Client Partner - Payer

Job Title: Client Partner - Healthcare (Payers & PBMs) Experience Level: 10+ years in IT Services Sales & Account Management Industry Focus: Healthcare - Payers, PBMs, and Providers About Brillio Brillio is a leading digital transformation partner helping Fortune 500 companies navigate the future of technology. Our Healthcare & Life Sciences practice focuses on driving member experiences, interoperability, analytics, AI-driven automation, and cloud transformation for payers, PBMs, and providers.

We are seeking an experienced Client Partner to expand Brillio’s footprint within the payer and PBM sector , leveraging our expertise in digital transformation, AI/ML, cloud, and data-driven solutions .

Role Summary Role Summary and Responsibilities

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.

Skills And Experience 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 .

Why Join Brillio? 🚀 High-growth healthcare practice with cutting-edge AI, automation, and cloud capabilities.

🏆 Proven track record with payers/PBMs , driving innovation in digital health.

💡 Opportunity to shape Brillio’s payer strategy , leading growth across key healthcare clients.

💰 Competitive compensation, sales incentives, and career growth opportunities