Strategic Account Manager - Enterprise Healthcare

Job Description

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. Serving as the primary commercial leader for assigned accounts, this role leads multi-year account planning, executive relationship development, enterprise opportunity identification, value realization, customer risk management, and cross-functional orchestration to drive customer value, retention, expansion, and long-term partnership growth. Success requires strong 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 the overall commercial strategy for assigned accounts, including growth, expansion, executive engagement, strategic pursuits, forecast accuracy, and long-term partnership value. As a senior individual contributor, this position is also expected to elevate enterprise selling capabilities through mentorship, market insight, strategic leadership, and contributions to organizational initiatives that strengthen customer relationships and business outcomes. 

The role is structured primarily as a senior individual contributor. Based on business needs, selected Strategic Account Managers may also assume formal people leadership, portfolio leadership, or segment leadership responsibilities. 

WHAT YOU’LL BE DOING:

Enterprise Account Strategy and Planning

• Developing comprehensive account plans that assess customer priorities, product utilization, stakeholder landscape, whitespace opportunities, competitive threats, risks, and growth strategies.  

• Establishing short-term and long-term account objectives aligned with customer business priorities and Relias growth goals.  

• Prioritizing opportunities, risks, investments, and resources to maximize customer value, retention, expansion, and long-term partnership growth.  

• Maintaining a deep understanding of customer business objectives, market dynamics, operational priorities, and evolving organizational needs.  

• Regularly evaluating account health, stakeholder engagement, business risks, and changing market conditions and adjust strategies accordingly. 

Executive Relationship Management 

• Developing relationships with executive, operational, clinical, financial, HR, compliance, learning, procurement, and technology leaders.  

• Establishing credibility through business insight, industry knowledge, and strategic consultation.  

• Expanding stakeholder engagement beyond primary contacts to reduce relationship risk and strengthen organizational alignment.  

• Facilitating executive discussions regarding organizational priorities, workforce challenges, business transformation initiatives, and long-term strategic goals.  

• Establishing appropriate governance structures, executive engagement cadences, business reviews, sponsorship relationships, and escalation pathways that strengthen partnership accountability and alignment.  

• Serving as a trusted advisor by connecting customer goals to relevant industry trends, best practices, and Relias capabilities. 

Account Growth and Commercial Strategy

• Identifying, qualifying, and advancing expansion opportunities aligned to customer priorities, organizational initiatives, and measurable business outcomes.  

• Developing and maintaining a healthy pipeline that supports growth objectives, forecast reliability, and long-term portfolio planning.  

• Creating account-specific growth strategies informed by customer needs, whitespace analysis, service line opportunities, business unit expansion potential, and strategic priorities.  

• Connecting demonstrated customer outcomes and value realization to system-level growth opportunities and long-term partnership development.  

• Maintaining accurate opportunity, forecasting, renewal exposure, customer risk, pipeline, and account activity information within Salesforce and related systems.  

• Consistently achieving retention, renewal, expansion, and revenue objectives. 

Strategic Consulting and Opportunity Development

• Facilitating strategic discussions around workforce development, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation initiatives.  

• Helping customers evaluate opportunities to improve outcomes through process improvements, workflow optimization, innovation, and technology adoption.  

• Partnering with customers to define future-state objectives, measurable success criteria, and strategic initiatives that support long-term business outcomes.  

• Establishing and communicate value realization approaches that demonstrate business impact and reinforce long-term partnership value.  

• Gathering and communicating customer feedback, market trends, industry insights, and business challenges to internal stakeholders.  

• Positioning Relias solutions and strategic direction responsibly and consultatively.  

• Connecting customer initiatives to measurable operational, financial, workforce, and business outcomes. 

Business Case Development and Executive Communication 

• Creating executive-level presentations, communication materials, and business cases tailored to diverse stakeholder audiences.  

• Quantifying value opportunities, risks, investments, expected outcomes, implementation considerations, and the cost of inaction.  

• Translating complex customer challenges into clear and actionable recommendations.  

• Supporting customer decision-making through data-driven storytelling, value justification, and business impact analysis.  

• Leading strategic pursuits by aligning customer priorities, executive sponsorship, mutual commitments, and Relias capabilities.  

• Presenting recommendations confidently and effectively to executive audiences. 

Cross-Functional Account Orchestration

• Leading alignment across Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders.  

• Ensuring customer objectives, risks, opportunities, success plans, and action items are clearly communicated across teams.  

• Facilitating internal account reviews, strategy discussions, and ongoing governance activities.  

• Driving accountability for action plans, commitments, customer outcomes, and strategic priorities.  

• Leading coordinated responses to significant customer risks, escalations, and recovery efforts while protecting long-term customer relationships.  

• Balancing customer needs with organizational priorities and resource constraints. 

Enterprise Deal Management and Execution

• Managing complex proposals, procurement requirements, pricing considerations, mutual action plans, negotiations, and contracting activities.  

• Navigating multiple stakeholders and decision-makers throughout the purchasing process.  

• Developing commercial strategies that appropriately balance customer needs, business value, commercial risk, implementation requirements, and long-term partnership objectives.  

• Utilizing MEDDPICC and other enterprise sales methodologies to evaluate opportunity health, execution risk, and strategic fit.  

• Ensuring implementation readiness and transition planning are incorporated into commercial discussions.  

• Maintaining compliance with internal approval processes, account planning standards, and forecasting expectations. 

Leadership and Organizational Contribution

• Modeling enterprise selling excellence and strategic account management best practices.  

• Supporting onboarding, mentoring, coaching, and enablement efforts for peers and new team members.  

• Sharing customer insights, market intelligence, competitive observations, and field feedback that improve organizational effectiveness and strategic decision-making.  

• Participating in strategic initiatives, process improvements, and cross-functional projects that strengthen enterprise selling capabilities and customer outcomes.  

• When assigned, providing formal people, portfolio, pod, or segment leadership. 

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 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 strategic account growth resulting in retention, expansion, and revenue growth objectives. 

• Knowledge of enterprise healthcare organizations, business priorities, and decision-making processes: Understands how health systems, integrated delivery networks, and other complex healthcare organizations operate, including strategic, financial, clinical, regulatory, workforce, and operational priorities. Connects customer initiatives and challenges to opportunities that support measurable business outcomes and long-term partnership growth. 

• Demonstrated ability to develop and execute enterprise account strategies: Creates comprehensive multi-year account plans that assess customer priorities, stakeholder influence, product utilization, business risks, competitive dynamics, and growth opportunities. Converts enterprise strategies into sequenced actions that improve retention, expansion, executive engagement, and customer value realization. 

• Skill in building executive relationships and influencing complex stakeholder groups: Establishes trusted relationships across executive, operational, clinical, financial, HR, learning, compliance, and technology leaders. Navigates diverse priorities, aligns stakeholders around common outcomes, and advances strategic initiatives through credibility, business insight, and consultative partnership. 

• Demonstrated ability to identify, qualify, and advance enterprise growth opportunities: Evaluates customer goals, organizational initiatives, operational challenges, product adoption trends, and whitespace opportunities to identify areas for expansion. Prioritizes opportunities based on strategic value, customer need, business impact, and likelihood of success. 

• Skill in developing executive narratives and business cases: Synthesizes customer priorities, market insights, business challenges, measurable outcomes, investment considerations, and implementation requirements into compelling recommendations. Communicates complex ideas clearly and persuasively to support executive-level decision-making. 

• Demonstrated ability to orchestrate cross-functional resources around a unified account strategy: Aligns Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, and executive stakeholders around shared customer objectives. Establishes accountability, facilitates collaboration, and ensures coordinated execution across multiple teams and priorities. 

• Skill in leading complex enterprise sales cycles and negotiations: Manages opportunities involving multiple decision-makers, competing priorities, procurement processes, contracting requirements, and implementation planning. Applies structured sales methodologies and commercial discipline to advance opportunities, mitigate risk, and achieve desired outcomes. 

• Ability to assess customer business needs and position solutions consultatively: Evaluates organizational goals, challenges, and desired future-state outcomes to identify opportunities where Relias solutions can deliver value. Responsibly aligns customer priorities with Relias capabilities while maintaining credibility and long-term trust. 

• Skill in forecasting, pipeline management, and commercial planning: Maintains accurate opportunity, pipeline, account activity, and forecasting information. Uses data, account insights, and business judgment to prioritize activities, improve forecast reliability, and support achievement of revenue objectives. 

• Ability to mentor peers and contribute to organizational capability building: Shares knowledge, best practices, customer insights, and enterprise selling expertise with team members. Supports onboarding, enablement, continuous improvement initiatives, and leadership activities that strengthen overall team performance. 

• Bachelor’s degree in business or healthcare field 

• The ability to travel ~25-50% 

IT WOULD BE NICE TO HAVE:

• 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 utilizing enterprise sales and account management methodologies (e.g., MEDDPICC, mutual action plans, strategic account planning, value-based selling) and leading cross-functional initiatives, mentoring peers, or serving in team, portfolio, or people leadership capacities. 

Additional Information

Salary Information:

We are targeting an On-Target-Earnings of ~$200,000 - $300,000 annually. Relias considers many factors when making an offer including; established salary range, internal budgets, business need, education and years of applicable work experience possessed by the applicant. Further, salary is only one element of our total compensation and benefits package.

Relias is an Equal Opportunity Employer and a Drug-Free workplace

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process.  If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions. 

All your information will be kept confidential according to EEO guidelines.

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