Job Title: Client Partner – Healthcare (Payers & PBMs)
Experience Level: 10+ years in IT Services Sales & Account Management
Industry Focus: Healthcare – Payers, PBMs, and Providers
About Brillio
Brillio is a leading digital transformation partner helping Fortune 500 companies navigate the future of technology. Our Healthcare & Life Sciences practice focuses on driving member experiences, interoperability, analytics, AI-driven automation, and cloud transformation for payers, PBMs, and providers.
We are seeking an experienced Client Partner to expand Brillio’s footprint within the payer and PBM sector , leveraging our expertise in digital transformation, AI/ML, cloud, and data-driven solutions .
Role Summary
The Client Partner – Healthcare (Payers & PBMs) will be responsible for developing and growing Brillio’s relationships within key payer and PBM accounts. This role requires a strategic thinker and a hands‑on sales leader with deep knowledge of payer business models, PBM workflows, and digital healthcare transformation.
Key Responsibilities
1. Business Development & Sales Execution
- Own and drive revenue growth for Brillio’s healthcare services within payer and PBM organizations.
- Identify and convert new business opportunities across digital transformation, AI, cloud, automation, data & analytics, and cybersecurity .
- Develop and execute a strategic account plan , focusing on high-growth areas like:
- Call center automation & digital twins
- Interoperability & data exchange solutions (CMS mandates, FHIR, TEFCA)
- IT Managed Services, DevOps, and cloud transformation
- Healthcare analytics and member experience solutions
- Large Deal Structuring & Global Delivery Strategy:
- Lead and structure multi-million-dollar outsourcing and transformation deals spanning US onshore, nearshore, and India offshore models .
- Define hybrid onshore-offshore engagement models for cost optimization while maintaining high service quality .
- Leverage Brillio’s India-based COEs for automation, AI, data engineering, and platform modernization to deliver value-driven cost structures.
- Work with pricing teams to create compelling deal constructs (e.g., fixed-price, T&M, outcome-based models).
- Drive contract negotiations, MSAs, SOWs, and procurement approvals for large engagements.
- Partner with Brillio’s Healthcare Leadership and delivery teams to craft compelling proposals and win new business.
2. Relationship Management & Growth Strategy
- Build and nurture C-level & VP-level relationships across IT, digital, business, and procurement teams at major payers and PBMs.
- Work closely with key stakeholders across commercial, Medicare Advantage, and Medicaid business units .
- Expand Brillio’s footprint by cross-selling and upselling digital solutions.
- Develop executive-level presentations and thought leadership for CXOs and industry events.
3. Client Engagement & Delivery Governance
- Act as the executive sponsor for Brillio’s engagements , ensuring high client satisfaction and project success.
- Work closely with delivery teams and healthcare SMEs to ensure projects align with client goals.
- Monitor project KPIs, SLAs, and overall account health , driving renewals and long‑term growth.
- Ensure seamless coordination between US-based client teams and India-based delivery teams to optimize execution and cost structures.
- Stay ahead of industry trends, payer business models, and regulatory shifts impacting the healthcare sector.
- Identify new market trends like value‑based care, AI‑powered claims adjudication, and member engagement to position Brillio as a strategic partner.
- Track competition (Infosys, Cognizant, TCS, Accenture) and differentiate Brillio’s offerings.
Required Skills & Experience
1. Healthcare & Payer Industry Expertise
- 10+ years of experience in IT consulting, digital transformation, or outsourcing sales within the payer or PBM sector .
- Deep understanding of payer technology ecosystems, PBM workflows, and regulatory requirements .
- Strong knowledge of AI/ML, cloud migration, API-based interoperability (FHIR), and healthcare data analytics .
- Proven track record of $10M+ revenue ownership and exceeding growth targets.
- Experience closing multi-million-dollar IT services & consulting deals with payers.
- Ability to drive end‑to‑end sales cycles, RFP responses, and SOW negotiations .
- Experience in structuring large outsourcing and transformation deals (e.g., $5M–$50M+ engagements ).
- Strong understanding of onshore‑offshore delivery models , pricing structures, and cost optimization strategies.
- Ability to create commercial models that balance cost efficiency with high-quality service delivery.
4. Executive Relationship Management
- Strong C-level and senior stakeholder engagement skills.
- Experience engaging business & IT leadership within large payers and PBMs .
- Ability to lead CXO-level strategy discussions and business development initiatives.
5. Strategic & Analytical Thinking
- Ability to develop strategic account plans , identify whitespace opportunities, and drive long‑term growth .
- Strong financial acumen and ability to structure complex deals.
- Excellent communication, negotiation, and executive presentation skills .
- Strong leadership in cross‑functional teams, matrix organizations, and global delivery models .
Preferred Qualifications
- Experience selling into large payers, PBMs, or healthcare technology companies .
- Background in technology consulting, digital transformation, or IT services sales .
- MBA or equivalent experience in healthcare technology sales and strategy .
Why Join Brillio?
- High‑growth healthcare practice with cutting‑edge AI, automation, and cloud capabilities.
- Proven track record with payers/PBMs , driving innovation in digital health.
- Opportunity to shape Brillio’s payer strategy , leading growth across key healthcare clients.
- Competitive compensation, sales incentives, and career growth opportunities .