Senior Account Executive, Diversified

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Take ownership of retention and growth revenue for a portfolio of significant, strategic Diversified accounts.

• Develop and manage Strategic Account Plans that encompass various business units, products, and stakeholder groups.

• Establish and maintain executive relationships, ranging from end users to C-suite and senior commercial leaders.

• Serve as a trusted advisor, linking healthcare commercial intelligence to clients' go-to-market strategies and business outcomes.

• Address complex account issues, such as at-risk renewals, competitive challenges, budget constraints, mergers, reorganizations, and adoption gaps.

• Identify and spearhead cross-sell and up-sell expansion initiatives.

• Lead renewal and expansion discussions involving Legal, Finance, and Procurement stakeholders.

• Utilize commercial judgment regarding pricing, margin, and contract structure.

• Direct cross-functional account teams across Solutions Consulting, Customer Success, Product, Legal, and Finance.

• Facilitate value engineering and ROI discussions, presenting findings in executive business reviews.

• Provide account insights and customer feedback to enhance renewal, expansion practices, and account planning.

• Mentor and guide less-experienced Account Executives.

• Forecast opportunities and ensure pipeline integrity in Salesforce.

• Employ AI tools for account research, deal preparation, and productivity enhancement.

• Monitor industry trends and evolving client needs to uncover new opportunities.

⛳️ Requirements

• Bachelor’s degree (BA or BS).

• Over 10 years of experience in selling to or managing Strategic or Enterprise accounts.

• Significant experience in data-driven or consultative selling.

• Proven, multi-year track record of achieving or surpassing retention and expansion goals for large, strategic accounts.

• Skills in strategic account planning and execution with enterprise, multi-stakeholder clients.

• Demonstrated capability to tackle ambiguous, high-stakes account situations and maintain and grow at-risk relationships.

• Experience in negotiating and finalizing multi-year, multi-division service contracts.

• Strong financial acumen, including understanding pricing and margin trade-offs in negotiation strategies.

• Ability to collaborate with and influence stakeholders from end users to C-level executives.

• Proficient in navigating complex organizations to identify and engage key decision-makers.

• Experience leading cross-functional account teams and influencing without direct authority.

• Outstanding written, verbal, interpersonal, and presentation skills with a strong executive presence.

• Adherence to a disciplined sales process.

• Background in mentoring or coaching less-experienced sellers.

• Passion for resolving customer business challenges.

• Willingness to travel approximately 40% of the time, including for executive business reviews, industry events, and onsite customer visits.

• Experience selling within the Diversified industry is highly preferred.

🏝️ Benefits

• Eligibility for company bonus or commission plan, depending on the position.

• Comprehensive medical coverage.

• Dental coverage options.

• Vision coverage provided.

• Flexible paid time off policy.

• 401(k) plan with employer contributions.

• Extensive healthcare benefits.

• 401(k) matching program.

• Definitive Cares employee-driven initiative.

• Employee-led affinity groups available.

• Opportunities to connect with colleagues and make a positive impact in the community.