Strategic Account Director

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

📋 Description

• Take ownership of account strategy, stakeholder mapping, governance frameworks, opportunity roadmaps, and commercial outcomes for a portfolio of key U.S. health systems.

• Act as a senior OTTAVA representative, engaging with stakeholders at both the system and local levels.

• Develop relationships with C-suite leaders and stakeholders in IDNs, covering strategy, finance, procurement, supply chain, capital, robotics, IT, and service lines.

• Acquire account-specific insights into capital budgeting, strategic funding, approval processes, committee requirements, and stakeholder influence patterns.

• Formulate multi-year account strategies that align customer priorities, local demand, robotic program strategies, capital timing, and growth potential.

• Facilitate multi-site and multi-robot sales initiatives and negotiations.

• Guide strategic opportunities from qualification to purchase order, onboarding, utilization, and expansion.

• Convert local demand into comprehensive clinical, operational, strategic, and financial investment cases on a system-wide scale.

• Empower capital and clinical sales teams by offering account insights, mobilizing senior stakeholders, eliminating barriers, and synchronizing selling strategies.

• Collaborate with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting on intricate transactions.

• Oversee opportunity forecasting, account documentation, executive briefings, risk identification, and timely decision-making.

• Direct account planning across OTTAVA Capital Sales, Clinical Sales, Customer Success, Professional Education, Service, Commercial Operations, and other departments.

• Conduct structured account evaluations to align priorities, designate relationship owners, and monitor customer value, usage, and expansion prospects.

• Partner with U.S. Surgery Key Account Management and Field Sales Teams for surgeon champions, account planning, introductions, and procurement access.

• Coordinate with broader J&J MedTech account teams to ensure a cohesive customer experience.

• Link post-install utilization, operational performance, customer outcomes, and quarterly business reviews to future growth opportunities.

• Document account insights and repeatable practices to enhance OTTAVA’s strategic account framework.

• Influence effectively within a matrixed organization, clarifying account roles, decision rights, engagements, and subsequent actions.

• Exemplify ethical leadership, compliance, inclusivity, transparency, and accountability.

⛳️ Requirements

• A minimum of a bachelor’s degree is required.

• At least 10 years of progressive commercial experience in surgical robotics, capital equipment, healthcare, complex technology, or another highly regulated sector is essential.

• Proven track record of leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations.

• Experience in engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives.

• Familiarity with health-system capital budgeting, strategic planning, business-case development, and purchasing procedures.

• Ability to empower local sales teams and lead cross-functional account teams without direct authority in a matrixed setting.

• Strong business and financial acumen, encompassing account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer dialogues.

• Exceptional executive communication, negotiation, problem-solving, and presentation skills.

• Willingness to travel approximately 50–70%, including overnight trips, and work within hospital and operating room environments.

• Valid driver's license and capacity to fulfill all credentialing requirements of customer facilities.

• Preferred: advanced degree in business, healthcare administration, or a related field.

• Preferred: experience in capital equipment, operating room technology, or complex procedural platforms.

• Preferred: experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations.

• Preferred: experience in leading system-wide or multi-site capital programs and fostering relationships across corporate and local hospital levels.

• Preferred: experience in launching a new platform or developing a market in an early commercialization setting.

• Preferred: knowledge of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success.

🏝️ Benefits

• Sales incentive compensation program

• Company car or car allowance through the J&J Fleet program

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Short- and long-term disability insurance

• Business accident insurance

• Group legal insurance

• Pension plan

• 401(k) savings plan

• Long-term incentive program

• Vacation: up to 120 hours per calendar year

• Sick time: up to 40 hours per calendar year; Washington State employees up to 56 hours

• Holiday pay, including floating holidays: up to 13 days per calendar year

• Work, Personal and Family Time: up to 40 hours per calendar year