Solutions Consulting Leader

Solutions Consulting Leader 

The newly established Lantern Solutions Consulting team will serve as thought leaders and strategists on key deals, ensuring we maintain our win-rate while rapidly scaling the Commercial team. The Leader of the Solutions Consulting team will help build the standards, supporting tools, and roles and responsibilities for the function based on business needs, and will be accountable for the success of this new function. 

Location: Remote | USA | Travel Required 

Responsibilities:

• The Solutions Consulting Leader will oversee and lead a team of Solutions Consultants who serve as key deal strategists, collaborating with Sales, Client Success and Consultant Relations to analyze prospective client needs, propose best-fit solutions, and help execute on a tailored growth/retention plan for the opportunities to which they are assigned.  
• The Leader of this newly established team will be responsible for building out the needed infrastructure to set the team up for success, and to evolve the standards, tools and roles and responsibilities to continue to meet the dynamic needs of the business. This individual is expected to lead the Solutions Consulting function to support future growth and retention needs, including hiring, developing, and managing future Solutions Consultants as required by the business.  
• The Leader will establish KPIs as a means to monitor ongoing performance of the team and opportunities for improved resources and tools, load balancing between Solutions Consultants, and targeted training. They will partner with the Chief Growth Officer and SVP of Client Success to align Solutions Consultants by segment for strategic planning and pipeline review, and to remove any barriers to ongoing collaboration on identified deals.  
• The Leader will guide the team to identify and develop needed documentation and resources, such as workflows (with sales, proposal team, deal desk), qualification criteria for Solutions Consulting support, product menu/guidelines by segment, escalation process for non-standard solutions, expanded product roadmap, and competitive intelligence information.  
• The Leader will be expected to serve as a strategic lead and coach for high performing individuals who will look to the Leader for guidance on the most challenging questions and situations. The team as a whole will serve as resident experts on product offering questions (current and roadmap), savings projections and other analytics, network footprint, quality methodology, technical integrations, member experience, success stories and general industry knowledge for the Commercial teams and prospective clients. They will tailor best practice recommendations around plan design, ecosystem integrations, targeted marketing, etc. to the prospect/client based on their expertise. 
• The Leader will also be expected to fulfill the role of Solutions Consultant on select strategic accounts.
• A successful Solutions Consulting team will support Lantern’s growth and retention by providing expertise throughout the sales and renewal/upsell process, including evaluating best fit solutions in collaboration with Health Plan and Channel Sales/Client Management/Consultant Relations, and ensuring thorough discovery is completed. They will act as a bridge to the rest of the organization, helping to bring together the appropriate internal stakeholders to support the deal (e.g., Consultant Relations and Channel Partnerships), and taking a key role in supporting presentations, product demonstrations and RFP’s. 
• This team will work internally to solution complex and/or non-standard prospective client requirements, across Product, Network, Analytics, Implementation, Operations, Legal, Finance, Member and Partner Marketing, Client Success and Clinical teams. They will serve as a bridge between the sales process and ongoing Client Success to ensure proposal commitments are identified and delivered upon. They will understand and answer custom RFP questions and follow-up inquiries/BAFO requests to create standard responses that are field-tested. Finally, they will share learnings and themes from the field back with cross-functional leadership for broader adoption into product packaging and go-to-market processes.  

Requirements:

• 15+ years of professional experience in consulting and/or customer-facing role in health and benefits and/or similar years of experience as a Solutions Consultant/Architect in digital health and benefits with at least 5+ years of experience managing a team.   
• Strong management experience with the demonstrated ability to build, mentor and lead a high performing team, and to foster a culture of continuous improvement, professional development, and accountability.
• Robust strategic thinking and creative problem-solving skills; solution oriented.   
• Strong communication skills, both written and verbal, with the ability to confidently convey complex information and messages to a broad and diverse audience, both internal and external.   
• Strong analytical experience working with and visualizing data.  
• Clear understanding of the mechanics of self-funded medical plans and the relationships between health plans/third party administrators, health care providers, and plan sponsors.  
• Effective interpersonal skills with the ability to work independently and within a team environment, both externally facing and behind the scenes.   
• Comfortable working in a high-growth, fast-changing environment; organized, adaptable, diligent, and self-motivated.   
• Passion for Lantern’s mission and collaborating with others.   

Preferred Qualifications:

• Experience working with medical claims data to project savings/program impact. 
• Knowledge of broader ecosystem of point solutions and health care disruptors selling to self-funded employers. 
• Experience in delivering an engaging and impactful product demo while articulating the value for all stakeholders (members, partners, employers).    
• Comfortable solutioning and designing non-standard employer requests by taking into consideration internal and external perspectives and collaborating across stakeholders.    
• Excels at working cross-functionally and is able to effectively influence decision making.    
• Ability to adopt continuous improvement mindset and actively contribute to the processes and procedures of the larger Commercial team.   
• Experience in an early / growth stage business. 

 Benefits