Enterprise Account Manager

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Retain, cultivate, and broaden a portfolio of established enterprise healthcare clients across various care settings.

• Establish and nurture stakeholder relationships while acting as the commercial lead for assigned accounts.

• Formulate account plans that address customer priorities, product usage, stakeholders, market opportunities, competitive threats, renewal risks, and growth potential.

• Set targets for retention, expansion, executive involvement, pipeline enhancement, and customer value.

• Develop connections with operational, clinical, financial, HR, compliance, learning, procurement, technology, and executive stakeholders.

• Facilitate consultative discussions regarding workforce development, clinical education, compliance, competency, quality, and operational priorities.

• Identify, assess, develop, and finalize expansion opportunities.

• Maintain an expansion pipeline to support quota fulfillment and accurate forecasting.

• Oversee discovery processes, demonstrations, solution designs, proposals, business cases, and commercial negotiations.

• Assist in renewal strategies, retention initiatives, and the long-term health of accounts.

• Recognize risks and devise mitigation, recovery, or escalation strategies.

• Manage proposals, pricing, procurement, mutual action plans, negotiations, contracts, and internal approval processes.

• Apply MEDDPICC, value-based selling, or other designated methodologies to qualify opportunities.

• Ensure accurate records of accounts, opportunities, renewals, risks, pipelines, and forecasts in Salesforce.

• Provide evidence-based forecasts and communicate decision-making processes, risks, dependencies, and support requirements.

• Collaborate across Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, Support, and leadership.

• Convey customer insights and contribute to best practices in account management.

⛳️ Requirements

• Over 7 years of progressive experience in enterprise account management, enterprise sales, customer success, healthcare technology, healthcare services, SaaS, or similar customer-facing roles with revenue responsibility and complex stakeholder engagement.

• Proven track record of retaining and expanding established customer relationships through upselling, cross-selling, renewal support, and consultative account development.

• Experience in developing account plans, building pipelines, forecasting opportunities, engaging senior stakeholders, and managing proposals, pricing, procurement, negotiations, and contracts.

• Proficient in using Salesforce or a comparable CRM system.

• Familiarity with enterprise healthcare organizations, buyer priorities, and decision-making processes across diverse care settings.

• Capability to formulate and execute account growth strategies, identify market opportunities, and link customer requirements to quantifiable business value.

• Proficiency in relationship building, consultative selling, proposal and business case development, commercial negotiation, forecasting, CRM discipline, and portfolio prioritization.

• Ability to coordinate cross-functional resources around a cohesive account strategy and adapt across various healthcare sectors.

• Bachelor’s degree in business or a healthcare-related field.

• Willingness to travel approximately 25–50% of the time.

🏝️ Benefits

• Comprehensive health and wellness benefits package.

• Exceptional 401k matching program.

• Flexible PTO policy.

• Generous and inclusive parental leave policy.

• Employer-covered portion of the monthly healthcare premium for employees.

• Flexible work environment offering both onsite and remote work options.

• Active Employee Resource Groups accessible to all employees.

• Thorough onboarding program.

• Opportunities for growth and career advancement.

• Leadership development, professional development programs, and Nanodegree options in technology and data science.

• Opportunities for professional development through conference attendance and participation in organizations like NC Tech.

• Onsite 321 Coffee Shop offering complimentary coffee and pastries to employees.