VP, Strategic Account Executive – State Government

UnitedHealth Group•Eden Prairie, MN

1d•Remote

About The Position

Optum Insight is improving the flow of health data and information to create a more connected system. We remove friction and drive alignment between care providers and payers, and ultimately consumers. Our deep expertise in the industry and innovative technology empower us to help organizations reduce costs while improving risk management, quality and revenue growth. Ready to help us deliver results that improve lives? Join us to start Caring. Connecting. Growing together. The Strategic Account Executive (SAE) will lead eight (8) to twelve (12) states and is the senior executive owner of State Government Solutions’ most complex and highest-impact State Government client relationships and manage approximately five to six Senior Account Executives and Account Executives, depending on portfolio composition. The SAE serves as the single, accountable account leader for designated strategic state customers (“Tier 1”), while also leading Account Executives, depending on portfolio configuration. The SAE is a senior executive representing multi-product, multi-agency portfolios with long-term contracts, significant revenue, and high growth potential. The State Government Solutions portfolio traverses Data & Analytics, Healthcare Access, Program Operations and BPO services (including Enabling Capabilities), aligned with the needs of Medicaid and HHS agencies across the United States. The SAE must be comfortable operating in highly matrixed environments and ambiguity while working with State and Federal government officials and teams. The SAE is responsible for profitable growth, client retention, executive relationships, and overall portfolio performance across State Government Solutions, including Healthcare Access, Program Operations, Data & Analytics, and Enabling Capabilities. Acting as a trusted advisor to senior state officials and agency leadership, the SAE shapes long-range account strategy, drives expansion, and ensures Optum delivers measurable outcomes aligned to state priorities. This role operates in a highly matrixed environment across Optum Insight, UnitedHealthcare, Optum Health, and Optum Rx, and requires solid executive presence, state government expertise, and the ability to influence without direct authority. The strategic account executive is accountable for driving growth and profitability within the account, financial leadership and approvals on accounts and portfolio, and managing account and portfolio P&L’s. You will engage the matrixed teams in support of account objectives for revenue, earnings, growth and client satisfaction. This includes engaging with the sales teams, operations, product, and technology teams, as well as other groups at the Optum level required to deliver upon our aggressive growth and innovation objectives. Attainment of these business objectives will be achieved through leadership competencies and practices including operational excellence, being the voice of the market, the ability to scale the business, lead in a matrix environment and drive growth by collaborating across other divisions within UnitedHealth Group. The successful candidate must be passionate about client excellence and delivery and unlocking new business opportunities. This leader must be exceptional at working in a fast-paced environment and display stellar executive presence with the most senior government officials in state governments and federal agencies, and C-Suite executives. This role requires an individual who understands how to get things done at Optum through influence by leveraging extensive interpersonal and collaboration skills. The strategic account executive will have solid critical thinking skills, demonstrated success in driving complex growth and account plan strategies, outstanding cross-group organizational skills and agility, and highly effective communication skills (verbal and written). Alignment with our UnitedHealth Group and Optum culture to achieve outstanding results is a requirement for this position. You’ll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges. For all hires within 30 minutes of an office in Minnesota or Washington, D.C., you'll be required to work a minimum of four days per week in-office.

Requirements

15+ years of progressive experience and leadership roles in the Health Care or State Government industries with a proven record of leading growth programs and delivering measurable results
10+ years in managed services, client management or advisory services experience in deep, productive relationships with C-Suite and senior executives and Board of Directors (external)
Demonstrated success building and evolving relationships with C-suite and matrixed stakeholders (internal)
History of leading, influencing and managing indirect, matrixed teams with successful people and team leadership experience – motivating, mentoring, and developing talent
Track record of success driving client success across highly complex and matrixed organizations
Proven ability to analyze complex market opportunities and develop creative solutions to a wide variety of unique market problems
Demonstrated track record of active collaboration, engagement, oversight and strategy development of key growth opportunities
Solid strategic planning, analytics, and problem-solving skills
Excellent oral and written communication skills and ability to build credibility and gain the respect and confidence of clients and internal partners
Willing and able to travel 50%25 of the time on a sustained basis

Nice To Haves

Advanced degree (e.g. Master’s Business Administration, MHA, or equivalent)
Experience supporting Optum Markets (Payers, Employers, Providers, Federal/State government, Emerging Markets)
Experience working across UHG, Optum and/or UHC lines of businesses
Direct experience working with product, operations and technology teams
Prior P&L experience
Proven application of change management methodologies
Proficient skills and knowledge of servant leadership, resilience, resourcefulness, facilitation, situational awareness, conflict resolution, continual improvement, empowerment, and increasing transparency
All employees working remotely will be required to adhere to UnitedHealth Group’s Telecommuter Policy

Responsibilities

Build, nurture and grow intimate, consultative relationships with a key State Government clients to understand the client’s strategy and business needs
Constantly assesses the value that Optum solutions are delivering
Lead team members across the matrix to develop approaches that increase the value we provide and increase the impact Optum has on the client’s goals
In partnership with Marketing, drive and deliver a value story consistent with the client strategy. Present value of Optum solutions to various levels within the client, including executives, decision makers and key influencers. This may include on-site or virtual meetings
Ensure service and delivery commitments to client are met. Coordinating and influencing service delivery and effective operational interface between clients and Optum teams related to State Government solutions. Work with Optum teams to drive resolution to performance opportunities and issues
Negotiate renewals, contractual agreements, statements of work, and performance guarantees - Serve as liaison with contracting / legal / finance
Successfully manage account and portfolio P&L’s and achieve financial performance expectations
Ensure the realization of expected client savings and Optum revenue growth goals through performance management, contract renewals, and identification / advancement of upsell opportunities in partnership with sales
Develop and present reporting on savings achievements, opportunities, and service level agreements
Collaborate with Growth/Sales teams for entry of timely updates to CRM System (SF.com), including but not limited to client planning, opportunity management, contact management, current solution footprint
Operate with a sense of urgency to focus the organization on maximizing the client experience. Acts quickly to seize opportunities for innovation and new ways to benefit clients
Work effectively in a matrix environment and build relationships internally as well as externally. Drive action and results while maintaining a healthy and productive work environment
Driving outcomes with internal matrix business stakeholders across Optum to ensure customer centricity, high NPS scores and renewal rates, delivery against customer needs and expectations, profitable growth, and representation for the voice of the customer in our current and future products and technologies
Influencing external customers at the state government executive legal, federal government agency leadership and C-Suite level as a trusted executive partner
Delivering exceptional customer Net Promotor Score (NPS) results
Foster a success-oriented, accountable environment within the company
Effectively represents Our United Culture and demonstrates UHG values internally and externally