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MedDeviceGuy

Sr Surgical Territory Manager

Contributor

Trying to transition from Medical Device to SAAS/ Tech with No Luck

Any tips on trying to get some interviews with Software/ Tech Companies. I have 10 years of Medical Device sales experience carrying and exceeding multi-million dollar quotas. I recently joined a SAAS start-up as a Director, and the company recently ran out of funding. This opened my eyes to the money in SAAS and Tech vs what is currently going on in the medical world. I am struggling to get any traction with Tech interviews which has been very surprising. Any advice to get some interviews? Medical Device is a very competitive industry, so I figured my track record would resonate with some.....no luck so far....

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washedD1soccer
Politicker
4
Regional Sales Manager
Having just made the jump from med device to SaaS + hardware, my biggest focus was on conveying my business acumen. I had two years of B2B software before med, but it had been a number of years. I tried to show the people I interviewed with that contrary to popular belief in SaaS, there are complex sales in med that involve engaging hospital admin + C suite and you have to sell on ROI + business cases.

If anything, I would say that medical is a much more complex sale than SaaS (depending on what you are selling) and you have to be able to clinically sell technical buyers while also balancing the business case with the economic buyers. All while running evaluation cases all day and praying your stuff works.

I demonstrated what would translate over to SaaS and why I could replicate my med success. I would ask your hiring managers if they have ever dealt with a surgeon before and leverage that as an example of the extreme amount of emotional intelligence you have developed as well.

Just my 2 cents.
MedDeviceGuy
Contributor
1
Sr Surgical Territory Manager
I totally agree with you, and that was my plan once I got into the interview phase....just struggling to get initial interviews. I may start with tweaking my resume again and over emphasizing the Software and Tech I've sold in devices. 
CuriousFox
WR Officer
1
🦊
I'd focus on your numbers. What about Medtech?
ClutchDeluxe
Valued Contributor
1
asking people for money
Maybe something SaaS related to med? 
braintank
Politicker
1
Enterprise Account Executive
Are you getting interviews that aren't progressing, or applying and not hearing back?
MedDeviceGuy
Contributor
1
Sr Surgical Territory Manager
Applying and not hearing back
peachykeen
Politicker
1
sae e-commerce
Does your resume need tweaking? I’ve redone my resume ~3x over the last couple months and the recent revision got way more traction.
MedDeviceGuy
Contributor
1
Sr Surgical Territory Manager
I've tweaked it a few times, but was going to do a few more adjustments to lean into the tech I've sold in med device/ capital equipment
braintank
Politicker
2
Enterprise Account Executive
Can you post an anonymous version for review?
ScopeCreep
Good Citizen
1
Regional Sales Manager
The biggest challenge is it’s not selling the same thing. Selling software is selling “air”. It’s not something they can touch, so the value has to be communicated to what is important to that buyer. Medical device sales is a physical product that you can convey physical differences.

I’m not saying it’s any less difficult due to your competition, but any hardware sale is different from a product that can’t be held and seen with immediate life saving value.

Change your resume to pres clubs, other awards, and straight numbers. Go after a healthcare specific software vertical and talk about your “closed logos” in med tech. List your “logos” at the top of your resume. Target your skills and industries you know first. You can branch out later.
Boutdamtime
Politicker
1
Client Executive
Highly recommend finding the hiring manager on LI and asking for an interview over just applying. I do that all the time and have gotten quite a few interviews.
MedDeviceGuy
Contributor
2
Sr Surgical Territory Manager
I will give that a try. I appreciate that.
ClutchDeluxe
Valued Contributor
0
asking people for money
Sorry to hear that you're having a tough time breaking through. Consider the types of decision makers you have been selling to - they are business people just like everyone else. Maybe try mapping out the buying journey you're familiar with, and compare with that of another industry that you want to get into. How different are they really? That would get you through to the next round with me
Sniper
Valued Contributor
0
Enterprise Account Executive
I’m looking to do the opposite

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