Jesse Skelton
Payer Sales Executive - Payments & Communications
Birmingham,AL
Summary
Driven, results-oriented Enterprise Sales & Account Management professional, specializing in Healthcare IT (HIT) SaaS solutions, with a current focus in payer/provider electronic payments & digital member communications.
Additional HIT experience includes Sales Engineering, Project Management, Lead SME, Product Management, Implementations, & Client Services in the anesthesia EMR space.
Also served as a commercial banking Enterprise Business Analyst, directly supporting the Treasury & Payment Solutions department.
Overview
9
9
years of professional experience
4
4
years of post-secondary education
1
1
Certification
Work History
Payer Sales Executive - Payments & Communications
Optum Insight (f/k/a Change Healthcare)
2022.09 - Current
- Represent Payer Field Sales team to healthcare payer executives in Southeast & Western U.S. territories, selling tailored solution sets across 2 product verticals: B2B Provider Payments & Digital Member Communications
- Finished CY'23 at 132% annual, net new ACV quota of $1.5M ($1.98M ACV)
- Established CY'24 pipeline representing 5x annual ACV quota (~$7.5M), with 3 deals expected to close by the end of Q1'24, representing ~$720k in ACV
- Partner with payer leadership to identify & analyze unique business needs, tailoring custom solution sets to maximize end-state efficiency & client satisfaction
- Proactively & creatively prospect for new business opportunities across both product verticals within assigned territories
- Collaborate with Payer Account Management to identify cross-sell & upsell opportunities within existing client base
- Work with multiple internal departments (Account Management, Strategic/Inside/Provider Sales, Marketing, Operations, SMEs, & Data Informatics) to drive efficient, cross-functional business success & continuous process improvement
Strategic Sales Executive - Enterprise Provider
Zelis
2021.06 - 2022.09
- Managed Central U.S. territory for Strategic Sales Team (SST), selling electronic payment solutions to large, multi-TIN health systems, with a target demographic of accounts conducting >$10M in annual payment volume (APV) through Zelis payer network
- Prior to leaving Zelis for Optum, was on track to achieve 125% of $1M annual quota of net new ACV by fiscal year-end
- Collaborated with payer clients' leadership & internal Payer Account Management to develop creative account engagement strategies for improving provider e-payment adoption
- Partnered with multiple internal departments (Strategic Account Management, Payer Sales, Middle Market Provider Sales, Marketing, Operations, & Client Experience) to efficiently generate new business, cross-sell, & upsell opportunities
- Worked with Business Insights & Analytics to refine & integrate existing analysis tools, generating valuable business insights for both Provider/Payer Sales, leading to better understanding of account portfolios & improved ability to identify cross-functional business opportunities
- Developed internal, scalable ROI Calculator for Sales & Account Management reps to easily quantify account-specific returns & focus points for upcoming prospect/client conversations
- Ideated concept & output for new analysis report to identify providers' potential AR Days reduction & cost savings from transitioning to Zelis's electronic VCC or ACH solutions
- Leveraged Salesforce to develop strategic email prospecting campaign for new-logo account opportunities, adding >$666k in net new pipeline ACV over 4-week campaign timeline
Strategic Account Manager - Enterprise Provider
Zelis
2020.08 - 2021.06
- Managed 40+ enterprise health system relationships in the Northeast U.S. (>$10M in Zelis-payer APV), serving as each account's dedicated Strategic Account Manager (SAM)
- Renewed 12 enterprise health system contracts worth >$2.3M in ACV during 11-month SAM tenure
- Conducted joint quarterly business reviews (QBRs) with provider/payer account leadership by developing custom presentations consisting of recent financial analytics, issue-tracking reports, industry trends, & product roadmap reviews
- Collaborated with health system leadership to better understand business needs & identify potential opportunity areas based on current solution sets & product roadmap
- Coordinated implementation efforts for all renewed & net new enterprise accounts, resulting in additional ACV of $1.7M
- Established sizable 2021 pipeline, with active contract negotiations representing potential APV of $188.2M prior to role transition to Strategic Sales
- Secured "Reference Client" commitments from all newly implemented enterprise accounts, with groundwork in place for 7 additional reference accounts prior to role transition
- Developed automated & scalable account analysis Excel tool for reporting all required, pertinent opportunity details to internal executive leadership
Enterprise Business Analyst II
Synovus Bank
2019.08 - 2020.08
- Served as dedicated Enterprise Business Analyst (EBA) for Treasury & Payment Solutions (T&PS) business unit within commercial banking department
- Led all EBA efforts to replace existing commercial banking platform with upgraded & customized digital banking solution
- Partnered with International Business team to modernize existing foreign currency management system, significantly reducing overhead associated with leveraging multiple teams to facilitate individual transactions
- Developed and refined Cash Conversion Cycle tool for field sales reps to translate financial report inputs into graphical and visual representations of clients' working capital status
Sr. Sales Support Engineer, Sr. Account Manager
Plexus Technology Group, LLC
2017.02 - 2019.08
- Served as lead technical support to commercial sales team by demonstrating Plexus's iOS-based, anesthesia EMR SaaS solution to executive, clinical, & technical leadership of enterprise hospital systems & anesthesia practices
- Partnered with internal sales leadership on international business development effort, resulting in organization's first European Union market penetration
- Conducted live product demonstrations for full product suite (Anesthesia, Pharmacy, & Analytics), serving as lead Subject Matter Expert (SME)
- Performed Strategic Account Management (SAM) functions for full organizational footprint to maintain & support existing customer base, while also generating new account revenue
- Leveraged details obtained from SAM account reviews to collaborate alongside Product Development & Engineering, in an effort to overhaul pharmacy management solution, resulting in a more streamlined and cost-efficient product offering
- Supported Marketing in redesign of all legacy marketing materials to reflect updated brand image & messaging associated with enterprise-wide product suite upgrade
Project Manager & Client Services Lead
Plexus Technology Group, LLC
2015.06 - 2017.02
- Served as Project Manager for 16 anesthesia practice EMR implementations, as well as lead Implementations Consultant for 12 projects prior to role transition
- Managed full Client Services team of 6 members, overseeing all client issue tracking & relationship management
- Utilized proprietary XML coding tool to customize & configure client software environments based on unique executive & clinical requirements obtained through joint, on-site collaboration sessions
- Conducted remote & on-premise training for anesthesia & technical staff for all contracted product modules (Anesthesia, Pharmacy, & Analytics)
Education
The University of Alabama, Tuscaloosa, AL
2008.08 - 2012.12
Skills
- Enterprise sales & account management (HIT SaaS)
- Executive stakeholder relationship management
- New business development & planning
- Cross-functional strategic collaboration
- Custom sales presentations
- Detailed product knowledge (Subject Matter Expert)
- Product demonstration & end-user training
- Project management & implementations
- Software configuration & customization
- Sales support tool proficiencies: Salesforce, LinkedIn Sales Navigator, ZoomInfo, Definitive Healthcare, Apollo, ChatGPT
Professional Certifications
Healthcare Financial Management Association (HFMA)
- Certified Healthcare Financial Professional (CHFP)
- Certified Revenue Cycle Representative (CRCR)
- Certified Specialist Payment & Reimbursement (CSPR)
Certification
Most Valuable Team Member, Plexus Technology Group, LLC
Timeline
Payer Sales Executive - Payments & Communications
Optum Insight (f/k/a Change Healthcare)
2022.09 - Current
Strategic Sales Executive - Enterprise Provider
Zelis
2021.06 - 2022.09
Strategic Account Manager - Enterprise Provider
Zelis
2020.08 - 2021.06
Enterprise Business Analyst II
Synovus Bank
2019.08 - 2020.08
Most Valuable Team Member, Plexus Technology Group, LLC
2018-12
Sr. Sales Support Engineer, Sr. Account Manager
Plexus Technology Group, LLC
2017.02 - 2019.08
Project Manager & Client Services Lead
Plexus Technology Group, LLC
2015.06 - 2017.02
The University of Alabama, Tuscaloosa, AL
2008.08 - 2012.12