Strategic Account Manager, Enterprise Healthcare

Strategic Account Manager, Enterprise Healthcare

Relias LLC Morrisville, 1010 Sync St, Suite 100, United States remote

Company Description Are you looking for a high energy, strategic, and fast-paced position with an impactful and mission-driven company? Join Relias, the company changing lives throughout the world by helping healthcare organizations improve their clinical and financial outcomes! For 11,000+ health care and human service organizations, Relias helps clients deliver better clinical and financial outcomes by elevating the performance of teams. We help organizations across the continuum of care get better at maintaining compliance, developing staff and promoting consistent, high-quality care. Our platform employs assessments to reveal specific gaps in skills and addresses them with personalized and engaging learning, choosing from 7,000+ online courses that meet accrediting board, state and federal requirements. We are passionate about our products and our clients; what we deliver and the impact we have on the world is truly something you can be proud to represent. Join us and make a difference.

WHAT CAN RELIAS OFFER YOU? Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium! Flexible work environment with onsite and work from home options you choose when you want to come into the office! Active Employee Resource Groups open to all employees! Comprehensive onboarding program a great introduction to our company, customers and culture! Growth and career advancement opportunities! Multiple development program options leadership development, professional development curriculums, and Nanodegree options in both technology and data science Professional development gained from conference attendance and participation in organizations like NC Tech Onsite 321 Coffee Shop providing free coffee and pastries to employees

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.