Note: The job is a remote job and is open to candidates in USA. Henry Schein One is a global dental technology company focused on dental practice management and digital transformation. The Enterprise Account Executive, DSO is responsible for expanding existing Dental Support Organization and multi-site group practice accounts by driving Dentrix Ascend adoption, cross-selling and upselling solutions, and managing strategic enterprise relationships.
Responsibilities
- Develop and execute strategic account plans for assigned Dental Support Organizations (DSOs) and multi-site group practices, driving enterprise-wide adoption of Dentrix Ascend and the broader Henry Schein One portfolio
- Identify, prioritize, and pursue expansion opportunities within existing accounts by aligning practice management, patient engagement, revenue cycle, analytics, and other technology solutions to organizational initiatives and business objectives
- Partner with executive stakeholders to create and execute technology standardization strategies that establish a unified, scalable technology ecosystem across all affiliated locations
- Build and maintain strong relationships with key decision makers and influencers, including CEOs, COOs, CFOs, CIOs, clinical leadership, operations leadership, regional management, and practice-level stakeholders
- Deliver consultative, value-based presentations and demonstrations tailored to the strategic, operational, and financial priorities of DSO leadership teams
- Lead complex enterprise sales cycles involving multiple stakeholders, business units, and locations, guiding customers through discovery, business case development, solution evaluation, implementation planning, and executive decision-making
- Develop account-specific growth plans and mutual success plans designed to accelerate Dentrix Ascend adoption, expand utilization of Henry Schein One solutions, and achieve revenue growth objectives
- Identify and navigate organizational, operational, and technical barriers to adoption while building consensus around enterprise-wide technology initiatives
- Negotiate enterprise-level agreements, including pricing, deployment strategies, implementation scope, and multi-location rollout plans
- Develop and maintain strong relationships with Henry Schein Dental field sales representatives as strategic partners for identifying expansion opportunities and supporting customer technology initiatives
- Partner closely with Marketing, Customer Success, Sales Engineering, Implementation, and Product teams to identify growth opportunities, support customer initiatives, and maximize platform adoption
- Maintain accurate account plans, opportunities, pipeline activity, and revenue forecasts within Salesforce CRM
- Serve as a trusted advisor to DSO leadership, helping customers modernize operations, improve practice performance, and advance digital transformation initiatives through cloud-based technology solutions
- Provide accurate monthly and quarterly forecasts while maintaining a healthy pipeline of expansion opportunities across assigned accounts
- Monitor customer business objectives, acquisition activity, growth initiatives, and operational priorities to proactively identify opportunities for additional value creation through the Henry Schein One portfolio
- In addition to the responsibilities listed above, this role is responsible for meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in compliance with Company policies and procedures including Worldwide Business Standards, and adhering to Company policies, procedures, and directives regarding standards of workplace behavior
Skills
- * 5+ years of successful experience in enterprise SaaS, healthcare technology, practice management software, or related technology sales, with a demonstrated track record of growing strategic accounts and exceeding revenue targets
- * High School Diploma or GED
- * Expertise in consultative, value-based selling and the ability to align technology solutions with strategic business objectives across multiple stakeholder groups
- * Proven success driving revenue growth through account expansion, cross-sell, upsell, technology standardization, or digital transformation initiatives within complex customer environments
- * Demonstrated ability to build and maintain executive-level relationships with C-suite, VP-level, and operational stakeholders
- * Strong account planning and territory management skills, with experience developing and executing long-term growth strategies within large, complex organizations
- * Excellent communication, presentation, and facilitation skills, with the ability to build credibility and influence executive audiences
- * Experience navigating complex enterprise sales cycles involving multiple decision-makers, business units, and locations
- * Proficient with Salesforce CRM; strong working knowledge of Microsoft Office applications
- * Exceptional organizational and time-management skills, with the ability to manage multiple expansion opportunities and strategic initiatives simultaneously
- * Strong business and financial acumen, with the ability to engage in operational, financial, and strategic discussions with executive leadership
- * Demonstrated ability to identify customer challenges, uncover growth opportunities, and develop business cases that support enterprise-wide technology adoption
- * Self-motivated and results-oriented, with a passion for helping customers achieve operational excellence and long-term business growth through technology
- * Typically less than 35%. No special physical demands required
- * This position is Remote within the United States with up to 35% travel as needed
- * Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories
- * Bachelor Degree in business administration, sales, marketing, or a related field
- * Experience selling into Dental Support Organizations, multi-site healthcare groups, or private equity-backed group practices strongly preferred
- * Knowledge of dental practice management systems, patient engagement solutions, revenue cycle management, analytics, or other healthcare technology solutions
- * Experience leading large-scale technology standardization, digital transformation, or cloud migration initiatives
- * Demonstrated success expanding enterprise accounts and driving adoption across multi-site organizations
- * Experience working with executive stakeholders to develop and execute long-term technology roadmaps
Benefits
- A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!
Company Overview