Client Partner - Payer

About the role

• Job Title: Client Partner - Healthcare (Payers & PBMs)
• Experience Level: 10+ years in IT Services Sales & Account Management
• Industry Focus: Healthcare - Payers, PBMs, and Providers

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

• 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.
• 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.
• 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.
• 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.

Required Skills & Experience

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.