Executive presence and influencing skills; excellent negotiation and ability to close deals
    • Superior communication skills (written, verbal, presentation) especially the ability to present concepts and articulate business value in a clear concise manner
    • Strong interpersonal skills to build positive, productive, and effective professional working relationships with internal teams and external partners
    • Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels
    • Solid understanding communication technology trends and industry dynamics in healthcare
    • Ability to effectively convert leads into new relationships and closed deals, self-starter


      • BA/BS degree or equivalent; advanced degree a plus
      • 8-10 years of direct health care sales experience in technology, software (clinical systems or other business applications), services, and/or medical devices. Experience with wireless communications preferred
      • Proven track record of consistently meeting and/or exceeding sales quotas
      • Disciplined use of a formalized sales methodology; e.g., The Complex Sale, Target Account Selling, Power-Base Selling, etc.,
      • Enterprise complex deal experience selling a multi-faceted solution
      • Experience with Salesforce.com, and virtual meeting and presentation tools
      • 50-75% travel within assigned region

        Belief in Diversity

        Vocera Communications is an Affirmative Action Employer committed to workforce diversity. Qualified applicants will receive consideration without regard to race, sex, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, or genetic information.


Keywords: Vocera Communications, Inc., Kansas City , Sr. Area Sales Manager, Executive , Kansas City, Kansas

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