Strategic Account Executive, Federal Health

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

📋 Description

• Develop and implement capture strategies for DHA, DLA Medical Troop Support, and IHS, creating multi-year account plans to meet annual quotas for both new logos and expansion opportunities.

• Oversee federal account relationships and address issues involving finance, legal, compliance, contracts, support, and implementation stakeholders.

• Position GHX solutions effectively with senior SES leaders, agency program officials, and contracting officers.

• Conduct needs assessments, translate mission requirements into ROI-driven business cases, and align solutions with agency goals and budget cycles.

• Present GHX’s value proposition in comparison to existing operations and competing solutions, quantifying mission impact and total cost of ownership.

• Refine messaging specific to federal needs, as well as response templates and capture tools for competitive solicitations and sole-source opportunities.

• Facilitate Strategic Business Reviews to enhance utilization, identify mission challenges, and safeguard incumbent positions.

• Advance acquisition processes, manage federal fiscal-year budget cycles, and oversee proposal delivery coordination.

• Identify and nurture strategic partnerships with system integrators, consulting firms, and vendors offering complementary technology and services.

• Employ competitive strategies to defend incumbent accounts and access competitor-held accounts.

• Maintain a pipeline of federal health opportunities through market research, agency outreach, industry events, RFI responses, sources-sought participation, and partner/channel engagement.

• Lead or assist in capture management activities, including competitive intelligence, win-theme development, teaming strategies, and price-to-win analysis.

• Create proposals and responses for RFPs, RFQs, and task orders.

• Track and forecast federal sales opportunities using Salesforce.com.

• Qualify federal leads by applying capture discipline.

• Collaborate with Product Management, Engineering, Legal, Contracts, Customer Support, and GHX leadership.

• Acquire knowledge of federal procurement mechanisms and GHX product capabilities.

⛳️ Requirements

• A minimum of 8 years of sales experience, with at least 5 years focused on selling complex technical solutions to federal health agency accounts.

• Understanding of federal procurement processes, including FAR/DFARS, GSA Schedules, OTAs, and IDIQ/GWAC vehicles.

• Proven success in managing large, complex federal accounts while consistently meeting or exceeding annual sales quotas.

• Experience in leading or participating in formal capture efforts, encompassing opportunity qualification, competitive analysis, and proposal development.

• Ability to articulate and sell comprehensive solutions with a focus on mission alignment.

• Exceptional written and verbal communication skills.

• Self-motivated individual who requires minimal direction in a complex, long-cycle sales environment.

• Demonstrated effectiveness in cross-functional collaboration.

• Willingness to travel up to 50%, including visits to federal agency sites and conferences.

• Proficiency in MS Office Suite and Salesforce.com.

• Extensive experience with federal health agencies is highly desirable.

• Previous experience in enterprise supply chain software sales within federal health agency programs.

• Familiarity with health IT federal contract vehicles such as SEWP, CIO-SP4, and T4NG.

• Bachelor’s degree in Business, Communications, Public Administration, or a related field, or equivalent work experience (preferred qualification).

🏝️ Benefits

• Commission

• Health insurance

• Vision insurance

• Dental insurance

• Accident insurance

• Life insurance

• 401k matching

• Paid time off

• Education reimbursement