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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
• AI/ML-driven claims & prior authorization automation
• 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.

4. Competitive Intelligence & Market Insights

• 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.

2. Sales & Account Growth

• 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.

3. Large Deal Structuring & Offshoring Models

• 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.

6. Communication & Leadership

• 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.