Strategic Account Manager, Enterprise Healthcare

Bertelsmann•Morrisville, NC

4d•$200,000 - $300,000•Hybrid

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, the role leads multi-year account 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. The position owns the overall commercial strategy for assigned accounts, including growth, expansion, executive engagement, strategic pursuits, forecast accuracy, and long-term partnership value. It 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 is primarily an individual-contributor position, though selected employees may take on formal people, portfolio, or segment leadership responsibilities based on business needs.

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 resulting in retention, expansion, and revenue outcomes.
Knowledge of enterprise healthcare organizations, including health systems, integrated delivery networks, and their strategic, financial, clinical, regulatory, workforce, and operational priorities and decision-making processes.
Ability to develop and execute multi-year enterprise account strategies assessing customer priorities, stakeholder influence, product utilization, business risks, competitive dynamics, and growth opportunities.
Ability to build trusted 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 need, strategic value, business impact, and likelihood of success.
Skill in developing executive narratives and business cases that communicate customer priorities, market insights, measurable outcomes, investments, and implementation requirements.
Ability to orchestrate cross-functional resources and establish accountability and coordinated execution around shared customer objectives.
Skill in managing complex enterprise sales cycles and negotiations involving multiple decision-makers, procurement processes, contracting requirements, and implementation planning.
Ability to assess customer needs and align Relias solutions with customer goals while maintaining credibility and long-term trust.
Skill in forecasting, pipeline management, account activity tracking, and commercial planning.
Ability to mentor peers and contribute to onboarding, enablement, continuous improvement, and team capability building.
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 serving 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 addressing customer priorities, product utilization, stakeholders, whitespace opportunities, competitive threats, risks, and growth strategies.
Set account objectives aligned with customer priorities and Relias growth goals; prioritize opportunities, risks, investments, and resources.
Monitor account health, stakeholder engagement, business risks, and market conditions, adjusting strategies as needed.
Build relationships with executive, operational, clinical, financial, HR, compliance, learning, procurement, and technology leaders.
Establish executive engagement cadences, governance structures, business reviews, sponsorship relationships, and escalation pathways.
Serve as a trusted advisor by connecting customer goals to industry trends, best practices, and Relias capabilities.
Identify, qualify, and advance expansion opportunities; develop account-specific growth strategies and maintain a healthy pipeline.
Connect customer outcomes and value realization to system-level growth opportunities and long-term partnership development.
Maintain accurate opportunity, forecast, renewal exposure, 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 improvement, workflow optimization, innovation, and technology adoption opportunities.
Define future-state objectives, measurable success criteria, strategic initiatives, and value realization approaches with customers.
Gather and communicate customer feedback, market trends, industry insights, and business challenges to internal stakeholders.
Create executive presentations, communication materials, and business cases; quantify value, risks, investments, outcomes, implementation considerations, and the cost of inaction.
Lead strategic pursuits and present clear, data-driven recommendations to executive audiences.
Coordinate Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders around account strategy and customer objectives.
Lead internal account reviews, governance activities, action plans, customer risk responses, escalations, and recovery efforts.
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, value, risk, implementation requirements, and partnership objectives.
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 requirements.
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.
Provide formal people, portfolio, pod, or segment leadership when assigned.

Benefits

Health and wellness benefits package, including healthcare coverage with Relias paying the employee portion of the monthly premium.
401(k) match.
Flexible PTO program.
Inclusive parental leave policy.
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 like NC Tech.
Onsite coffee shop providing free coffee and pastries to employees.