Strategic Account Director, OTTAVA

At Johnson & Johnsonwe believe health is everything. Our strength in healthcare innovation empowers us to build aworld where complex diseases are prevented treated and curedwhere treatments are smarter and less invasive andsolutions are our expertise in Innovative Medicine and MedTech we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow and profoundly impact health for more at .

As guided by Our Credo Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

MedTech Sales

Job Sub Function:

Key Account Management MedTech (No Commission)

Job Category:

People Leader

All Job Posting Locations:

Remote (US) Santa Clara California United States of America

Job Description:

Fueled by innovation at the intersection of biology and technology were developing the next generation of smarter less invasive more personalized treatments.

Are you passionate about improving and expanding the possibilities of surgery Ready to join a team thats reimagining how we heal Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the worlds most prevalent conditions such as obesity cardiovascular disease and cancer. Patients are waiting.

Your unique talents will help patients on their journey to wellness. Learn more at are searching for the best talent for a Strategic Account Director Ottava. This is a field-based role available anywhere in the United States.

A pre-identified candidate for consideration has been identified. However all applications will be considered.

Purpose:

The Strategic Account Director OTTAVA is the strategic account leader responsible for system-level executive relationships and growth across a focused portfolio of the largest U.S. health systems. The role drives multi-site and multi-robot opportunities helps OTTAVA teams navigate each IDNs capital budgeting and strategic planning processes and coordinates account execution across OTTAVA and relevant Johnson & Johnson MedTech partners.

This role has both a selling and an enabling mandate. The Strategic Account Director directly advances complex system-wide opportunities and enables capital and clinical sales teams by providing enterprise account intelligence activating senior stakeholders removing barriers and aligning local opportunities with the health systems robotics strategy. The role serves as the senior OTTAVA account lead while creating a seamless coordinated customer experience with U.S. Surgery Key Account Management and other J&J MedTech teams.

You will be responsible for:

Strategic account leadership

Own the account strategy stakeholder map governance model opportunity roadmap and commercial outcomes for an assigned portfolio of strategically important health systems.

Act as the senior OTTAVA spokesperson for assigned accounts engaging from the system level to the local level and maintaining a complete view of the customers strategy priorities decision process and capital roadmap.

Build relationships with IDN C-suite leaders strategy finance procurement supply chain capital and robotics committees service line leaders IT robotics coordinator and other senior stakeholders required to advance robotic surgery programs.

Develop account-specific knowledge of capital budgeting strategic funding approval pathways committee requirements and stakeholder influence patterns across for-profit nonprofit and academic health systems.

Create multi-year account plans that connect customer priorities local demand robotic program strategy capital timing and expansion potential.

Strategic selling and deal leadership

Drive multi-site and multi-robot sales and negotiations with local capital representatives leading site-level activity and supporting customer-specific business cases.

Quarterback strategic opportunities from lead qualification through purchase order aligning awareness advocacy evaluation negotiation onboarding utilization and expansion activities across the account team.

Help capital and clinical teams translate local demand into a system-wide clinical operational strategic and financial case for investment.

Enable capital and clinical sales by providing account intelligence activating the right senior stakeholders unblocking capital constraints and aligning the selling approach to the IDNs decision process.

Partner with Clinical and Capital Sales Commercial Operations Finance Legal HEMA Offer Development and Contracting to shape competitive deal structures prepare executive discussions and progress complex customer decisions.

Maintain rigorous opportunity management forecasting account documentation and executive updates; identify risks early and drive timely decisions.

Account coordination and customer partnership

Lead account planning across OTTAVA Capital Sales Clinical Sales Customer Success Professional Education Service Commercial Operations and other required functions.

Use quarterly and other structured account reviews to align priorities identify actions assign the best-positioned relationship owner and track customer value utilization and expansion opportunities.

Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champion identification targeted account planning introductions to existing relationships and access to system-wide procurement while retaining accountability for OTTAVA strategic account outcomes.

Coordinate with broader J&J MedTech account teams when enterprise relationships or cross-portfolio considerations are relevant ensuring one coordinated customer experience without diluting OTTAVA focus or accountability.

Connect post-install utilization operational performance customer outcomes and quarterly business reviews to the enterprise relationship and future multi-site growth agenda.

Capture account insights and repeatable practices that strengthen OTTAVAs strategic account model and commercial scale-up.

Leadership and compliance

Lead through influence across a matrixed organization creating clarity on account roles decision rights customer engagement and next actions.

Apply sound judgment in assigning customer engagements based on defined ways of working relationship strength and capability avoiding overlap or customer confusion.

Model Our Credo ethical leadership compliance inclusion transparency and high standards of accountability in every customer and internal interaction.

The base pay for this position is $230000.

The Companymaintainsa highly competitive sales incentive compensation program. Undercurrent guidelines this position is eligible for participation in this programin accordance withthe terms of the applicable plan.

This position is eligible for participation in the Companys J&J Fleet program. Subject to andin accordance withthe terms and conditions of the J&J Fleet program you will have the opportunity to elect to receive a company car or car allowance

Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical dental vision life insurance short- and long-term disability business accident insurance and group legal insurance.

• • • Employees may be eligible to participate in the Companys consolidated retirement plan (pension) and savings plan (401(k)).
    • This position is eligible to participate in the Companys long-term incentive program.
    • Employees are eligible for the following time off benefits:

Vacation up to 120 hours per calendar year

Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington up to 56 hours per calendar year

Holiday pay including Floating Holidays up to 13 days per calendar year

Work Personal and Family Time - up to 40 hours per calendar year

For additional general information on Company benefits please go to: - job posting is anticipated to close on October 28th 2026. The Company may however extend this time-period in which case the posting will remain available on to accept additional applications.

Qualifications/Requirements:

A minimum of a bachelors degree is required.

A minimum of 10 years of progressive commercial experience in surgical robotics capital equipment healthcare complex technology or another highly regulated industry is required.

Demonstrated success leading complex multi-stakeholder enterprise sales cycles including multi-site capital opportunities and executive-level negotiations is required.

Experience engaging health-system C-suite leaders finance strategy procurement supply chain capital or robotics committees IT clinical leaders and local hospital executives is required.

Demonstrated knowledge of health-system capital budgeting strategic planning business-case development and purchasing processes is required.

Proven ability to enable local sales teams and lead cross-functional account teams without direct authority in a fast-moving matrixed environment is required.

Strong business and financial acumen including experience with account planning ROI discussions pricing contracting forecasting and value-based customer conversations is required.

Excellent executive communication negotiation problem-solving and presentation skills are required.

Ability to travel approximately 50-70% including overnight travel and to work in hospital and operating room environments is required.

A valid drivers license and ability to meet all credentialing requirements of customer facilities are required.

Preferred

Advanced degree in business healthcare administration or a related field.

Experience in capital equipment operating room technology or complex procedural platforms.

Experience with integrated delivery networks academic medical centers national or regional health systems and group purchasing organizations.

Experience leading system-wide or multi-site capital programs and building relationships across both corporate and local hospital levels.

Experience launching a new platform or building a market in an early commercialization environment.

Knowledge of perioperative operations service models implementation technology adoption digital connectivity and customer success.

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity age national origin disability protected veteran status or other characteristics protected by federal state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants needs. If you are an individual with a disability and would like to request an accommodation please contact us via or contact AskGS to be directed to your accommodation resource.

Required Skills:

Preferred Skills:

Account Management Alliance Formation Commercial Awareness Customer Centricity Customer Experience Management Developing Others Inclusive Leadership Interpersonal Influence Leadership Market Savvy Medical Technology Personalized Services Revenue Management Solutions Selling Stakeholder Engagement Strategic Sales Planning Sustainable Procurement Vendor Selection

Required Experience:

Director