Senior Director, Account Management – Partner Strategy

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

📋 Description

• Lead, recruit, develop, and mentor a team of Strategic Account Directors and Account Managers.

• Design and take ownership of the account management strategy, coverage model, and establish annual and quarterly objectives.

• Establish standards for account planning and operational cadence, which include account plans, executive business reviews, pipeline and forecast assessments, and risk evaluations.

• Cultivate a robust talent pipeline through clear expectations, consistent feedback, career development paths, and succession planning.

• Collaborate with Business Development, Marketing, Pricing, Finance, and Legal as a key member of the commercial leadership team.

• Manage retention, renewal, and expansion objectives across the entire client portfolio.

• Build trusted relationships with VP+ client executives at major accounts.

• Serve as a player-coach on selected high-profile and complex accounts.

• Lead significant renewal and expansion negotiations in conjunction with Legal and Finance.

• Drive growth across new programs, populations, lines of business, and markets.

• Provide monthly revenue forecasting and pipeline updates in HubSpot, reporting performance, risks, and opportunities to the Chief Commercial Officer.

• Act as the executive escalation point for intricate client issues and spearhead cross-functional mitigation strategies.

• Coordinate with Project Management, Implementation, Clinical, Product, and Operations to ensure timely, on-scope, and on-budget program delivery.

• Integrate the client perspective into product and commercial roadmaps.

• Formulate and implement partner strategies with digital health and ecosystem partners.

• Define partner priorities and selection criteria, while developing and managing the partner pipeline.

• Structure partnership agreements with the Chief Commercial Officer, Finance, and Legal.

• Develop joint go-to-market strategies that align with client retention and growth objectives.

• Establish partner performance metrics, conduct partner business reviews, and oversee partner performance.

⛳️ Requirements

• Over 10 years of experience in account management, client partnership, partnerships, or commercial leadership within the healthcare sector.

• More than 5 years of experience in people leadership, including the development of high-performing client-facing teams.

• Required experience working with health plans.

• Experience with health plan quality programs (such as HEDIS, Star Ratings), at-home diagnostics, or population health is advantageous.

• Proven track record of managing and expanding a multi-million-dollar enterprise portfolio, including retention and renewals.

• Experience in building or overseeing strategic partnerships within digital health or the broader healthcare ecosystem.

• Demonstrated success in managing executive-level client relationships and leading renewal and expansion negotiations.

• A Bachelor's Degree is required; a degree in business or a science-related field is preferred.

• An MBA or advanced degree is a plus.

• Ability to think strategically and provide structure to team planning and execution.

• Capability to empower and develop your team effectively.

• Highly analytical, strategic, data-driven, and possessing creative problem-solving skills.

• Exceptional executive presence along with strong verbal and written communication abilities.

• Skills in presentation development and comfort interacting with client and internal C-suite leaders.

• Strong commercial acumen, including experience in contracts, pricing, and negotiations.

• Proven capability to lead cross-functional teams both internally and externally.

• Ability to leverage AI proficiently and with understanding.

• Results-oriented and self-motivated, with a flexible and entrepreneurial mindset.

• Ability to excel under pressure and manage multiple high-priority tasks simultaneously.

• Sound judgment and diplomacy when dealing with clients and internal teams.

• Previous experience in a fast-paced and evolving environment is beneficial.

• Familiarity with HubSpot is a plus.

🏝️ Benefits

• Eligibility for bonuses.

• Equity options.

• Comprehensive health insurance.

• Dental insurance coverage.

• Vision insurance benefits.

• Mental health insurance options.

• 401(k) plan with company matching contributions.

• Flexible paid time off (PTO).

• Various additional perks.