Cloud Sales - HealthTech sector

Cloud Sales Expert & HealthTech Specialist

Role Overview

This is a hands-on business development and sales role. A key objective will be to build and convert a strong sales funnel for our HMIS software, while also developing opportunities through AWS, Microsoft, distributors and regional technology partners.

The person will be expected to actively prospect, meet customers, conduct product demonstrations, develop partner relationships, manage opportunities and close business.

Key Responsibilities

HMIS Product Sales

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• Take ownership of HMIS software sales, customer acquisition and revenue growth.
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• Build and maintain a strong pipeline of hospitals, clinics, medical centres, diagnostic centres, laboratories and healthcare groups.
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• Identify relevant decision-makers including hospital owners, administrators, CIOs, IT Managers, Medical Directors and Operations Heads.
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• Generate leads through calls, LinkedIn, email campaigns, referrals, events, partnerships and direct outreach.
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• Conduct discovery meetings to understand existing systems, operational challenges and digital transformation requirements.
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• Arrange and conduct online as well as in-person HMIS demonstrations.
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• Demonstrate relevant HMIS capabilities including patient registration, appointments, EMR/EHR, clinical workflows, laboratory, pharmacy, billing, reporting and administration.
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• Convert prospects through the complete funnel: Lead → Qualified Opportunity → Meeting → Demo → Trial/POC → Proposal → Negotiation → Closure.
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• Provide structured and persistent follow-up after meetings and demonstrations.
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• Prepare proposals, pricing, presentations and commercial offers.
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• Negotiate commercials and work towards closing HMIS subscriptions and implementation engagements.
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• Develop referral and channel partnerships to increase HMIS market reach.
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• Gather customer and prospect feedback and work with the product team on future improvements.
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AWS, Microsoft & Distributor Engagement

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• Develop strong working relationships with regional AWS and Microsoft Account Managers, Sales Teams and Partner Teams.
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• Regularly meet relevant AWS/Microsoft distributors and cloud distribution teams within the assigned territory.
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• Build a partner-generated pipeline through referrals, account mapping, co-sell and joint customer opportunities.
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• Participate in joint meetings with AWS, Microsoft, distributors and prospective customers.
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• Identify relevant cloud funding, incentive, migration, marketplace and co-sell programs that could support customer engagements.
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• Maintain regular communication with cloud partner teams regarding active opportunities and potential target accounts.
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• Attend AWS, Microsoft, distributor and technology partner events, workshops and networking sessions.
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• Represent the company at relevant HealthTech and Cloud industry events.
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Funnel & CRM Management

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• Maintain accurate records of leads, calls, emails, meetings, demonstrations, proposals and follow-ups within the CRM.
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• Build and maintain sufficient pipeline coverage to achieve agreed sales targets.
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• Track key funnel metrics including:
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• Leads generated
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• Qualified opportunities
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• Customer meetings
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• HMIS demonstrations
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• Trials/POCs
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• Proposals submitted
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• Deals won
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• Revenue generated
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• Maintain monthly and quarterly sales forecasts.
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• Identify stalled opportunities and develop appropriate follow-up strategies.
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• Provide regular reporting on pipeline, partner engagement and sales performance.
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HealthTech Knowledge

The candidate should have experience or a strong understanding of healthcare technology and workflows, preferably including:

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• HMIS/HMS platforms
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• EMR/EHR systems
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• Patient registration and appointment management
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• Doctor and clinical workflows
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• Laboratory and diagnostic workflows
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• Pharmacy and medication management
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• Billing and payment workflows
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• Healthcare reporting and analytics
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• Healthcare APIs and system integrations
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• HL7/FHIR concepts
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• AI and automation opportunities within healthcare
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Required Skills & Experience

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• 3+ years of experience in technology sales, SaaS sales, cloud sales, HealthTech sales, business development or account management.
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• Demonstrated ability to independently generate leads and build a sales pipeline.
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• Experience conducting software/product demonstrations.
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• Comfortable with cold calling, LinkedIn outreach, email prospecting and face-to-face selling.
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• Strong presentation, communication and negotiation skills.
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• Understanding of AWS and/or Microsoft Azure services and partner ecosystems.
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• Ability to communicate technical solutions in business and ROI terms.
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• Experience preparing proposals, commercial offers and customer presentations.
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• Strong CRM and opportunity-management discipline.
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• Ability to work independently while coordinating with technical, product and delivery teams.
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Experience selling HMIS, healthcare SaaS, ERP, CRM, cloud or enterprise software will be highly regarded.

Travel Requirements

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• The role requires regular in-person customer and partner engagement.
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• Travel may be required for HMIS demonstrations, prospect meetings, AWS/Microsoft meetings, distributor meetings, partner events and industry conferences.
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• The candidate should be comfortable with up to 25% travel within the assigned region, with occasional additional travel depending on business opportunities.
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Key Performance Indicators

Performance will primarily be measured through:

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• HMIS sales pipeline generated.
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• Number of qualified healthcare opportunities.
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• Customer meetings and HMIS demonstrations conducted.
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• Demo-to-proposal and proposal-to-customer conversion.
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• New HMIS customers and recurring revenue.
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• Cloud, Data and AI opportunities generated.
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• AWS/Microsoft/distributor-sourced opportunities.
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• Partner relationships developed.
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• Overall sales revenue and target achievement.
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The successful candidate will be a hands-on salesperson rather than purely a relationship or coordination resource. They should be comfortable identifying prospects, making initial contact, conducting demonstrations, meeting customers and partners in person, following opportunities consistently and ultimately closing business.