Ecosystem Solution Consultant (Westborough, MA)

Job Description

As an Ecosystem Solution Consultant, you will play a critical role at both the strategic and tactical levels, working closely with key internal and external stakeholders within a matrixed environment.

Internal Responsibilities:
Collaborate and build strong partnerships with assigned internal GI Capital Sales teams, providing training and guidance to ensure a deep understanding of Olympus’ OLYSENSE solutions and offerings.

External Responsibilities:
In coordination with the Regional Head of Ecosystem Solutions Enablement (ESE) and aligned with the GI Sales leadership team, you will engage and support the Olympus Endoscopy Account Managers (EAM’s) and their designated customers to drive the adoption and sales of Olympus’ Intelligent Endoscopy Ecosystem, including subscription-based models. Your efforts will focus on supporting the seamless integration of the full ecosystem, fostering long-term customer success, and maintaining high levels of customer satisfaction with Olympus’ OLYSENSE products and services.

Job Duties

• Partner with GI Capital Sales teams to develop and execute a territory-specific ecosystem sales strategy.
• Act as a subject matter expert by developing, maintaining, and leveraging deep expertise in Olympus’ OLYSENSE product portfolio.
• Partner with GI Capital Sales teams to guide sales activities to meet regional targets by leading the demonstration of software capabilities.
• Maintain a comprehensive understanding of the territory, including key customers, prospects, partners, competitors, and influencers, in close collaboration with assigned Enterprise Account Managers (EAMs).
• Empower EAMs to effectively sell Olympus' digital products and services within a broader ecosystem approach.
• Partner with GI Capital Sales and customers to assess technology needs and recommend the appropriate OLYSENSE solution.
• Establish relationships with EAMs and key customer stakeholders, including clinical, technical, operational, and executive contacts.
• Lead sales engagements at all organizational levels, tailoring the value proposition to each audience.
• Prepare and deliver compelling OLYSENSE ecosystem presentations to diverse customer personas.
• Provide follow-up on sales support requests, ensuring timely updates in Salesforce and maintaining pipeline accuracy.
• Act as a technical sales consultant, offering product expertise and technical guidance throughout the sales process.
• Organize reference site visits and showcase the value of Olympus digital solutions.
• Manage solution trials and coordinate the digital solution implementation process.
• Guide customers through each phase of the buying process, from exploration to decision-making.
• Deliver super-user training for basic offering customers.
  Post-installation, monitor solution usage and maintain consistent customer follow-up to ensure adoption, satisfaction, and identification of new sales opportunities.
• Collaborate with aligned Capital Sales representatives across multiple business units to cultivate a cohesive account strategy and ensure successful digital solution delivery.
• Execute and monitor pre-sales contract excellence and governance processes.
• Serve as an IT Security and Data Privacy consultant, providing guidance to GI Capital Sales teams and customers to ensure compliance.
• Manage and oversee customer installation activities as part of the customer implementation planning process.
• Provide comprehensive customer training on software features and functionality.

Job Qualifications

Required:

• Bachelor’s degree in a relevant area of study (e.g. technical, scientific, medical or business studies).
• Minimum of 8 years selling experience.
• Experience with supporting and driving commercial strategies.
• 8 years of experience in:
  • Profound knowledge of operating systems (Windows, iOS).
  • Profound knowledge of IT network topologies, their set up and maintenance.
  • Good knowledge of cloud solutions.
  • Technical and IT knowledge of Audio, Video.
  • Working knowledge of MDR regulations and their usage.
• Good communication skills in local language of job advertisement, as well as in English (bilingual; written and spoken)
• Excellent verbal and written communication skills
• Comfortable presenting to different audiences including experience presenting to technical stakeholders.
• Strong understanding of how digital healthcare solutions offers value to customers.
• Strong clinical knowledge and aptitude; comfortable in working with physicians the clinical environment.
• Ideally understanding of the competitive gastroenterology and customer solutions landscape.
• High-level communication and stakeholder management skills.
• Well-developed listening, influencing, interpersonal and networking skills to drive collaborative culture at all levels.
• Self-motivated with a strong sense of urgency and a drive for results.
• Willingness to travel up to 60 to 80% of your working time.
• Occasional evening and weekend work from home required.
• Other projects and duties as necessary and assigned.

Preferred:

• Must have Sales experience focused on SaaS/software sales, healthcare industry preferred.
• Successful experience managing sales opportunities highly preferred.
• Preferably knowledge and experience with interoperability: HL7, DICOM.