Enterprise Account Manager

The Enterprise Account Manager is a quota-carrying individual contributor responsible for retaining, developing, and expanding a portfolio of established enterprise healthcare customers across multiple care settings. Serving as the commercial owner for assigned accounts, this role builds stakeholder relationships, develops practical account growth plans, identifies whitespace and cross-sell opportunities, supports renewal and retention strategy, and coordinates internal resources to increase customer value and revenue growth. This role requires independent ownership of complex enterprise customer relationships, disciplined account planning, consultative expansion selling, executive relationship development, commercial execution, and cross-functional coordination. Success requires the ability to identify and advance growth opportunities, strengthen long-term customer value, navigate complex stakeholder environments, and consistently deliver retention and revenue objectives. 

WHAT YOU’LL BE DOING:Account Strategy and Planning Develop and maintain account plans covering customer priorities, product utilization, stakeholder relationships, whitespace, competitive risks, renewal exposure, and growth potential. Set annual and quarterly objectives for retention, expansion, executive engagement, pipeline development, and customer value. Prioritize accounts, opportunities, risks, and internal resources based on customer need, revenue potential, timing, strategic fit, and likelihood of success. Review account health regularly and adjust actions based on customer feedback, utilization, stakeholder changes, and commercial risk. Relationship Development and Customer Engagement Build productive relationships with operational, clinical, financial, HR, compliance, learning, procurement, technology, and executive stakeholders. Expand relationships beyond day-to-day contacts to reduce relationship risk and support account growth. Lead consultative conversations regarding workforce development, clinical education, compliance, competency, quality, and operational priorities. Partner with Customer Success to understand adoption, outcomes, satisfaction, risks, and future needs. Account Growth and Expansion Identify, qualify, develop, and close expansion opportunities within assigned enterprise accounts. Create account-specific growth strategies informed by whitespace analysis, product utilization, facility or business-unit needs, and customer initiatives. Maintain a healthy expansion pipeline that supports quota achievement and reliable forecasting. Coordinate discovery, demonstrations, solution design, proposals, business cases, and commercial discussions with internal partners. Consistently achieve assigned expansion, revenue, and other commercial objectives. Renewal, Retention, and Risk Management Partner with Customer Success and renewal resources to support renewal strategy, retention, and long-term account health. Identify commercial, relationship, adoption, competitive, organizational, and renewal risks early. Create coordinated mitigation, recovery, or escalation plans and connect realized customer value to renewal and expansion conversations. Commercial Execution and Deal Management Manage expansion proposals, pricing, procurement, mutual action plans, negotiations, contracting, and internal approvals. Use MEDDPICC, value-based selling, or the designated methodology to qualify opportunities and reduce execution risk. Ensure implementation readiness and an effective handoff before closing expansion business. Forecasting, CRM, and Portfolio ManagementMaintain accurate account, contact, opportunity, renewal exposure, risk, activity, pipeline, and forecast information in Salesforce. Provide evidence-based forecasts and clearly communicate customer decision processes, risks, dependencies, and support needs. Use account and performance data to prioritize activity and strengthen forecast reliability. Cross-Functional Collaboration and Organizational ContributionCoordinate across Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, Support, and leadership. Communicate customer objectives, risks, opportunities, commitments, and action items to relevant partners. Share customer feedback and field learning and contribute to account-management best practices.