Strategic Account Director, OTTAVA

6267-Auris Health Legal Entity • Santa Clara, CA

7d • Remote

About The Position

Johnson & Johnson is seeking a field-based Strategic Account Director for OTTAVA, available anywhere in the United States. The role leads system-level executive relationships and growth across a focused portfolio of the largest U.S. health systems. It drives multi-site and multi-robot opportunities, helps OTTAVA teams navigate health systems’ capital budgeting and strategic planning processes, and coordinates execution across OTTAVA and relevant Johnson & Johnson MedTech partners. The role has both a direct selling and an enabling mandate: advancing complex, system-wide opportunities while equipping capital and clinical sales teams with enterprise account intelligence, senior stakeholder access, and support in removing barriers. The Strategic Account Director is the senior OTTAVA account lead and works to provide customers with a coordinated experience alongside U.S. Surgery Key Account Management and other J&J MedTech teams.

The director owns account strategy, stakeholder maps, governance, opportunity roadmaps, and commercial outcomes for assigned health systems. The role develops multi-year account plans, builds relationships with executives and operational stakeholders, and leads complex opportunities from qualification through purchase, onboarding, utilization, and expansion. It coordinates OTTAVA and partner teams, aligns local opportunities with health-system robotics strategies, and connects post-installation performance and customer outcomes to future growth.

The position leads through influence in a matrixed organization and is responsible for clarity around account roles, customer engagement, decision rights, and next steps. It requires sound judgment and adherence to ethical leadership, compliance, inclusion, transparency, and accountability standards. The role requires approximately 50–70% travel, including overnight travel, and work in hospital and operating room environments.

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.
• Knowledge of health-system capital budgeting, strategic planning, business-case development, and purchasing processes.
• 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 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 customer-facility credentialing requirements.

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.
• Skills in account management, alliance formation, commercial awareness, customer centricity, customer experience management, developing others, inclusive leadership, interpersonal influence, leadership, market savvy, medical technology, personalized services, revenue management, solutions selling, stakeholder engagement, strategic sales planning, sustainable procurement, and vendor selection.

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 and maintain a comprehensive understanding of customer strategies, priorities, decision processes, and capital roadmaps.
• Build relationships with IDN C-suite leaders and stakeholders across strategy, finance, procurement, supply chain, capital and robotics committees, service lines, IT, and local facilities.
• 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, robotics strategy, capital timing, and expansion potential.
• Drive multi-site and multi-robot sales and negotiations, in coordination with local capital representatives leading site-level activity and customer-specific business cases.
• Lead strategic opportunities from qualification through purchase order, coordinating awareness, advocacy, evaluation, negotiation, onboarding, utilization, and expansion activities.
• Help capital and clinical teams develop system-wide clinical, operational, strategic, and financial investment cases from local demand.
• Enable capital and clinical sales teams with account intelligence, senior stakeholder engagement, support in resolving capital constraints, and alignment to IDN decision processes.
• Partner with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting to shape deal structures and advance 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 functions.
• Use structured account reviews to align priorities, assign relationship owners, track actions, and monitor customer value, utilization, and expansion opportunities.
• Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champions, account plans, introductions, and access to system-wide procurement while retaining accountability for OTTAVA outcomes.
• Coordinate with broader J&J MedTech account teams on relevant enterprise relationships and cross-portfolio considerations to deliver a coordinated customer experience.
• Connect post-installation utilization, operational performance, customer outcomes, and quarterly business reviews to enterprise relationships and future growth.
• Capture account insights and repeatable practices to strengthen OTTAVA’s strategic account model and commercial scale-up.
• Lead through influence in a matrixed organization, clarifying account roles, decision rights, customer engagement, and next actions.
• Assign customer engagements based on defined ways of working, relationship strength, and capability to avoid overlap or customer confusion.
• Model ethical leadership, compliance, inclusion, transparency, and accountability in customer and internal interactions.

Benefits

• Competitive sales incentive compensation program, subject to applicable plan terms.
• Eligibility for the J&J Fleet program, with the option to elect a company car or car allowance under program terms.
• Medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance for eligible employees and/or dependents.
• Eligibility for the company’s consolidated retirement plan (pension) and 401(k) savings plan.
• Eligibility to participate in the long-term incentive program.
• Vacation: up to 120 hours per calendar year.
• Sick time: up to 40 hours per calendar year, or up to 56 hours per calendar year 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