Strategic Account Manager, Enterprise Healthcare

Relias US•Morrisville, NC

About The Position

The Strategic Account Manager, Enterprise Healthcare is a senior, quota-carrying individual contributor responsible for developing and expanding relationships within Relias’ largest and most strategically important healthcare system customers. As the primary commercial leader for assigned accounts, this role owns account strategy and leads multi-year planning, executive relationship development, enterprise opportunity identification, value realization, customer risk management, and cross-functional coordination to drive customer value, retention, expansion, and long-term partnership growth. Success requires enterprise sales capability, executive influence, strategic business acumen, consultative problem solving, and the ability to align customer priorities with Relias solutions and strategic direction. The role owns commercial strategy for assigned accounts, including growth, expansion, executive engagement, strategic pursuits, forecast accuracy, and long-term partnership value. It is structured primarily as a senior individual-contributor position, with expectations to strengthen enterprise selling capabilities through mentorship, market insight, strategic leadership, and contributions to organizational initiatives. Depending on business needs, selected Strategic Account Managers may also assume formal people leadership, portfolio leadership, or segment leadership responsibilities. Relias serves more than 11,000 healthcare and human service organizations. Its platform uses assessments to identify skill gaps and personalized learning, with more than 7,000 online courses designed to meet accrediting-board, state, and federal requirements. The position involves approximately 25–50% travel.

Requirements

12+ years of experience in enterprise sales, strategic account management, customer success, consulting, healthcare technology, healthcare services, SaaS, or related customer-facing roles involving complex stakeholder engagement, revenue accountability, and executive relationship management.
Experience developing and executing strategic account growth plans for complex enterprise organizations, including executive relationship management, stakeholder alignment, expansion strategy, customer risk management, value realization, and long-term engagement.
Demonstrated success leading complex commercial negotiations and enterprise sales activities, including business case development, procurement, contracting, cross-functional coordination, escalation management, and account growth tied to retention, expansion, and revenue objectives.
Knowledge of enterprise healthcare organizations and their strategic, financial, clinical, regulatory, workforce, and operational priorities and decision-making processes.
Ability to develop and execute multi-year enterprise account plans assessing customer priorities, stakeholder influence, product utilization, business risks, competitive dynamics, and growth opportunities.
Ability to build executive relationships, influence diverse stakeholder groups, align priorities, and advance strategic initiatives through business insight and consultative partnership.
Ability to identify, qualify, prioritize, and advance enterprise growth opportunities based on customer goals, organizational initiatives, operational challenges, product adoption, whitespace, strategic value, and likelihood of success.
Skill in developing executive narratives and business cases that synthesize customer priorities, market insights, business challenges, measurable outcomes, investment considerations, and implementation requirements.
Ability to orchestrate cross-functional resources around shared customer objectives, establish accountability, and coordinate execution across teams.
Skill in managing complex enterprise sales cycles and negotiations involving multiple decision-makers, procurement, contracting, and implementation planning; ability to apply structured sales methodologies and commercial discipline.
Ability to assess customer business needs and consultatively position solutions while maintaining credibility and long-term trust.
Skill in forecasting, pipeline management, and commercial planning; ability to use data, account insights, and business judgment to prioritize activities and support revenue objectives.
Ability to mentor peers and contribute customer insights, best practices, enterprise-selling expertise, onboarding, enablement, and continuous-improvement efforts.
Bachelor’s degree in business or a healthcare field.
Ability to travel approximately 25–50%.

Nice To Haves

Experience selling to or managing relationships within large healthcare systems, integrated delivery networks (IDNs), academic medical centers, multi-site provider organizations, or other complex healthcare environments.
Experience supporting workforce development, learning technology, compliance, competency management, quality improvement, clinical education, healthcare operations, or other solutions for regulated healthcare organizations.
Experience using enterprise sales and account management methodologies such as MEDDPICC, mutual action plans, strategic account planning, and value-based selling.
Experience leading cross-functional initiatives, mentoring peers, or serving in team, portfolio, or people leadership capacities.

Responsibilities

Develop comprehensive account plans that assess customer priorities, product utilization, stakeholder landscapes, whitespace opportunities, competitive threats, risks, and growth strategies.
Set short- and long-term account objectives aligned with customer priorities and Relias growth goals; prioritize opportunities, risks, investments, and resources.
Maintain an understanding of customer business objectives, market dynamics, operational priorities, and evolving organizational needs; regularly assess account health and adjust strategies.
Build and expand relationships with executive, operational, clinical, financial, HR, compliance, learning, procurement, and technology leaders.
Establish governance structures, executive engagement cadences, business reviews, sponsorship relationships, and escalation pathways.
Serve as a trusted advisor by connecting customer goals with industry trends, best practices, and Relias capabilities.
Identify, qualify, and advance expansion opportunities; develop account-specific growth strategies and maintain a healthy pipeline.
Connect demonstrated customer outcomes and value realization to system-level growth opportunities and long-term partnership development.
Maintain accurate opportunity, forecasting, renewal exposure, customer risk, pipeline, and account activity information in Salesforce and related systems.
Achieve retention, renewal, expansion, and revenue objectives.
Facilitate strategic discussions on workforce development, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation.
Help customers evaluate process improvements, workflow optimization, innovation, and technology adoption; define future-state objectives and measurable success criteria.
Establish and communicate value-realization approaches that demonstrate business impact; gather and share customer feedback, market trends, and business challenges.
Position Relias solutions and strategic direction responsibly and consultatively, connecting customer initiatives to measurable operational, financial, workforce, and business outcomes.
Create executive presentations, communications, and business cases; quantify opportunities, risks, investments, expected outcomes, implementation considerations, and the cost of inaction.
Translate complex customer challenges into actionable recommendations and support decisions through data-driven storytelling and business-impact analysis.
Lead strategic pursuits by aligning customer priorities, executive sponsorship, mutual commitments, and Relias capabilities; present recommendations to executive audiences.
Coordinate Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders around account objectives and action plans.
Facilitate internal account reviews and governance activities; drive accountability for commitments, customer outcomes, and strategic priorities.
Lead coordinated responses to significant customer risks, escalations, and recovery efforts while balancing customer needs with organizational priorities and resource constraints.
Manage complex proposals, procurement requirements, pricing, mutual action plans, negotiations, and contracting; navigate multiple stakeholders and decision-makers.
Develop commercial strategies that balance customer needs, business value, commercial risk, implementation requirements, and long-term partnership objectives.
Use MEDDPICC and other enterprise sales methodologies to evaluate opportunity health, execution risk, and strategic fit.
Include implementation readiness and transition planning in commercial discussions, and comply with internal approval, account-planning, and forecasting standards.
Model enterprise selling excellence and strategic account management best practices; support onboarding, mentoring, coaching, and enablement for peers and new team members.
Share customer insights, market intelligence, competitive observations, and field feedback; participate in strategic initiatives, process improvements, and cross-functional projects.
When assigned, provide formal people, portfolio, pod, or segment leadership.

Benefits

Health and wellness benefits package, including an outstanding 401(k) match.
Flexible PTO program.
Generous and inclusive parental leave policy.
Relias pays the employee portion of the monthly healthcare premium.
Flexible work environment with onsite and work-from-home options.
Employee Resource Groups open to all employees.
Comprehensive onboarding program.
Growth and career advancement opportunities.
Leadership development, professional development curricula, and Nanodegree options in technology and data science.
Professional development through conference attendance and participation in organizations such as NC Tech.
Onsite 321 Coffee Shop with free coffee and pastries for employees.