Enterprise Account Executive

The Enterprise Account Executive is a quota-carrying individual contributor responsible for acquiring net-new enterprise customers across the healthcare market. The role develops and executes account strategies across complex provider organizations and care settings, aligning Relias solutions to enterprise-wide workforce, compliance, clinical, quality, operational, and business priorities. The role owns the complete new-logo sales cycle from market and account prioritization through executive discovery, solution strategy, business-case development, competitive positioning, commercial negotiation, and close.  

WHAT YOU’LL BE DOING:Enterprise Territory and Account Strategy Own a defined portfolio of named net-new enterprise accounts and develop a prioritized, insight-led pursuit strategy for each.  Create annual and quarterly territory plans balancing market potential, account fit, competitive position, timing, executive access, and probability of conversion.  Build account maps covering organizational structure, business units, initiatives, buying centers, stakeholders, technology, competitive footprint, and enterprise use cases.  Coordinate with leadership, business development, Marketing, partnerships, and market experts to generate access and accelerate engagement.  Pipeline Creation and Executive AccessCreate pipeline through strategic outbound prospecting, account-based marketing, executive outreach, industry events, referrals, partnerships, and relationship development.  Engage senior clinical, compliance, quality, nursing, HR, learning, operations, finance, IT, procurement, and executive stakeholders.  Develop multi-threaded relationships and establish credible executive sponsorship early in the pursuit.  Maintain sufficient pipeline coverage and progression to support consistent achievement of revenue objectives.  Complex Discovery and Solution StrategyLead executive-level discovery to uncover strategic priorities, operational challenges, workforce risks, desired outcomes, decision criteria, financial impact, and urgency.  Translate customer needs into a coordinated, multi-solution strategy tied to measurable clinical, compliance, workforce, quality, operational, and financial outcomes.  Partner with Solutions, Product, Services, Client Success, and subject-matter experts to design differentiated recommendations.  Create compelling value narratives, presentations, demonstrations, proposals, and business cases for diverse stakeholders.  Opportunity Leadership and Sales Execution Own the end-to-end enterprise sales cycle from qualification through close with clear next steps, stakeholder alignment, mutual commitments, and an evidence-based path to decision.  Apply MEDDPICC or the designated methodology, stakeholder mapping, mutual action planning, risk identification, and competitive strategy.  Lead internal deal strategy and mobilize executives and cross-functional resources at the right points in the pursuit.  Navigate procurement, RFP, security, privacy, legal, integration, clinical validation, financial approval, and multi-entity decision processes.  Commercial Strategy, Negotiation, and Close  Develop commercial strategies aligning scope, solution mix, services, implementation, term, pricing, and value.  Lead proposal development and negotiation with Sales leadership, Finance, Legal, Deal Desk, Security, and other partners.  Manage concessions deliberately, document tradeoffs, secure approvals, and convert complex opportunities into executable agreements.  Support an effective transition to implementation and Client Success.  Forecasting, CRM Discipline, and Business ManagementMaintain accurate opportunity, account, contact, activity, next-step, risk, and forecast information in Salesforce.  Provide evidence-based forecasts and clearly communicate deal health, decision process, commercial risk, competitive dynamics, and support needs.  Use pipeline and performance data to adjust priorities, prospecting, executive engagement, and pursuit strategy.  Market Leadership and Cross-Functional PartnershipMaintain current knowledge of healthcare market dynamics, regulatory and workforce trends, customer operating models, competitive alternatives, and Relias capabilities across healthcare verticals.  Represent Relias at industry events, customer meetings, executive forums, and professional associations with credibility and professionalism.  Share market, competitive, and customer insights with Product, Marketing, Solutions, Client Success, and Sales leadership to strengthen positioning, offerings, and go-to-market execution.  Partner cross-functionally to identify emerging customer needs, market opportunities, competitive risks, and insights that can improve enterprise sales strategy and execution