Jay Varma

After One Medical's acquisition by Amazon, I was promoted to sell into larger employer segments while leveraging the expanded resources and reach of Amazon.

• Expanded Sales Responsibilities : Promoted to sell health benefits solutions to large enterprises, significantly increasing sales targets and quotas within the San Francisco Bay Area market.
• Enterprise & Channel Partner Sales : Drive revenue growth by selling One Medical health benefits solutions both directly to enterprise clients and through channel partners, ensuring alignment with Amazon's policies and strategic goals.
• C-Suite & Broker Relationship Management : Strengthen relationships with C-suite executives, brokers, and consultants, using deep industry knowledge to identify needs and craft customized health benefit solutions that align with clients' business and employee wellness objectives.
• Strategic Networking & Partnerships : Lead the organization and participation in high-profile networking events, industry conferences, and seminars to expand One Medical's presence in the employer benefits space, while building a pipeline of new business opportunities.
• Quota Achievement & Pipeline Management : Surpassed higher quotas (increased by 30%) by cultivating a 3-5X pipeline, ensuring steady lead flow and proactively managing opportunities through the entire sales cycle.
• Sales Process Optimization : Collaborate closely with internal Amazon teams, including legal, underwriting, and product teams, to streamline sales processes, ensure compliance with Amazon's policies, and enhance the client experience.
• Tailored Solutions for Larger Employers : Leverage the full spectrum of One Medical's healthcare benefits, now supported by Amazon's technological and operational capabilities, to offer comprehensive, innovative solutions that drive client satisfaction, retention, and long-term partnerships.
• Selling Techniques mostly focused on ABS (Account Based Selling), BANT (Budget Authority Need Timeline), Consultative and SPIN (Situation Problem Impact Need-Payoff)
• Cross-Functional Collaboration : Work seamlessly with Amazon's broader sales, product, and strategy teams to align on product offerings and ensure solutions meet both client needs and Amazon's standards.

• Led the sales cycle for AI-driven healthcare SaaS solutions, focusing on enterprise clients within the healthcare and benefits sectors across all industries-Tech, Biotech, Pharma,Healthacre, Legal, Fintech, Manufacturing, Real Estate etc
• Collaborated closely with C-suite executives and stakeholders to identify pain points and strategically position AI driven healthcare solutions that drive operational efficiency, improve employee health outcomes, and reduce costs.
• Managed a robust pipeline, consistently building a 3-5X pipeline relative to quota and exceeding quarterly targets in the range of $1M-$1.2M through targeted outreach, personalized sales strategies, and relationship-building.
• Selling strategies include SPIN (Situation,Problem, Implication, Need-Payoff), ABS (Account Based Selling), Value based, Consultative selling and Partnership selling through channels/brokers.
• Delivered detailed product demonstrations , showcasing One Medical's AI-driven platform and its ability to optimize healthcare benefits, streamline administration, and enhance employee engagement and utilization of the benefit.
• Played a pivotal role in negotiating multi-year, high-value contracts , ensuring clients adopted AI-powered solutions that aligned with their business objectives.
• Optimized sales workflows using AI tools and CRM systems (Salesforce) , enhancing sales productivity by reducing administrative tasks and enabling better forecasting and tracking.
• Actively participated in industry conferences, webinars, and networking events , growing the brand's presence and cultivating new business opportunities for One Medical.

Key Responsibilities and Achievements Key Sales Achievements :

I led the sales of our cutting-edge AI/ML platform designed to accelerate drug discovery and development for clients in the biotech , pharma , and Contract Research Organization (CRO) sectors. My role involved selling subscription-based and consultative AI/ML solutions to optimize R&D processes, enabling faster and more efficient drug development. By utilizing a blend of value-based selling , SPIN selling , and Challenger Sales , I was able to penetrate complex accounts, foster long-term partnerships, and achieve significant revenue growth across the West Coast market.

• AI/ML Platform Sales : Led the sales of BioXcel's AI/ML-driven platform, focusing on how it could streamline drug discovery and development for leading biotech , Pharma , and CRO clients. Tailored presentations to key stakeholders, showcasing how our platform aligned with clients' business and scientific objectives.
• Consultative & Value-Based Selling : Applied a consultative sales approach to understand the unique pain points of each client, demonstrating how BioXcel's platform could help reduce time-to-market, increase R&D efficiency, and improve patient outcomes. Used value-based selling to demonstrate a clear ROI for customers and strategically positioned our solution to meet their evolving needs.
• Strategic Account & Alliance Management : Managed key strategic alliances with top accounts such as Takeda , Astra Zeneca , Pfizer , and Novo Nordisk . Cultivated strong relationships with R&D and executive teams, ensuring BioXcel's platform was integrated into their drug discovery pipelines. Collaborated with these accounts to drive the adoption of our platform and expand market share in the biotech and Pharma company sectors.
• Sales Cycle Management & Account-Based Selling : Managed the entire sales process from prospecting to closing, using account-based selling (ABS) to prioritize and target high-value, complex accounts. Delivered tailored presentations and demos that directly addressed client needs, ensuring a high close rate and long-term partnerships.
• Strategic Networking & Partnerships : Leveraged industry events, conferences, and networking opportunities to foster relationships and generate new business.
• Pipeline Development & Forecasting : Consistently built a strong pipeline of opportunities, leveraging SPIN selling to uncover deep client pain points and Challenger Sales to educate clients on the strategic benefits of AI/ML in drug discovery. Ensured accurate sales forecasting and met or exceeded quarterly sales targets by 25-30%.
• Client Success & Retention : Collaborated closely with the customer success team to ensure seamless onboarding and implementation of the AI/ML platform, resulting in high customer satisfaction, strong renewals, and successful upselling opportunities.
• Exceeded Sales Targets : Surpassed quarterly and annual sales targets by 25-30%, securing multi-million-dollar contracts with top Pharma and biotech firms.
• Alliance Management Success : Developed and managed strategic partnerships with Takeda , Astra Zeneca , Pfizer , and Novo Nordisk , generating over $4M in new business and contributing significantly to BioXcel's market penetration.
• High-Value Deals : Closed deals averaging $500K+ in contract value, including a landmark partnership with a leading CRO , which significantly expanded the use of our platform in global clinical trials.