Strategic Account Director

Johnson & Johnson

. Own account strategy, stakeholder maps, governance models, opportunity roadmaps, and commercial outcomes for a portfolio of strategically important health systems .

Posted 10/23/2026full-timeRemote • California • United StatesLead💰 $230,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management, stakeholder engagement, and complex sales cycles within the healthcare and surgical robotics sectors. Proficient in capital budgeting, financial acumen, and leading cross-functional teams in a matrixed environment.

Highest-signal resume keywords

Strategic Account ManagementComplex Sales CyclesCapital BudgetingExecutive-Level NegotiationsStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Capital BudgetingStrategic PlanningBusiness-Case DevelopmentForecastingAccount PlanningNegotiationROI DiscussionsValue-Based Customer ConversationsProblem-SolvingPresentation Skills

Soft Skills

Excellent CommunicationLeadershipInfluenceCollaborationEthical Leadership

Certifications & Qualifications

Bachelor's DegreeValid Driver's License

Industry Keywords

Surgical RoboticsHealthcareCapital EquipmentComplex TechnologyIntegrated Delivery NetworksAcademic Medical CentersGroup Purchasing OrganizationsPerioperative OperationsOperating Room TechnologyDigital Connectivity

About the role

Key responsibilities & impact

Own account strategy, stakeholder maps, governance models, opportunity roadmaps, and commercial outcomes for a portfolio of strategically important health systems
Serve as senior OTTAVA spokesperson, engaging stakeholders from system level to local level
Build relationships with health-system C-suite leaders, strategy, finance, procurement, supply chain, capital and robotics committees, service-line leaders, IT, and robotics coordinators
Develop account-specific knowledge of capital budgeting, strategic funding, approval pathways, committee requirements, and stakeholder influence patterns
Create multi-year account plans connecting customer priorities, demand, robotic program strategy, capital timing, and expansion potential
Drive multi-site and multi-robot sales and negotiations
Lead strategic opportunities from qualification through purchase order, coordinating awareness, advocacy, evaluation, negotiation, onboarding, utilization, and expansion
Translate local demand into system-wide clinical, operational, strategic, and financial investment cases
Enable capital and clinical sales teams with account intelligence, senior-stakeholder access, barrier removal, and aligned selling approaches
Partner with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting on deal structures and customer decisions
Manage forecasting, opportunity documentation, executive updates, risk identification, and timely decisions
Lead account planning across OTTAVA and cross-functional teams
Conduct structured account reviews, assign relationship owners, and track customer value, utilization, and expansion opportunities
Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champions, account planning, introductions, and procurement access
Coordinate with broader Johnson & Johnson MedTech account teams for enterprise and cross-portfolio relationships
Connect post-install utilization, operational performance, customer outcomes, and business reviews to future growth
Capture account insights and repeatable practices to strengthen OTTAVA’s strategic account model
Lead through influence in a matrixed organization and clarify account roles, decision rights, customer engagement, and next actions
Model ethical leadership, compliance, inclusion, transparency, and accountability

Requirements

What you’ll need

A minimum of a bachelor’s 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
Demonstrated success leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations
Experience engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives
Knowledge of health-system capital budgeting, strategic planning, business-case development, and purchasing processes
Ability to enable local sales teams and lead cross-functional account teams without direct authority in a fast-moving, matrixed environment
Strong business and financial acumen, including account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer conversations
Excellent executive communication, negotiation, problem-solving, and presentation skills
Ability to travel approximately 50–70%, including overnight travel, and work in hospital and operating room environments
Valid driver’s license and ability to meet all credentialing requirements of customer facilities
Preferred: advanced degree in business, healthcare administration, or a related field
Preferred: experience in capital equipment, operating room technology, or complex procedural platforms
Preferred: experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations
Preferred: experience leading system-wide or multi-site capital programs and building relationships across corporate and local hospital levels
Preferred: experience launching a new platform or building a market in an early commercialization environment
Preferred: knowledge of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success

Benefits

Comp & perks

Sales incentive compensation program
Company car or car allowance through the J&J Fleet program
Medical insurance
Dental insurance
Vision insurance
Life insurance
Short- and long-term disability insurance
Business accident insurance
Group legal insurance
Pension plan
401(k) savings plan
Long-term incentive program
Vacation: up to 120 hours per calendar year
Sick time: up to 40 hours per calendar year; Washington employees up to 56 hours
Holiday pay, including floating holidays: up to 13 days per calendar year
Work, Personal and Family Time: up to 40 hours per calendar year