- 10+ years of experience in healthcare, healthcare SaaS, value-based care, Medicare Advantage, quality measurement, risk adjustment, or related domains.
- Deep understanding of provider and provider office workflow, behavior drivers and needs.
- Effective executive communication and storytelling skills.
- Strong analytics acumen and experience translating analytics into clear strategic narratives.
- Ability to operate as an internal advisor across Solution, Analytics, Commercial, and Executive teams.
- Strong pattern recognition.
The Solutions Value Architect role is responsible for defining, standardizing, and scaling how the organization quantifies, articulates, and delivers value to payer customers. This role serves as the enterprise authority on value narrative, ROI methodology, and executive storytelling, ensuring the organization remains ahead of industry changes and can translate those changes into clear, defensible, and differentiated value propositions.
Operating as a highly strategic individual contributor, this role sits upstream of Sales, Customer Success, Marketing, and Data & Analytics (D&A), establishing the frameworks, methodologies, and narratives that enable consistent and scalable value demonstration across the customer lifecycle. While not directly owning revenue or accounts, this role is tightly coupled to retention and expansion outcomes through improved clarity, credibility, and consistency of value articulation.
“Value Architecture” in this context includes the development of ROI models, Executive Business Review (EBR) frameworks, and enterprise value storytelling, both generalized and tailored to specific customers and prospects. The role does not own pricing strategy but ensures all value claims are analytically defensible and aligned to measurable outcomes, particularly in quality performance, risk adjustment, and associated revenue impact.
Responsibilities
Enterprise Value Architecture Ownership
- Own and define the enterprise payer-facing value narrative across all solutions and customer segments
- Establish standardized ROI methodologies, including definitions, assumptions, guardrails, and defensibility criteria
- Define what constitutes a credible and defensible value claim across the organization
- Design and institutionalize executive storytelling frameworks and templates for customer and market engagement
Value Demonstration & Framework Development
- Design and deploy standardized EBR architecture focused on executive-level value demonstration (not operational reporting)
- Develop scalable ROI frameworks that can be consistently applied across customers while allowing for tailored use cases
- Build and maintain a defensible, analytics-backed case study library tied to measurable outcomes
- Define detailed requirements for customer outcomes, reporting, and metrics in partnership with Data & Analytics
Industry Intelligence & Strategic Positioning
- Continuously synthesize industry and program changes (e.g., Medicare Advantage, risk adjustment, quality programs) into actionable insights
- Establish a repeatable cadence for industry change tracking and internal/external communication
- Translate regulatory and market shifts into company positioning, value narratives, and customer implications
- Serve as the internal authority on how industry dynamics impact value delivery
Cross-Functional Enablement (Influence Without Authority)
- Partner with Data & Analytics to align on metric definitions, data availability, and reporting pipelines
- Enable Customer Success to deliver consistent, high-quality EBRs aligned to value frameworks
- Support Sales in embedding value narratives into deal strategy and execution
- Partner with Marketing to ensure market-facing claims are aligned, differentiated, and defensible
- Drive enterprise adoption of value frameworks without direct ownership of execution teams
External Engagement & Thought Leadership
- Lead value- and industry-related portions of executive client conversations with payer stakeholders
- Articulate ROI, value story, and industry implications in customer-specific contexts
- Contribute to external thought leadership, ensuring alignment with enterprise positioning
- Establish credibility as a trusted advisor to payer executives
Decision Rights & Governance
- Independently define ROI frameworks, methodologies, and assumptions
- Establish EBR narrative structure and required components
- Determine standards for defensible value claims and enterprise value positioning
- Align cross-functionally on metric definitions (D&A), customer narratives (Sales/CS), and market messaging (Marketing)
- Obtain executive approval for external claims impacting positioning or tied to contractual/pricing implications
