Principal Sales Solutions Consultant

Overview

The Principal Sales Solutions Consultant is a strategic, client-facing healthcare technology advisor responsible for helping drive revenue growth through consultative discovery, enterprise solution architecture, value engineering, and technical pre-sales leadership.

Partnering closely with Sales, Product, Technology, Engineering, Delivery, and Client Engagement teams, this individual works with prospective and existing healthcare payer clients to understand their business strategies, operational challenges, technology environments, and desired outcomes. The Lead Sales Solutions Consultant translates these insights into integrated Cotiviti solutions that connect data, intelligence, interoperability, analytics, workflow, and healthcare domain expertise.

This role extends beyond traditional product demonstrations or product-specific solution support. The Lead Sales Solutions Consultant develops comprehensive solution strategies, architects future-state environments across multiple capabilities, and creates executive-level narratives that clearly articulate the financial, operational, clinical, member, and strategic value of Cotiviti’s solutions.

The position supports complex sales pursuits across Cotiviti’s Health Enablement, Interoperability, Payment Integrity, and related solution portfolios. Success requires deep healthcare payer knowledge, strong technical and architectural credibility, executive presence, commercial acumen, and the ability to connect individual client needs to broader enterprise opportunities.

The role is equally comfortable discussing payer strategy and business outcomes with executive leaders, operational workflows with business stakeholders, solution architecture with technology leaders, and value creation with financial decision-makers. This broader, horizontal solution-consulting model reflects the organization’s goal of telling a comprehensive, end-to-end client story across business units rather than positioning isolated products.

Responsibilities

Strategic Discovery and Client Advisory

• Lead strategic discovery sessions with prospective and existing healthcare payer clients to understand their business priorities, operational challenges, technology environments, regulatory obligations, and desired outcomes.
• Conduct current-state assessments that evaluate client workflows, administrative platforms, data ecosystems, integration requirements, technical constraints, and organizational readiness.
• Identify the underlying business problems clients are seeking to solve and translate those challenges into clear solution requirements and success measures.
• Facilitate executive workshops, architecture discussions, solution-design sessions, and strategic whiteboarding engagements.
• Serve as a trusted advisor to executive, business, operational, and technical stakeholders throughout the sales cycle.
• Develop a strong understanding of assigned clients and accounts to provide relevant, informed, and forward-looking solution guidance.
• Help clients evaluate future-state opportunities related to operational performance, payment accuracy, interoperability, regulatory readiness, data exchange, member experience, and healthcare outcomes.

Enterprise Solution Strategy and Architecture

• Develop integrated, end-to-end solution strategies that connect Cotiviti capabilities across interoperability, data, analytics, intelligence, workflow, and healthcare payer domains.
• Design and articulate solution architectures that address data ingestion, transformation, integration, APIs, interoperability patterns, security considerations, operational workflows, and scalable deployment approaches.
• Architect the broader client environment and explain how individual solution components work together to deliver measurable business value.
• Translate complex business, operational, regulatory, and technical requirements into feasible and differentiated solution designs.
• Develop current-state and future-state architecture views, data flows, integration models, and solution roadmaps.
• Balance client requirements with Cotiviti’s product capabilities, implementation models, delivery resources, and strategic direction.
• Identify solution assumptions, dependencies, technical risks, implementation considerations, and potential barriers to client adoption.
• Lead or support proofs of concept, pilots, architecture reviews, and technical validations to confirm solution fit and reduce implementation risk.

Pre-Sales Leadership and Complex Pursuit Strategy

• Lead the technical and solution-consulting strategy for assigned complex healthcare payer opportunities throughout the sales cycle.
• Partner with Sales to develop pursuit strategies, clarify client value drivers, position Cotiviti’s differentiators, and align proposed solutions with client priorities.
• Coordinate Product, Technology, Engineering, Delivery, Security, Legal, and domain experts during complex pursuits.
• Anticipate and proactively address technical, operational, functional, regulatory, commercial, and competitive objections.
• Support opportunity qualification by assessing solution fit, technical feasibility, implementation considerations, competitive positioning, and the potential value to the client.
• Strengthen the sales pipeline by identifying technical differentiators, cross-sell opportunities, expansion opportunities, and future client needs.
• Maintain a forward-looking perspective on assigned accounts by identifying what the client may need next and connecting those needs to the broader Cotiviti portfolio.
• Help reduce sales-cycle friction by establishing early alignment among client expectations, proposed solution capabilities, and delivery requirements.
• Ensure solution commitments are documented, achievable, and aligned with Cotiviti’s product capabilities and delivery expectations.

Value Engineering and Executive-Level Storytelling

• Develop compelling executive-level narratives that explain why the proposed solution matters, how it supports the client’s strategy, and what outcomes it can deliver.
• Connect solution capabilities to measurable financial, operational, clinical, member, regulatory, and strategic value.
• Develop value propositions and business cases that quantify, where feasible, the potential impact of Cotiviti solutions.
• Apply value-engineering principles to help clients understand expected benefits, improvement opportunities, implementation considerations, and investment rationale.
• Communicate effectively with C-suite executives, business leaders, operational stakeholders, enterprise architects, data teams, and other decision-makers.
• Adjust the depth, terminology, and presentation style based on the audience while maintaining consistency in the overall solution narrative.
• Build credibility with executive stakeholders by demonstrating strong healthcare payer knowledge, business acumen, and technical expertise.

Executive Engagement, Solution Storytelling, and Client Workshops

• Lead executive workshops, solution-strategy sessions, technical workshops, and architecture discussions tailored to client priorities, stakeholder needs, and desired business outcomes.
• Develop business-led solution narratives that connect client challenges, Cotiviti capabilities, architectural choices, and measurable outcomes.
• Use presentations, demonstrations, and other visual techniques selectively to support the broader solution narrative and validate fit; avoid feature-led or isolated product presentations.
• Lead whiteboarding sessions that clearly communicate current-state challenges, future-state designs, workflows, data exchanges, decision points, and expected business value.
• Respond effectively to real-time questions, objections, competitive concerns, and evolving client priorities while maintaining a coherent strategic narrative.
• Present sophisticated healthcare, operating-model, data, and technology concepts clearly and persuasively to executive, business, operational, and technical audiences.
• Create reusable executive narratives, workshop frameworks, value stories, architectural patterns, presentation materials, and—where appropriate—demonstration assets that strengthen the broader Solutions Consulting practice.

Healthcare Payer and Technical Expertise

• Serve as a subject matter expert in healthcare payer operations, technology environments, and data ecosystems.
• Apply knowledge of payer administrative platforms and workflows, including claims, encounters, enrollment, eligibility, membership, prior authorization, provider management, payment integrity, risk adjustment, quality improvement, Stars, HEDIS, and member engagement.
• Demonstrate a good understanding of healthcare interoperability standards and technologies.
• Apply knowledge of integration patterns, ETL processes, cloud technologies, enterprise architecture, analytics platforms, workflow automation, and complex healthcare data flows.
• Understand how artificial intelligence, machine learning, advanced analytics, and automation may be applied to relevant healthcare payer use cases.
• Maintain current knowledge of CMS requirements, interoperability and prior authorization mandates, market developments, emerging technologies, payer priorities, and competitive offerings.
• Develop deep expertise in one or more Cotiviti solution or healthcare domains while maintaining the breadth required to position integrated, cross-portfolio solutions.
• Articulate how technical components work together to address broader payer business challenges and produce measurable outcomes.

Solution Strategy, Business Case, and Technical Validation

• Develop integrated solution recommendations and business cases that connect client priorities to Cotiviti capabilities, differentiators, implementation considerations, and expected outcomes.
• Ensure client-facing recommendations communicate a cohesive enterprise solution and value strategy rather than disconnected product capabilities.
• Partner with Sales, Product, Technology, Finance, Legal, Security, and Delivery stakeholders to validate solution strategy, proposed architectures, value assumptions, commitments, implementation assumptions, and delivery requirements.
• Identify risks, dependencies, gaps, decision points, and areas requiring additional validation before commercial or delivery commitments are made.
• Lead or support proofs of concept, pilots, technical workshops, and other validation activities when they are the most effective way to reduce decision risk and advance client alignment.
• Lead the solution strategy and substantive technical and value content for proposals and RFP responses; proposal administration and coordination are not the primary purpose of this role.

Pipeline Development and Account Expansion

• Build and maintain account-specific knowledge to support stronger client engagement, solution continuity, and enterprise growth.
• Partner with Sales and Account Management to identify cross-sell, upsell, and multi-solution opportunities within existing accounts.
• Connect immediate client requirements to broader Cotiviti capabilities and longer-term strategic opportunities.
• Help develop an actionable opportunity funnel by identifying emerging needs, future initiatives, and potential transformation priorities.
• Recognize patterns across clients and markets that may indicate new solution opportunities or evolving buyer expectations.
• Support larger and more strategic pursuits by positioning Cotiviti as an enterprise solution partner rather than solely as a product or point-solution provider.

Cross-Functional Collaboration and Market Influence

• Partner closely with Sales, Product, Technology, Engineering, Delivery, Client Engagement, and other internal teams to develop coordinated solution strategies.
• Engage appropriate product, healthcare-domain, architecture, and delivery experts based on the client’s needs and the complexity of the proposed solution.
• Serve as connective tissue among clients, the market, Sales, Product, and Technology by translating external insights into actionable internal feedback.
• Provide structured client, market, competitive, and technology insights to support product strategy, roadmap planning, investment decisions, and innovation.
• Identify capability gaps and recurring client requirements that may inform future product development or partnership opportunities.
• Contribute to the Solutions Consulting community by sharing best practices, competitive insights, value-engineering approaches, reusable assets, and architectural patterns.
• Mentor and provide guidance to other Solutions Consultants during complex pursuits, demonstrations, workshops, and client engagements.
• Represent Cotiviti at client forums, executive workshops, industry events, conferences, and other strategic engagements as needed.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned.
• Must be able to perform duties with or without reasonable accommodation.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. This job description does not constitute an employment agreement and is subject to change as the needs of Cotiviti and requirements of the job change.  

Qualifications

• Bachelor’s degree in healthcare, business, computer science, information technology, engineering, or a related field, or equivalent relevant experience.            
• 12+ years of experience in healthcare technology, solution consulting, pre-sales, sales engineering, enterprise architecture, healthcare consulting, or a comparable client-facing role.
• Significant experience working within the healthcare payer ecosystem and a strong understanding of payer business models, operational processes, technology environments, and data ecosystems.
• Experience selling, positioning, or supporting complex enterprise healthcare technology solutions.
• Demonstrated ability to lead strategic discovery, current-state assessments, solution workshops, architecture discussions, whiteboarding sessions, demonstrations, and technical validation.
• Experience designing and articulating integrated, end-to-end solution architectures, including data flows, integrations, APIs, workflows, and interoperability patterns.
• Knowledge of payer domains such as claims, encounters, enrollment, eligibility, prior authorization, payment integrity, provider management, risk adjustment, quality improvement, and member engagement.
• Understanding of healthcare interoperability standards and technologies.
• Strong commercial acumen and the ability to connect technology capabilities to financial, operational, clinical, member, regulatory, and strategic value.
• Demonstrated ability to engage credibly with C-suite executives, business leaders, operational stakeholders, enterprise architects, data teams, and technical professionals.
• Experience developing and delivering executive presentations, solution demonstrations, technical workshops, business cases, and architecture recommendations.
• Ability to translate complex technical and operational information into clear, compelling, value-oriented narratives.
• Knowledge of enterprise sales methodologies and the practices associated with complex, multi-stakeholder sales cycles.
• Strong analytical, problem-solving, facilitation, prioritization, and decision-making skills.
• Excellent communication, presentation, relationship-management, and stakeholder-engagement capabilities.
• Ability to influence decisions and build alignment without direct authority.
• Demonstrated ability to work independently, manage multiple concurrent opportunities, and remain effective in a fast-paced sales environment.
• Ability to collaborate effectively across Sales, Product, Technology, Engineering, Delivery, and client-facing teams.
• Willingness and ability to travel for client meetings, workshops, conferences, and other business needs.

Preferred Qualifications

• Experience with Cotiviti solutions or comparable healthcare analytics, interoperability, payment integrity, payer technology, or enterprise healthcare software platforms.
• Deep expertise in one or more areas such as Payment Integrity, Risk Adjustment, Quality, Stars, HEDIS, Interoperability, Prior Authorization, Provider-Payer Connectivity, or payer data exchange.
• Experience positioning integrated enterprise solutions that span multiple products, business units, healthcare domains, or technology platforms.
• Experience with enterprise architecture, APIs, integration patterns, ETL processes, cloud-based data platforms, analytics, workflow automation, and complex healthcare data ecosystems.
• Familiarity with CMS requirements, interoperability mandates, prior authorization regulations, and other healthcare payer compliance considerations.
• Experience developing quantified business cases or applying value-engineering principles during complex sales pursuits.
• Experience supporting proofs of concept, pilots, enterprise transformation initiatives, and strategic account expansion.
• Experience applying artificial intelligence, machine learning, automation, or advanced analytics to healthcare payer use cases.
• Experience with consultative selling, design thinking, customer journey mapping, or outcome-based solution development.
• Master’s degree in healthcare, business, technology, engineering, or a related discipline.
• Relevant healthcare, enterprise architecture, cloud, interoperability, sales engineering, or technology certifications.

Cognitive and Mental Requirements

• Ability to analyze complex business, operational, regulatory, and technical information and communicate conclusions clearly to diverse audiences.
• Strong critical-thinking, problem-solving, and decision-making capabilities.
• Ability to evaluate incomplete or evolving information and recommend an appropriate path forward.
• Ability to manage multiple priorities while maintaining accuracy, responsiveness, and attention to detail.
• Ability to retain and apply evolving knowledge of Cotiviti solutions, healthcare regulations, industry practices, client environments, and competitive offerings.
• Mental flexibility to adapt communication style, presentation strategy, and technical depth to different audiences and situations.
• Ability to remain composed, think quickly, and respond professionally during high-pressure client and sales engagements.
• Strong organizational and planning skills to support multiple concurrent opportunities, accounts, and client activities.

Physical Requirements and Working Conditions

• Ability to remain in a stationary position, including sitting or standing, for prolonged periods.
• Ability to perform repetitive motions involving the wrists, hands, and fingers.
• Ability to travel as required for client-facing engagements and other business needs.
• Must be able to provide and maintain reliable high-speed internet connectivity and an appropriate remote-office setup.
• Must be able to maintain a dedicated and secure work area.

Base compensation ranges from $160,000 to $195,000 per year. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs. 

This role is eligible for commission.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

Since this job will be based remotely, all interviews will be conducted virtually.

Date of posting: 10/20/2026

Applications are assessed on a rolling basis. We anticipate that the application window will close on 12/202026, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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