Strategic Account Manager - Enterprise Healthcare

Bertelsmann SE & Co. KGaA

. Develop and execute comprehensive strategic account plans for Relias’ largest and most strategically important healthcare system customers .

Posted 11/11/2026full-timeRemote • Morrisville • North Carolina • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing strategic account plans within the healthcare sector, focusing on enterprise sales, complex negotiations, and building executive relationships. Proficient in utilizing sales methodologies like MEDDPICC and managing cross-functional teams to drive revenue growth and customer success.

Highest-signal resume keywords

Enterprise Sales ExperienceStrategic Account ManagementComplex NegotiationsExecutive Relationship ManagementHealthcare Technology Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic Account PlanningForecastingPipeline ManagementCommercial PlanningBusiness Case DevelopmentStakeholder EngagementValue-Based SellingConsultative SellingComplex Sales Cycle ManagementCross-Functional Coordination

Soft Skills

MentoringInfluencingCommunicationLeadershipCollaboration

Tools & Technologies

SalesforceMEDDPICCBusiness Intelligence ToolsCRM SystemsPresentation Software

Industry Keywords

Healthcare SystemsEnterprise Healthcare OrganizationsSaaSWorkforce DevelopmentClinical EducationComplianceQuality ImprovementIDNsMulti-Site Provider OrganizationsHealthcare Operations

About the role

Key responsibilities & impact

Develop and execute comprehensive strategic account plans for Relias’ largest and most strategically important healthcare system customers
Serve as the primary commercial leader for assigned accounts
Develop executive relationships across operational, clinical, financial, HR, compliance, learning, procurement, and technology functions
Identify, qualify, and advance enterprise expansion opportunities
Build and maintain pipeline, forecasts, renewal exposure, customer risk, and account activity information in Salesforce and related systems
Drive retention, renewal, expansion, and revenue objectives
Facilitate strategic discussions on workforce development, clinical education, compliance, quality, organizational effectiveness, and healthcare transformation
Develop value realization approaches, executive presentations, communication materials, and business cases
Lead strategic pursuits, complex proposals, procurement, pricing, negotiations, contracting, and mutual action plans
Coordinate Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, and executive stakeholders
Lead internal account reviews, governance activities, risk escalations, and recovery efforts
Utilize MEDDPICC and other enterprise sales methodologies
Support onboarding, mentoring, coaching, enablement, process improvements, and cross-functional initiatives
Potentially assume formal people, portfolio, pod, or segment leadership responsibilities based on business needs

Requirements

What you’ll need

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
Demonstrated success leading complex commercial negotiations and enterprise sales activities
Knowledge of enterprise healthcare organizations, business priorities, and decision-making processes
Ability to develop and execute enterprise account strategies
Skill in building executive relationships and influencing complex stakeholder groups
Ability to identify, qualify, and advance enterprise growth opportunities
Skill in developing executive narratives and business cases
Ability to orchestrate cross-functional resources around a unified account strategy
Skill in leading complex enterprise sales cycles and negotiations
Ability to assess customer business needs and position solutions consultatively
Skill in forecasting, pipeline management, and commercial planning
Ability to mentor peers and contribute to organizational capability building
Bachelor’s degree in business or healthcare field
Ability to travel approximately 25–50%
Nice to have: experience selling to or managing relationships within large healthcare systems, IDNs, academic medical centers, multi-site provider organizations, or other complex healthcare environments
Nice to have: experience supporting workforce development, learning technology, compliance, competency management, quality improvement, clinical education, healthcare operations, or related solutions
Nice to have: experience with MEDDPICC, mutual action plans, strategic account planning, value-based selling, cross-functional initiatives, mentoring, or leadership capacities

Benefits

Comp & perks

Fantastic health and wellness benefits package
Outstanding 401k match
Flexible PTO program
Generous and inclusive parental leave policy
Relias pays for the employee portion of the monthly healthcare premium
Flexible work environment with onsite and work from home options
Active 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 321 Coffee Shop providing free coffee and pastries to employees