Principal Account Manager – Hospital Forecast and Operational Database Customer Success

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee customer success for a designated portfolio of Vizient Life Sciences Strategy Intelligence (EDGE) and Operational Data Base (ODB) subscriptions and memberships.

• Convert hospital and healthcare provider intelligence and analytics into actionable insights for Life Sciences clients.

• Promote adoption, showcase value, and manage renewal readiness and execution alongside subject matter experts.

• Build trusted relationships with executive sponsors, commercial teams, strategy, market access, medical affairs, evidence-generation leaders, analytical users, and internal advocates.

• Analyze provider economics, IDN decision-making, shifts in site-of-care, procedure forecasts, and barriers to adoption.

• Create and implement annual customer success plans, identifying priority use cases, stakeholder roles, engagement milestones, and evidence of value.

• Conduct executive value reviews.

• Oversee onboarding, training, and continuous adoption processes.

• Track adoption, sponsor engagement, and account health; take action when value usage declines.

• Handle renewal processes in collaboration with contracting, finance, and legal teams.

• Identify and evaluate opportunities for additional subscription usage, new users, offerings, and Life Sciences Advisory engagements.

• Relay voice-of-the-customer feedback to product, marketing, and business development/advisory leaders.

• Contribute reusable onboarding materials, success plans, and approaches for value reviews.

• Willingness to travel up to 50%.

⛳️ Requirements

• Relevant degree preferred; an advanced degree is a plus.

• A minimum of 10 years of relevant experience in life sciences strategy, consulting, customer success, strategic account management, commercial insights, or healthcare analytics.

• Proven experience in managing complex customer relationships and establishing strategic partnerships with senior executives.

• Demonstrated success in retention, revenue growth, or enhancing customer value.

• Strong understanding of life sciences buyer priorities and commercial decision-making, with experience in medtech and/or biopharma sectors.

• Preferred familiarity with provider and IDN priorities, economics, decision-making, and adoption processes.

• Ability to translate provider intelligence into implications for life sciences.

• Experience in interpreting market data and facilitating decisions that result in actionable customer outcomes.

• Familiarity with Vizient Strategy intelligence and analytics is advantageous.

• Willingness and capability to develop expertise specific to the offerings.

• Preferred experience with onboarding, adoption, renewals, and customer success planning for subscriptions or memberships.

• Strong skills in planning, follow-through, risk management, communication, and presentation.

• Ability to influence cross-functional colleagues without direct authority and manage multiple accounts simultaneously.

• Capability to travel regularly and efficiently throughout the year to meet customer needs and business requirements.

🏝️ Benefits

• Comprehensive benefits plan.

• Incentive eligibility.

• Opportunities for personal and professional development.

• Inclusive work environment.