Interview Studio

Requirements found

Sales Negotiation Marketing

What this posting asks for

Level: Senior — The posting asks for 5+ years of experience.

Main responsibilities

• Create and Develop Enterprise Pipeline:
• Own new-logo business development for a territory of named enterprise prospects, typically self-insured employers with 10,000+ covered lives.
• Build and execute a multi-year territory plan that prioritizes target accounts based on fit, timing, benefits strategy, and buying triggers such as consultan…
• Develop account-level plans for priority prospects that map the organizational structure, key stakeholders, influencers, consultant relationships, and incumb…
• Run a consistent, account-based prospecting cadence through executive outreach, benefits consultant relationships, and health plan and PBM partnerships.
• Engage multiple stakeholders within each account to build early relationships, often well before a formal buying process begins.
• Sustain pipeline-building activity across your named accounts while managing active, long-cycle opportunities toward closure.
• Evaluate what is working, adapt your approach, and find new paths into accounts when initial efforts do not produce results.
• Lead Discovery and Solve Executive-Level Problems:
• Lead thorough, multi-threaded discovery to understand each employer's benefits strategy, workforce health priorities, cost drivers, point-solution landscape,…

Competencies an interviewer will look for

• Teamwork and collaboration Core
  In the posting: “You will work closely with national and regional benefits consultants, health plans, and PBM partners while taking responsibility for creating opportunities—…” · “This position reports to the National VP and works collaboratively across Omada's sales organization and cross-functional teams.” · “Partner with national and regional benefits consultants on account strategy, RFP responses, and finalist positioning.”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Ownership and accountability Core
  In the posting: “Success requires a disciplined, account-based approach to prospecting, the patience and rigor to manage 6–12 month sales cycles, and full ownership of pipeli…” · “Own the full new-business sales cycle, from prospecting and qualification through consultant-led evaluations, RFPs, finalist presentations, contracting, and …” · “Take accountability for pipeline development, sales execution, and quota achievement.”
  Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
• Customer focus Core
  In the posting: “You will own a territory of named enterprise prospects, typically employers with 10,000 or more covered lives, and be responsible for turning those accounts …” · “They care deeply about their craft, their customers, and the relationships they build across the healthcare ecosystem.” · “Develop tailored recommendations that connect Omada's multi-condition platform to the customer's specific needs, existing vendor ecosystem, and health plan o…”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• Planning and organisation Core
  In the posting: “You build relationships across large, multi-layered organizations, uncover the business problems that matter to executive leaders, and understand how each em…” · “This position reports to the National VP and works collaboratively across Omada's sales organization and cross-functional teams.” · “Build and execute a multi-year territory plan that prioritizes target accounts based on fit, timing, benefits strategy, and buying triggers such as consultan…”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Data and analysis Core
  In the posting: “You translate those insights into a compelling, financially grounded business case that can withstand scrutiny from Benefits, HR, Finance, Procurement, and c…” · “Build a credible, data-driven business case, including ROI and cost-of-inaction analysis, and present it effectively to senior leaders across Benefits, Total…” · “Navigate enterprise buying processes that include procurement, legal, security and privacy review, data-sharing requirements, and health plan or PBM coordina…”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
• Adaptability and learning Core
  In the posting: “Evaluate what is working, adapt your approach, and find new paths into accounts when initial efforts do not produce results.” · “Resilience when faced with rejection, stalled opportunities, or difficult sales cycles—and the judgment to adapt your approach.” · “Flexible Time Off to help you rest, recharge, and connect with loved ones”
  Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
• Attention to detail and quality Core
  In the posting: “Maintain Accurate Sales Forecasting:” · “Maintain an accurate, up-to-date forecast grounded in customer engagement, confirmed next steps, and a clear understanding of each enterprise buying process.” · “Participate in regular pipeline and forecast reviews, clearly articulating what must happen for each opportunity to close and taking accountability for forec…”
  Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
• Stakeholder management Core
  In the posting: “You will work closely with national and regional benefits consultants, health plans, and PBM partners while taking responsibility for creating opportunities—…” · “You build relationships across large, multi-layered organizations, uncover the business problems that matter to executive leaders, and understand how each em…” · “The ideal candidate combines drive and tenacity with strategic thinking, executive presence, sound judgment, and integrity.”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• Technical skill Core
  In the posting: “Keep CRM records current, including account plans, stakeholder maps, decision criteria, approval processes, and outstanding milestones.” · “About Omada Health: Omada Health (Nasdaq: OMDA) is reverse engineering the way healthcare is delivered in America, putting the space between doctor visits–wh…”
  Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
• Problem solving Core
  In the posting: “Lead Discovery and Solve Executive-Level Problems:” · “We innovate daily to solve problems, improve processes, and find new opportunities for our members and customers.”
  Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
• Communication Core
  In the posting: “Proactively identify and communicate deal risks, stalled opportunities, and changes in timing, along with a plan to address them.” · “Strong presentation, communication, and listening skills.”
  Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.

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