Clent Partner - Payer

Role Summary and Responsibilities

Role Summary

The Client Partner – Healthcare (Payers & PBMs) will be responsible for developing and growing Brillio’s relationships within key payer and PBM accounts. This role requires a strategic thinker and a hands-on sales leader with deep knowledge of payer business models, PBM workflows, and digital healthcare transformation.

Key Responsibilities

1. Business Development & Sales Execution

- Own and drive revenue growth for Brillio’s healthcare services within payer and PBM organizations.

- Identify and convert new business opportunities across digital transformation, AI, cloud, automation, data & analytics, and cybersecurity .

- Develop and execute a strategic account plan , focusing on high-growth areas like:

- Call center automation & digital twins

- AI/ML-driven claims & prior authorization automation

- Interoperability & data exchange solutions (CMS mandates, FHIR, TEFCA)

- IT Managed Services, DevOps, and cloud transformation

- Healthcare analytics and member experience solutions

- Large Deal Structuring & Global Delivery Strategy:

- Lead and structure multi-million-dollar outsourcing and transformation deals spanning US onshore, nearshore, and India offshore models .

- Define hybrid onshore-offshore engagement models for cost optimization while maintaining high service quality .

- Leverage Brillio’s India-based COEs for automation, AI, data engineering, and platform modernization to deliver value-driven cost structures.

- Work with pricing teams to create compelling deal constructs (e.g., fixed-price, T&M, outcome-based models).

- Drive contract negotiations, MSAs, SOWs, and procurement approvals for large engagements.

- Partner with Brillio’s Healthcare Leadership and delivery teams to craft compelling proposals and win new business.

2. Relationship Management & Growth Strategy

- Build and nurture C-level & VP-level relationships across IT, digital, business, and procurement teams at major payers and PBMs.

- Work closely with key stakeholders across commercial, Medicare Advantage, and Medicaid business units .

- Expand Brillio’s footprint by cross-selling and upselling digital solutions.

- Develop executive-level presentations and thought leadership for CXOs and industry events.

3. Client Engagement & Delivery Governance

- Act as the executive sponsor for Brillio’s engagements , ensuring high client satisfaction and project success.

- Work closely with delivery teams and healthcare SMEs to ensure projects align with client goals.

- Monitor project KPIs, SLAs, and overall account health , driving renewals and long-term growth.

- Ensure seamless coordination between US-based client teams and India-based delivery teams to optimize execution and cost structures.

4. Competitive Intelligence & Market Insights

- Stay ahead of industry trends, payer business models, and regulatory shifts impacting the healthcare sector.

- Identify new market trends like value-based care, AI-powered claims adjudication, and member engagement to position Brillio as a strategic partner.

- Track competition (Infosys, Cognizant, TCS, Accenture) and differentiate Brillio’s offerings.

Skills and Experience

Required Skills & Experience

1. Healthcare & Payer Industry Expertise

- 10+ years of experience in IT consulting, digital transformation, or outsourcing sales within the payer or PBM sector .

- Deep understanding of payer technology ecosystems, PBM workflows, and regulatory requirements .

- Strong knowledge of AI/ML, cloud migration, API-based interoperability (FHIR), and healthcare data analytics .

2. Sales & Account Growth

- Proven track record of $10M+ revenue ownership and exceeding growth targets.

- Experience closing multi-million-dollar IT services & consulting deals with payers.

- Ability to drive end-to-end sales cycles, RFP responses, and SOW negotiations .

3. Large Deal Structuring & Offshoring Models

- Experience in structuring large outsourcing and transformation deals (e.g., $5M–$50M+ engagements ).

- Strong understanding of onshore-offshore delivery models , pricing structures, and cost optimization strategies.

- Ability to create commercial models that balance cost efficiency with high-quality service delivery.

4. Executive Relationship Management

- Strong C-level and senior stakeholder engagement skills.

- Experience engaging business & IT leadership within large payers and PBMs .

- Ability to lead CXO-level strategy discussions and business development initiatives.

5. Strategic & Analytical Thinking

- Ability to develop strategic account plans , identify whitespace opportunities, and drive long-term growth .

- Strong financial acumen and ability to structure complex deals.

6. Communication & Leadership

- Excellent communication, negotiation, and executive presentation skills .

- Strong leadership in cross-functional teams, matrix organizations, and global delivery models .

Preferred Qualifications

✅ Experience selling into large payers, PBMs, or healthcare technology companies .
✅ Background in technology consulting, digital transformation, or IT services sales .
✅ MBA or equivalent experience in healthcare technology sales and strategy .