National Account Director

Fortive•Minneapolis, MN

23h

About The Position

Director, National Accounts Job Summary Reporting to the Vice President of Sales, the Director, National Accounts is a senior individual contributor responsible for building trusted, long-term partnerships with Provation’s largest and most complex National Healthcare Integrated Delivery Networks (IDNs) and guiding them through thoughtful, multi-year cloud SaaS transformation journeys. This role owns a portfolio of named National IDNs and serves as the primary commercial quarterback and strategic advisor for each account. The Director partners closely with executive stakeholders to deeply understand each IDN’s current-state environment, strategic goals, operational constraints, and desired future state, and then co-develops tailored SaaS transition and growth plans that help customers fully realize those objectives over time. Success in this role is defined by the ability to align customer outcomes with sustainable SaaS growth—earning trust, driving adoption, and expanding long-term value through collaboration, insight, and disciplined execution.

Requirements

Bachelor’s degree required; MBA or advanced degree preferred.
10+ years of experience selling complex SaaS healthcare IT or software solutions at the enterprise / IDN level
Proven experience partnering with large healthcare systems on cloud SaaS adoption or platform transformation
Demonstrated success leading complex, multi-year enterprise relationships and agreements
Deep familiarity with hospital systems, health systems, and Integrated Delivery Networks (IDNs)
Regarded as a market and domain expert in enterprise healthcare IT selling
Strategic thinker with the ability to solve complex, ambiguous problems with broad business impact
Demonstrates agility in navigating changing market dynamics, customer priorities, and internal strategies while maintaining focus on long-term account objectives
Exhibits sound judgment and courage to challenge assumptions, address difficult issues directly, and advocate for customer and company interests in complex, high-stakes situations.
Exceptional executive presence, communication, and presentation skills
Strong business, financial and data acumen with the ability to articulate ROI and value
Highly collaborative, able to lead cross-functional teams without direct authority
Self-directed, results-oriented, and comfortable operating in a fast-paced, evolving environment
Willingness and ability to travel approximately 50% as needed

Responsibilities

Serve as the primary strategic advisor and commercial quarterback for assigned National IDN accounts
Develop deep understanding of each IDN’s enterprise goals, challenges, governance models, and success metrics
Build durable, trust-based relationships that position the organization as a long-term partner
Advocate for customer needs internally while aligning solutions to Provation strategy and capabilities
Partner with IDN leaders to co-create multi-year SaaS transition and growth roadmaps, meeting customers where they are today and guiding them to where they want to go
Help customers evaluate when, where, and how cloud SaaS delivers the most value across facilities, regions, and service lines
Drive SaaS ARR growth through thoughtful adoption, expansion, and standardization
Identify SaaS-enabled opportunities for operational improvement, scalability, innovation, and long-term value realization
Support enterprise standardization efforts at a pace aligned with customer readiness and priorities
Build and maintain trusted relationships with senior executives including CEOs, COOs, CFOs, CIOs, CMIOs, CNOs, and service line leaders
Act as a strategic thought partner in executive-to-executive engagements, roadmap sessions, and long-range planning discussions
Facilitate productive conversations that align cloud strategy to clinical, operational, financial, and digital transformation goals
Navigate complex, multi-stakeholder governance and decision-making environments with credibility and confidence
Own end-to-end commercial strategy for assigned IDNs, including account plans, SaaS growth strategies, and value narratives
Develop and execute account-based GTM strategies tailored to each IDN’s structure, priorities, and buying motions
Lead complex, enterprise-level SaaS sales cycles with a focus on mutual value creation
Structure and negotiate multi-year SaaS agreements that support customer objectives while driving predictable recurring revenue
Lead cross-functional account teams across Sales, Marketing, Product, Customer Success, Implementation, and Support in support of assigned accounts
Partner with Marketing on account-based marketing (ABM) strategies that support executive engagement and pipeline creation
Collaborate closely with Customer Success and Implementation to ensure smooth onboarding, adoption, and value realization
Serve as the connective tissue between the customer and internal teams, ensuring alignment, accountability, and follow-through
Maintain an outside-in perspective on healthcare industry trends, IDN consolidation, regulatory dynamics, and cloud adoption challenges
Provide structured feedback into product strategy and SaaS roadmap based on real-world enterprise needs and competitive pressures
Share customer insights that inform broader go-to-market strategy, positioning, and innovation priorities
Act as a recognized internal expert on National IDNs and enterprise SaaS adoption
Maintain accurate pipeline management, SaaS ARR forecasting, and CRM data for assigned accounts
Ensure deal rigor, milestone discipline, and transparency across long-term SaaS initiatives
Provide executive visibility into account health, risks, opportunities, and progress against shared objectives