Senior Client Partner Healthcare PBM

4 Months ago • All levels • $175,000 PA - $225,000 PA

Job Summary

Job Description

Brillio is a rapidly growing digital technology service provider, backed by Bain Capital and Orogen Group, experiencing nearly 60% year-over-year growth. The company partners with Fortune 1000 companies to leverage digital advancements like cloud computing, IoT, AI, and mobility. This Senior Client Partner role focuses on developing and expanding Brillio's relationships within key payer and Pharmacy Benefit Manager (PBM) accounts in the healthcare sector. The position requires a strategic sales leader with expertise in payer business models, PBM workflows, and digital healthcare transformation. Responsibilities include driving revenue growth for healthcare services, identifying new business opportunities in digital transformation, AI, cloud, automation, data & analytics, and cybersecurity. The role involves developing strategic account plans, structuring multi-million dollar outsourcing and transformation deals with onshore, nearshore, and offshore models, and collaborating with pricing and delivery teams. Building and nurturing C-level relationships, expanding Brillio's footprint through cross-selling, and acting as an executive sponsor for engagements are key. The ideal candidate will stay updated on industry trends and position Brillio as a strategic partner in areas like value-based care and AI-powered claims adjudication.

Must have:

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
Develop and execute strategic account plans
Structure multi-million dollar outsourcing and transformation deals
Build and nurture C-level & VP-level relationships
Expand Brillio's footprint by cross-selling and upselling

Good to have:

Deep knowledge of payer business models
Expertise in PBM workflows
Understanding of digital healthcare transformation
Experience with 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

Perks:

Great Place To Work certified in 2021 and 2022

5 skills required

5 skills required for this role

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Job Details

Brillio is the partner of choice for many Fortune 1000 companies seeking to turn disruption into a competitive advantage through innovative digital adoption. Backed by Bain Capital private equity and Orogen Group, and growing at nearly 60% YoY since its inception, Brillio is one of the fastest growing digital technology service providers. We help clients harness the transformative potential of the four superpowers of technology – cloud computing, internet of things (IoT), artificial intelligence (AI), and mobility. Born digital in 2014, we apply Customer Experience Solutions, Data Analytics and AI, Digital Infrastructure and Security, and Platform and Product Engineering expertise to help clients quickly innovate for growth, create digital products, build service platforms, and drive smarter, data-driven performance.

With delivery locations across the United States, Romania, Canada, Mexico, and India, our growing global workforce of over 5500 Brillians blends the latest technology and design thinking with digital fluency to solve complex business problems and drive competitive differentiation for our clients. Brillio was awarded ‘Great Place To Work’ in 2021 and 2022. Learn more www.Brillio.com.

The role:

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.

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.

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.

Candidates should demonstrate these leadership qualities:

Customer Advocacy - Ensures customer success on stated and unstated business priorities through strategic advice and market leading solutions.
Owner’s Mindset - Is passionate about Brillio’s business, deeply committed to its success and makes decisions that are in the best interest of the firm.
Innovation Ethos - Embraces ambiguity and adopts relentless experimentation to challenge current practices and enable continuous growth.
Execution with Pace - Displays agility to deliver high quality results in the face of changing stakeholder expectations.
Big Picture Thinking - Creates a common definition of shared success and sets bold targets that inspire the team towards new horizons.
Winning Through Teams - Enables a culture of collaboration and empowers teams to "raise their game” in order to create a winning formula.