Strategic Account Manager - Enterprise Healthcare

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

📋 Description

• Create and implement detailed strategic account plans for Relias’ most significant and strategically vital healthcare system clients.

• Act as the primary commercial leader for designated accounts.

• Establish executive relationships across various functions, including operational, clinical, financial, HR, compliance, learning, procurement, and technology.

• Identify, qualify, and pursue opportunities for enterprise expansion.

• Build and maintain the pipeline, forecasts, renewal exposure, customer risk, and account activity data in Salesforce and related systems.

• Drive objectives related to retention, renewal, expansion, and revenue.

• Facilitate strategic discussions surrounding workforce development, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation.

• Develop methodologies for value realization, executive presentations, communication materials, and business cases.

• Lead strategic pursuits, intricate proposals, procurement, pricing, negotiations, contracting, and mutual action plans.

• Coordinate efforts among Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders.

• Oversee internal account reviews, governance activities, risk escalations, and recovery initiatives.

• Employ MEDDPICC and other enterprise sales methodologies.

• Assist in onboarding, mentoring, coaching, enablement, process improvements, and cross-functional initiatives.

• May take on formal leadership responsibilities over people, portfolios, pods, or segments depending on business needs.

⛳️ Requirements

• Over 12 years of experience in enterprise sales, strategic account management, customer success, consulting, healthcare technology, healthcare services, SaaS, or similar customer-facing roles that involve complex stakeholder engagement, revenue accountability, and executive relationship management.

• Proven experience in developing and executing strategic account growth plans for complex enterprise organizations.

• A track record of leading complex commercial negotiations and enterprise sales activities successfully.

• Familiarity with enterprise healthcare organizations, business priorities, and decision-making processes.

• Capability to develop and implement enterprise account strategies effectively.

• Proficiency in building executive relationships and influencing intricate stakeholder groups.

• Ability to identify, qualify, and promote enterprise growth opportunities.

• Competence in crafting executive narratives and business cases.

• Skill in orchestrating cross-functional resources around a cohesive account strategy.

• Expertise in managing complex enterprise sales cycles and negotiations.

• Ability to assess customer business needs and consultatively position solutions.

• Proficiency in forecasting, pipeline management, and commercial planning.

• Capacity to mentor colleagues and enhance organizational capabilities.

• Bachelor’s degree in business or a healthcare-related field.

• Willingness to travel approximately 25–50% of the time.

• Preferred: experience selling to or managing relationships within large healthcare systems, IDNs, academic medical centers, multi-site provider organizations, or other complex healthcare settings.

• Preferred: experience supporting workforce development, learning technology, compliance, competency management, quality improvement, clinical education, healthcare operations, or related solutions.

• Preferred: experience with MEDDPICC, mutual action plans, strategic account planning, value-based selling, cross-functional initiatives, mentoring, or leadership roles.

🏝️ Benefits

• Exceptional health and wellness benefits package.

• Competitive 401k match.

• Flexible PTO program.

• Generous and inclusive parental leave policy.

• Relias covers the employee portion of the monthly healthcare premium.

• Flexible work environment with both onsite and remote work options.

• Active Employee Resource Groups available to all employees.

• Comprehensive onboarding program.

• Opportunities for growth and career advancement.

• Leadership development and professional development programs, including Nanodegree options in technology and data science.

• Professional development through conference attendance and participation in organizations like NC Tech.

• Onsite 321 Coffee Shop offering free coffee and pastries to employees.