Strategic Account Director, OTTAVA

Johnson & Johnson Innovative Medicine • Santa Clara, CA

7d • Remote

About The Position

The Strategic Account Director, OTTAVA is the strategic account leader responsible for system-level executive relationships and growth across a focused portfolio of the largest U.S. health systems. This field-based role, available anywhere in the United States, drives multi-site and multi-robot opportunities, helps OTTAVA teams navigate health systems’ capital budgeting and strategic planning processes, and coordinates account execution across OTTAVA and relevant Johnson & Johnson MedTech partners.

The role combines selling and enabling responsibilities. It directly advances complex, system-wide opportunities while supporting capital and clinical sales teams with enterprise account intelligence, senior stakeholder engagement, barrier removal, and alignment of local opportunities with each health system’s robotics strategy. The director serves as the senior OTTAVA account lead and helps provide a coordinated customer experience with U.S. Surgery Key Account Management and other J&J MedTech teams.

The position requires approximately 50–70% travel, including overnight travel, and work in hospital and operating room environments. Base pay is $230,000, and the role is eligible for the company’s sales incentive compensation program, J&J Fleet program, and long-term incentive program.

Requirements

• Bachelor’s degree required.
• At least 10 years of progressive commercial experience in surgical robotics, capital equipment, healthcare, complex technology, or another highly regulated industry.
• Demonstrated success leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations.
• Experience engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives.
• Demonstrated knowledge of health-system capital budgeting, strategic planning, business-case development, and purchasing processes.
• Proven ability to enable local sales teams and lead cross-functional account teams without direct authority in a fast-moving, matrixed environment.
• Strong business and financial acumen, including experience with account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer conversations.
• Excellent executive communication, negotiation, problem-solving, and presentation skills.
• Ability to travel approximately 50–70%, including overnight travel, and work in hospital and operating room environments.
• Valid driver’s license and ability to meet all credentialing requirements of customer facilities.

Nice To Haves

• Advanced degree in business, healthcare administration, or a related field.
• Experience in capital equipment, operating room technology, or complex procedural platforms.
• Experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations.
• Experience leading system-wide or multi-site capital programs and building relationships across corporate and local hospital levels.
• Experience launching a new platform or building a market in an early commercialization environment.
• Knowledge of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success.

Responsibilities

• Own account strategy, stakeholder maps, governance models, opportunity roadmaps, and commercial outcomes for an assigned portfolio of strategically important health systems.
• Serve as the senior OTTAVA spokesperson for assigned accounts, engaging at system and local levels and maintaining a comprehensive view of customer strategy, priorities, decision processes, and capital roadmaps.
• Build relationships with health-system C-suite leaders and other stakeholders needed to advance robotic surgery programs, including strategy, finance, procurement, supply chain, capital and robotics committees, service line leaders, IT, and robotics coordinators.
• Develop account-specific knowledge of capital budgeting, strategic funding, approval pathways, committee requirements, and stakeholder influence patterns.
• Create multi-year account plans connecting customer priorities, local demand, robotic program strategy, capital timing, and expansion potential.
• Drive multi-site and multi-robot sales and negotiations, with local capital representatives leading site-level activity and supporting customer-specific business cases.
• Lead strategic opportunities from lead qualification through purchase order, coordinating awareness, advocacy, evaluation, negotiation, onboarding, utilization, and expansion activities across the account team.
• Help capital and clinical teams translate local demand into system-wide clinical, operational, strategic, and financial investment cases.
• Enable capital and clinical sales teams through account intelligence, senior stakeholder activation, resolution of capital constraints, and alignment with IDN decision processes.
• Partner with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting to develop deal structures, prepare executive discussions, and advance complex customer decisions.
• Maintain opportunity management, forecasting, account documentation, and executive updates; identify risks and drive timely decisions.
• Lead account planning across OTTAVA Capital Sales, Clinical Sales, Customer Success, Professional Education, Service, Commercial Operations, and other relevant functions.
• Use quarterly and other structured account reviews to align priorities, assign actions and relationship owners, and track customer value, utilization, and expansion opportunities.
• Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champion identification, account planning, introductions, and access to system-wide procurement while retaining accountability for OTTAVA strategic account outcomes.
• Coordinate with broader J&J MedTech account teams on enterprise relationships or cross-portfolio considerations to ensure a coordinated customer experience while maintaining OTTAVA focus and accountability.
• Connect post-install utilization, operational performance, customer outcomes, and quarterly business reviews to enterprise relationships and future multi-site growth.
• Capture account insights and repeatable practices to strengthen the OTTAVA strategic account model and commercial scale-up.
• Lead through influence across a matrixed organization, clarifying account roles, decision rights, customer engagement, and next actions.
• Use sound judgment when assigning customer engagements based on ways of working, relationship strength, and capability, avoiding overlap or customer confusion.
• Model Our Credo, ethical leadership, compliance, inclusion, transparency, and accountability in customer and internal interactions.

Benefits

• Medical, dental, and vision coverage.
• Life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
• Consolidated retirement plan (pension) and savings plan (401(k)), subject to eligibility.
• Long-term incentive program.
• Company sales incentive compensation program.
• J&J Fleet program, with the option to elect a company car or car allowance, subject to program terms.
• Vacation: up to 120 hours per calendar year.
• Sick time: up to 40 hours per calendar year, or up to 56 hours for employees residing in Washington State.
• Holiday pay, including floating holidays: up to 13 days per calendar year.
• Work, Personal and Family Time: up to 40 hours per calendar year.

What This Job Offers

• Job Type: Full-time
• Career Level: Director