A recent interview between Rebecca Schankerman, Ambra Health Field Marketing Coordinator, and Faith Dulany, Ambra Health Director of Sales, about her recent promotion and how she has seen the Sales team develop over the last 7 years.
Rebecca: Can you talk about your past experiences and what led you to Ambra?
Faith: I started my career in the communications industry at Dish Network, focused on sales offerings to generate net new customers. Working for a Fortune 200 company taught me best practices in business, professionalism, and working cross-functionally with various teams (Marketing, Product, Management, etc). Meanwhile, I grew up going on medical mission trips and witnessing my Mom’s love for her work as a MFM/OBGYN, so I knew I had a passion for making a difference in healthcare. I started to pursue that passion when I left Dish Network to spend 6 months in South America doing service & missions. Following this incredible chapter, I pivoted toward healthcare tech in finding Ambra; at the time it was a small startup in NYC with just a handful of employees. I joined the team as we started the New York office with three people! Being part of a small company where my impact was tangible and where I could make a difference in healthcare was a great fit.
Rebecca: Congratulations on your recent promotion to Director of Sales. Can you talk about what it’s been like to climb the ranks throughout your years at Ambra?
Faith: Ambra has given me many incredible opportunities over the years, seeing everything from Inside Sales, to supporting private practices, and most recently, helping our enterprise hospitals & health systems implement Ambra. I’ve loved getting to know our customer base and all the different ways that we can position our cloud offering. I love the complexity of the sale and the impact we can have for our customers in Enterprise Sales particularly, so moving to this new Director of Sales position within our Enterprise team has been really exciting. I am thankful for the opportunity, and I hope to bring the skills I’ve acquired over the years as an AE to support our team as we continue to grow and allow new Enterprise Account Executives to be successful.
Rebecca: What does a typical day look like for you at Ambra? Any exciting tidbits you can share?
Faith: A typical day includes meeting with members of my team and making sure they have what they need to be successful in working with prospects across the country that are looking to use Ambra. I’ll join customer-facing demos and conversations and help the team prepare as needed. A day could involve communicating with our Solution Consulting, Professional Services, and Customer Success teams, and any management team members supporting a particular deal as well. There are of course lots of phone calls spent listening to customers in order to understand what they need; my job is to help my team navigate how to respond to those needs. That’s what I love the most about a typical day – just being an ear to the customer and understanding what they are looking to solve, and being a small part of a much greater team.
Rebecca: You have been at Ambra for 7 years. How has it been seeing the Sales team grow throughout that time? Where do you expect the Sales team at Ambra to go in the next 2-5 years?
Faith: When I started we had a team of 5 total – 3 reps, our Vice President of Sales, and myself navigating the Inside Sales world. Since then we have grown to a team of 30+ individuals. Obviously, there has been substantial growth in terms of the number of people. How have I seen the Sales team grow functionally? We have come from barely having Salesforce and not having processes in place, to now having dedicated resources, an incredible Solutions Consulting team to help with technical sales processes, and organized sales presentations and training materials to make sales reps successful. I’ve witnessed a ton of growth on the operations side, and it’s exciting to know we have a system in place that allows for massive growth in the future. Where do I see the team going? I see us continuing to expand and sell new products. Ambra has the opportunity to create new verticals as we sell into research and pharma spaces. I see us growing internationally as well as domestically. I see the management team growing as we expand each of our Sales teams. I definitely see an exciting few years ahead!
Rebecca: I know that you previously worked in the NYC office and then went remote prior to Covid-19 – what was it like for you to go from an in-person to remote work environment?
Faith: I loved the NYC office – the culture and team are incredible and that is on display when you spend a day there. Going remote was a really exciting opportunity for me personally. It spurred my ability to independently drive a deal forward and to find opportunities where we didn’t have them. I moved to San Diego because my husband was in the Marine Corps; moving to California allowed me to build an amazing customer base, and I think much of that was due to being in close proximity to the customers. I had the ability to pick up a phone call at 5pm PST, and know firsthand what the health systems were like in my region. It was a very unique opportunity that I would never take back. As the Ambra Sales team expands and our working world becomes more remote, having a distributed Sales team will be a critical key to success in the years to come.
Rebecca: The Ambra Health team is currently working remotely. Where are you working from at the moment?
Faith: I am currently in Washington D.C. – we moved here for family reasons. We’ll see where we end up!
Rebecca: Any final words you would like to add about working for Ambra?
Faith: Working for Ambra is ever-changing, and it is exciting to be part of this great company. Our team is incredible, and the growth that we are seeing in our product as our customers continue to expand use with us has been very motivating. I think what sets Ambra apart continues to be our culture and our team mindset.
Faith Dulany is a Director of Sales at Ambra Health, supporting enterprise customers and a team of sales representatives as we continue to foster rapid growth. Faith graduated from Wake Forest University’s Schools of Business with a BS in Business & Enterprise Management, where she played NCAA DI Field Hockey for 4 years including in both the NCAA and ACC championships. When she’s not on the road or the phone talking about cloud imaging, Faith is adventuring with family and friends, enjoying a local coffee shop, coaching a high school team to victory, or training for an endurance race with her husband!