Solution Architect - Sales (Payer/Provider)
Coastal seeks an experienced Solution Architect supporting pre-sales as a critical engine for our Healthcare & Life Sciences (HLS) practice, specifically across the Payer and Provider sub-verticals. Operating as a senior technical and commercial leader prior to contract signature, this individual owns the technical deal strategy: leading structured discovery, architecting enterprise healthcare solutions, formulating delivery estimates, directing proposal development, and governing technical risks and assumptions.
The ideal candidate brings deep domain expertise across health plans, integrated delivery networks (IDNs), hospitals, and ambulatory systems, paired with a commanding mastery of how the Salesforce platform and related enterprise architectures drive measurable clinical, operational, and commercial outcomes. Furthermore, this role plays a pivotal role in evolving how AI agents support both the healthcare sales cycle and client operations by identifying high-impact use cases, defining clinical and regulatory guardrails, and piloting agentic workflows. Success requires exceptional critical thinking, executive-level gravitas, and deep partnership with Delivery leadership to safeguard delivery feasibility and protect engagement margins.
Role Responsibilities:
- Executive Discovery & Scoping: Lead consultative discovery, architectural assessments, and scoping workshops with health plan executives, CMIOs, CIOs, and clinical operational leaders. Clarify business imperatives, clinical workflows, regulatory constraints, technical dependencies, and risk factors.
- Enterprise Solution Architecture: Translate enterprise healthcare objectives into robust, scalable multi-cloud architectures spanning Salesforce Health Cloud, Agentforce, Data Cloud, MuleSoft, Tableau/CRM Analytics, identity, and zero-trust security frameworks.
- Estimation, Staffing & Delivery Boundary Governance: Build comprehensive Level of Effort (LOE) models, project staffing plans, phased delivery roadmaps, and explicit delivery assumptions. Own the technical scope boundaries to protect delivery margin and de-risk downstream implementation.
- Deal Strategy & Proposal Leadership: Lead the technical deal-desk function for complex pursuits. Direct the authoring of technical proposals, Statements of Work (SOWs), work-breakdown structures, assumptions, exclusions, and executive presentation materials.
- AI & Agent Strategy: Identify high-value healthcare agent use cases (e.g., member service automation, prior authorization support, provider directory validation, patient triage routing). Establish practical guardrails around HIPAA compliance, clinical accuracy, prompt patterns, and human-in-the-loop validation.
- Domain Pre-Sales Assets & Demo Strategy: Guide the strategy for high-fidelity Payer/Provider demonstration environments and end-to-end user journeys (e.g., Omni-channel Patient Intake, Utilization Management, Value-Based Care Coordination, Provider Credentialing/Network Management). Direct SEs on customized build-outs.
- Practice Standardization & Margin Optimization: Maintain and advance HLS pre-sales templates, reference architectures, estimation calculators, and reusable playbooks to systematically accelerate sales velocity, improve win rates, and safeguard gross margin.
- Executive & Stakeholder Presentations: Deliver compelling technical and commercial narratives, architecture reviews, and platform vision sessions to C-suite leaders, clinical governing boards, and IT review committees.
- Seamless Delivery Alignment & Transition: Partner closely with Sales and Delivery practice leaders to align pricing, terms, staffing models, and contractual risk factors, driving a formal, documented handoff into engagement kickoff.
Experience/Skills Required:
- 8+ years in pre-sales solution engineering, solution architecture, or technical leadership within a Salesforce consulting partner or healthcare enterprise software vendor.
- Payer & Provider Domain Mastery: Deep architectural familiarity with healthcare operations, including utilization management, care coordination, claims adjudication touchpoints, member/patient engagement, prior authorization, provider network operations, and HIPAA/HITECH compliance frameworks.
- Salesforce Enterprise Architecture: Proven track record architecting complex multi-cloud deployments featuring Salesforce Health Cloud, Data Cloud, MuleSoft, Service Cloud, and enterprise integration patterns.
- Commercial Deal Shaping: Demonstrated success leading the technical close on multi-million-dollar deals, building defensible LOEs, leading complex RFP/RFI responses, and drafting airtight SOWs.
- AI & Data Modernization: Practical experience designing or evaluating generative AI and autonomous agent frameworks (e.g., Agentforce), with dedicated rigor around healthcare data retrieval, prompt grounding, clinical safety, tone, and auditability.
- Pre-Sales Operations Leadership: Proven ability to orchestrate cross-functional teams (account executives, solution engineers, delivery leads, domain SMEs) across multiple high-stakes pursuits concurrently.
- Executive Presence: Exceptional communication, storytelling, and consensus-building skills capable of navigating both deep technical architectural reviews with IT/Security architects and strategic value pitches with C-level healthcare executives.
- Work Authorization: Must have full-time permanent US work authorization.
Additional Preferred Experience/Skills:
- Bachelor’s Degree preferred, or equivalent experience.
- Active Salesforce Certifications (e.g., Health Cloud Accredited Professional, Certified System/Application Architect, Administrator, Consultant).
- Experience with healthcare data modernization and interoperability, including HIPAA data governance, HL7/FHIR standards, core claims systems, and EHR/EMR platforms (e.g., Epic, Cerner).
- Experience integrating Salesforce with clinical databases, care management portals, or payer administration systems.
- Track record of improving pre-sales cycle time, accuracy, and margin through process redesign and automation.
Why Coastal, and what we offer:
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Remote flexible work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
- Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
