Strategic Account Manager, Enterprise Healthcare

Bertelsmann-Jobs•Morrisville, NC

3d•$200,000 - $300,000•Hybrid

About The Position

The Strategic Account Manager, Enterprise Healthcare is a senior, quota-carrying individual contributor who develops and expands relationships with 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, opportunity identification, value realization, customer risk management, and cross-functional coordination to drive customer value, retention, expansion, and long-term partnership growth. The role calls for 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 position is primarily an individual-contributor role, with expectations to mentor peers, share market insight, and contribute to initiatives that strengthen enterprise selling and customer outcomes. Based on business needs, selected incumbents may also take on formal people, portfolio, or segment leadership responsibilities. The role involves developing account plans; building relationships with executive and other customer stakeholders; identifying and advancing growth opportunities; consulting on workforce, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation; preparing business cases and executive communications; orchestrating internal teams; and managing complex enterprise sales cycles, negotiations, proposals, procurement, pricing, and contracting. Travel is approximately 25–50%.

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 customer 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 resulting in retention, expansion, and revenue outcomes.
Knowledge of enterprise healthcare organizations, their business priorities, and their decision-making processes, including strategic, financial, clinical, regulatory, workforce, and operational priorities.
Ability to create multi-year account plans that assess customer priorities, stakeholder influence, product utilization, business risks, competitive dynamics, and growth opportunities, and translate strategies into sequenced actions.
Ability to build trusted executive relationships and influence complex stakeholder groups across operational, clinical, financial, HR, learning, compliance, and technology functions.
Ability to identify, qualify, prioritize, and advance enterprise growth opportunities based on customer needs, strategic value, business impact, and likelihood of success.
Skill in developing executive narratives and business cases that synthesize customer priorities, market insights, business challenges, outcomes, investment considerations, and implementation requirements.
Ability to orchestrate cross-functional resources around a unified account strategy, establish accountability, and coordinate execution across multiple teams.
Skill in leading complex enterprise sales cycles and negotiations involving multiple decision-makers, procurement, contracting, and implementation planning.
Ability to assess customer needs and consultatively align customer priorities with Relias capabilities while maintaining credibility and long-term trust.
Skill in forecasting, pipeline management, and commercial planning, including maintaining accurate information and using data and judgment to prioritize work and improve forecast reliability.
Ability to mentor peers and contribute to onboarding, enablement, continuous improvement, and team capability building.
Bachelor’s degree in a business or 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 serving regulated healthcare organizations.
Experience using enterprise sales and account management methodologies such as MEDDPICC, mutual action plans, strategic account planning, or value-based selling.
Experience leading cross-functional initiatives, mentoring peers, or serving in team, portfolio, or people leadership capacities.

Responsibilities

Develop comprehensive account plans covering customer priorities, product utilization, stakeholders, whitespace, competition, risks, growth strategies, and short- and long-term objectives.
Monitor account health, stakeholder engagement, business risks, and market conditions, and adjust account strategies accordingly.
Build and expand relationships with executive, operational, clinical, financial, HR, compliance, learning, procurement, and technology leaders.
Establish executive engagement cadences, governance structures, sponsorship relationships, business reviews, and escalation pathways.
Identify, qualify, and advance expansion opportunities aligned with customer priorities and measurable business outcomes.
Develop and maintain a healthy pipeline, and accurately record opportunities, forecasts, renewal exposure, risks, pipeline, and account activity in Salesforce and related systems.
Meet retention, renewal, expansion, and revenue objectives.
Lead strategic customer discussions on workforce development, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation.
Help customers assess process improvements, workflow optimization, innovation, and technology adoption, and define future-state objectives and success criteria.
Communicate value realization approaches and connect customer initiatives to measurable operational, financial, workforce, and business outcomes.
Gather and share customer feedback, market trends, industry insights, and business challenges with internal stakeholders.
Create executive presentations, communications, and business cases; quantify value 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.
Coordinate Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders around account objectives and plans.
Lead internal account reviews and governance activities; drive accountability for action plans, commitments, customer outcomes, and strategic priorities.
Coordinate responses to significant customer risks, escalations, and recovery efforts while protecting long-term customer relationships.
Manage complex proposals, procurement requirements, pricing, mutual action plans, negotiations, and contracting activities.
Navigate multiple stakeholders and decision-makers, and develop commercial strategies that balance customer needs, business value, risk, implementation requirements, and long-term partnership goals.
Use MEDDPICC and other enterprise sales methodologies to assess opportunity health, execution risk, and strategic fit.
Incorporate implementation readiness and transition planning into commercial discussions and comply with internal approval, account-planning, and forecasting processes.
Model enterprise selling 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 curriculums, and Nanodegree options in technology and data science.
Professional development through conference attendance and participation in organizations such as NC Tech.
Onsite coffee shop providing free coffee and pastries.