Sr. Regional Sales Executive

Job Title: Sr Regional Sales Executive, Healthcare Sales – Australia & New Zealand

Location: Melbourne, Victoria 

Company Overview

We are a US-based healthcare technology company with 250+ customer sites across Australia and New Zealand. Our solutions are the de facto standard in eHealth NSW, Queensland Health, and Te Whatu Ora (Health New Zealand). As we continue to expand our footprint, we are seeking a founding sales leader in the region to drive new business and deepen relationships with key healthcare stakeholders.

Job Summary: The Sr Regional Sales Executive is a strategic sales leader responsible for driving high-value growth across complex public and private healthcare organizations in Australia and New Zealand. This role demands deep industry expertise, a consultative approach, and the ability to navigate long sales cycles involving multiple stakeholders. The Sr Regional Sales Executive will own the full sales process—from strategic prospecting and solution alignment to executive-level negotiation and closing—while also contributing to account expansion and retention strategies. As a senior member of the sales team, the Sr Regional Sales Executive will collaborate closely with marketing, product, and customer success teams to shape go-to-market strategies, influence product development, and ensure client outcomes are achieved. This role requires a strong understanding of healthcare operations, regulatory environments, and SaaS business models, along with the emotional intelligence to build trust and credibility with clinical, technical, and financial decision-makers. The ideal candidate will possess established relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, with a strong network in the ANZ healthcare arena. Experience in GI or endoscopy is highly desirable.

We are launching a new, cloud-based solution into the ANZ market and are looking for someone who has experience penetrating new markets with cutting-edge technologies and solutions. This role requires an individual with incredible grit and intestinal fortitude - someone who thrives on a challenge and pushes forward to solve problems. We need a creative, bold, proactive, and positive sales leader who is excited about a challenge and will stay focused and optimistic in the face of adversity. In addition, the successful candidate will have the commercial maturity to engage existing on‑premise customers at the right moment and articulate a compelling migration pathway to the cloud platform, converting perpetual and term licence holders when the timing and appetite are right.

Key Responsibilities: 

1. Enterprise Consultative Selling

• Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ.

• Builds tailored business cases that align with healthcare organizations’ strategic goals with an initial focus on NSW health organizations.

• Applies advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to drive alignment and urgency.

• Serve as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.

• Conducts rigorous executive-level discovery to uncover clinical, operational, and financial pain points – going beyond stated needs to surface latent challenges that form the foundation of compelling business cases. 

• Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks, managing the full lifecycle from expression of interest through contract execution. 

• Designs and negotiates bespoke commercial constructs appropriate to deal complexity, including multi-site arrangements, enterprise licenses, and framework agreements with centralized health procurement bodies. 

2. Healthcare Industry Expertise

• Deep understanding of healthcare delivery models, payer-provider relationships, and regulatory frameworks and associations (e.g., local health data privacy frameworks, ACSQHC, GESA, Pae Ora).
• Ability to speak credibly about clinical workflows, digital health trends, and interoperability standards (e.g., HL7, FHIR).
• Anticipates industry-specific challenges and tailors solutions accordingly.
• Tracks competitor activity, pricing and positioning to proactively shape strategy and messaging.

3. Strategic Account Management & Expansion

• Develops and executes multi-year account growth strategies.
• Identifies upsell and cross-sell opportunities based on client data and evolving needs.
• Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention.

4.  Executive-Level Communication & Influence

• Communicates with clarity and confidence across clinical, technical, and financial audiences.
• Leads executive briefings, strategic planning sessions, and QBRs.
• Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.

5. Commercial Acumen & Data-Driven Decision Making

• Applies financial and operational insights to guide sales strategy and client conversations.
• Understands key SaaS metrics (ARR, churn, CAC, LTV) and uses them to manage pipeline and forecast accurately.
• Leverages CRM and analytics tools to identify trends, risks, and opportunities.

6. Forecast Accuracy

• Provide accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.

Required Qualifications:

Education & Experience

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.
• Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales.
• 8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand.
• Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.
• Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in ANZ.
• Proven track record of exceeding quota in complex sales environments with long sales cycles.
• Experience managing strategic accounts and navigating multi-stakeholder decision processes.
• Familiarity with healthcare IT systems, procurement processes, and compliance requirements.
• Demonstrated success in negotiating high-value contracts and renewals.
• Ability to travel is required. 

Other Preferred Knowledge, Skills, Abilities or Certifications:

• Experience with GI/endoscopy solutions or with companies such as Olympus, C.R. Kennedy, Pentax, Alcidion, Orion, Intersystems, etc., is highly desirable. Candidates with experience in adjacent procedural specialities – including anesthesia, interventional cardiology, surgery, or theatre management systems – as well as those from radiology (RIS, PACS, clinical decision support) or EMR/patient management system backgrounds selling into procedural environments, are strongly encouraged to apply. 
• Located in Melbourne, with deep connections in the ANZ healthcare ecosystem.
• Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus
• Sales methodology certifications (e.g., Miller Heiman, Challenger, MEDDIC, SPIN) are advantageous
• Business analytics or data literacy training is a strong differentiator

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.