Available Location: Michigan

What you'll do

Cloudflare is looking for highly motivated Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America. This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare’s Go To Market.

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The AE will interact with both C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.  Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties. The AE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Enterprise Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Teammate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

• Proactively manage and grow a portfolio of assigned Enterprise level clients.
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
• Organize and deliver executive level presentations, proposals, commercial terms with Customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
• Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

Examples of desirable skills, knowledge and experience

• Minimum 6 years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness.
• Demonstrated track record of meeting and exceeding quota.
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
• Ability to lead a multidisciplinary team over a long term account horizon.
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
• Ability to build meaningful relationships quickly.
• Someone who acts with integrity and honesty in all situations.
• Be able to demonstrate a positive attitude internally and externally.
• Expert at building rapport and owning the room.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Discipline to work w/o instant gratification.
• Someone who is bold in their actions and never satisfied with complacency.
• A strong will and fortitude to work a plan in the face of challenge.
• A business professional who loves the sales profession.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

About This Role

The payer maintenance coordinator acts as the liaison between multiple department and vendor partners and Revenue cycle to ensure contract information is loaded accurately into the system, payer mappings, and ensure that revenue is appropriately cognized.  While utilizing critical thinking skills, the payer maintenance coordinator will work with internal and external stakeholders to clarify contract/rate information, build/maintain current payer changes, confirm payer routing/jurisdictions, monitor and update EHR integrated payer maps, and serves as the intermediary or EHR payer issues.

Responsibilities and Duties: 

• Update contract status, rates, UM criteria, contract criteria within all relevant systems
• Complete payer maintenance processes to ensure the proper updates within internal systems and external partners
• Collaborate with Quality and Audit teams on SOX controls and ensure all steps are completed in a timely fashion and meet audit standards
• Review insurance contracts and communicate the impact they have on revenue recognition.
• Participate in open dialogue with Finance and Accounting teams regarding changes in rates, contractual allowance or payment integrity, and payer contracts review quarterly and year over year differences
• Research payer requirements for utilization in order to update the payer page
• Will work with internal and external stakeholders to obtain clarity and ensure accurate data is entered
• Comfortable and capable utilizing various communication tools including TEAMs and video conferencing to enable virtual work collaboration.
• Validate external processes including payer designations and relationships
• Cross-functional  work groups with the Electronic Health Records Integration teams including leading feedback communications.

Qualifications:

• Strong Written & Communication Skills
• Problem Solving
• Quality Focused
• Adaptable
• Analytical
• Accountable
• Solution oriented
• Work Independently

Required Qualifications

• High school diploma required. 
• Minimum 4 to 6 years of experience with health insurance and billing operations
• Significant knowledge of regulatory and payer requirements for reimbursement
• Strong command of the health insurance reimbursement and claim adjudication processes including denial codes, experience with claims processing by large national payers, and exposure to navigating through clinical documentation to pull out supporting detail. 

Preferred Qualifications

• Ability to work independently as an individual contributor and adapt quickly to changing priorities
• Experience with Microsoft Office and CRM casing/ticketing systems, preferably salesforce.com
• Possess a secure work area conforming to HIPAA guidelines
• Self-awareness to find creative solutions to remote challenges
• Resourcefulness and high levels of emotional intelligence to identify obstacles and collaborate with others to discuss potential solutions.

What's In It For You

This is a regular full-time position with competitive compensation package, excellent benefits including medical, dental, and vision insurances (all of which start on your first day), health savings account employer contributions (when enrolled in high deductible medical plan), cafeteria plan pre-taxed benefits (FSA, dependent care FSA, commute reimbursement accounts), travel reimbursement for medical care, noncontributory basic life insurance & short/ long term disability. Additionally, we offer:

• emotional health support for you and your loved ones
• legal / financial / identity theft/ pet and child referral assistance
• paid parental leave, paid holidays, travel assistance for personal trips and PTO!

iRhythm also provides additional benefits including 401(k) (with company match), an Employee Stock Purchase Plan, pet insurance discount, unlimited amount of Linked In Learning classes and so much more! 

FLSA Status: Exempt

#LI-WB-1

#LI-Remote 

How will this role have an Impact?

This is a position in Quality Engineering responsible for implementing and driving the test strategy on the assigned scrum team. You will regularly work with your team and management to plan and execute effective and efficient testing solutions to deliver high-quality software products promptly.

What will you do?

• Drive quality in a scrum team at every level of the SDLC.  Championing and influencing use of core shift-left, behavior driven development (BDD) and test driven development (TDD) practices.
• Design, write, and maintain automated testing for front end UI and backend API, including system, integration, and end-to-end testing strategies.
• Document and perform manual testing of assigned products when appropriate
• Document and report bugs or issues found for automated or manual testing
• Drive release planning andassist in troubleshooting during rollbacks or change failures.
• Implement and champion a metrics driven approach to continuous improvement of software quality.
• Provide reporting and recommend improvements such as in-code coverage and defect density
• Lead efforts to research and document the root cause for output issues and identify which areas are not in sync
• Drive improvement to processes and technologies related with Software Quality Engineering
• Build and maintain positive relationships with customers and internal staff and other stakeholders
• Manage tasks for self and teammates to meet the assigned project dates
• Be a mentor for junior team members to help develop their skills and experience.

We are looking for someone with:

• BS in either areas of Computer Science, Software Engineering, Information Systems and Technology, and/or 3+ years equivalent experience required
• 5+ years of experience with deep requirements analysis; ability to rapidly understand a business domain, a system and its dependencies, and ask questions that drive depth and breadth of quality.
• 3-6 years of experience in quality assurance / testing work; specific experience in test design for microservices and APIs is desirable.
• 2-3 years of experience coding with one of C#, Java, JavaScript
• 2-3 years of experience developing API testing frameworks using tools such as Karate, SoapUI, ReadyAPI, REST-Assured, Postman, Jmeter. Gatling
• 2-3 years experience with automated testing frameworks and tools such as Cypress, Selenium, Playwright and/or 2-3 years of experience in automated mobile testing using Appium or Xcode
• Strong attention to detail
• Strong written and verbal communication skills
• Professional demeanor, dependable, and able to maintain confidential information
• Flexible and able to successfully accept change and lead the charge
• Able to successfully interact with all levels of an organization while building rapport and trust
• Flexible on work hours depending on business needs - some infrequent nights and weekends

For New York-based roles, the base salary hiring range for this position is $92 - 160k.Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. 

About Us:

Signify Health is helping build the healthcare system we all want to experience by transforming the home into the healthcare hub. We coordinate care holistically across individuals’ clinical, social, and behavioral needs so they can enjoy more healthy days at home. By building strong connections to primary care providers and community resources, we’re able to close critical care and social gaps, as well as manage risk for individuals who need help the most. This leads to better outcomes and a better experience for everyone involved. 

Our high-performance networks are powered by more than 9,000 mobile doctors and nurses covering every county in the U.S., 3,500 healthcare providers and facilities in value-based arrangements, and hundreds of community-based organizations. Signify’s intelligent technology and decision-support services enable these resources to radically simplify care coordination for more than 1.5 million individuals each year while helping payers and providers more effectively implement value-based care programs. 

To learn more about how we’re driving outcomes and making healthcare work better, please visit us atwww.signifyhealth.com.