Principal Sales Solutions Consultant

About this role

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…