Director of Strategic Accounts

About You

The Role

The Director of Strategic Accounts will have the ultimate accountability for the growth and expansion of Vital’s largest enterprise accounts. This important Client Success leadership role will be responsible for developing and implementing a strategic account growth and expansion strategy at each assigned enterprise health system and all of its entities. The Director of Strategic Accounts will collaborate closely with members of the Client Success team to monitor and continually assess the performance against the strategic account strategy and identify opportunities for the growth and expansion of Vital’s products and services. Growth strategies will strongly emphasize the adoption of Vitals’ products and services, the attainment of sustained measurable outcome, a demonstrable ROI and the establishment of trusted relationships with key decision makers. Key contributors to the success of this role will be members of Vital’s senior leadership teams including sales, clinical transformation, implementation and product. Success in this role will be measured objectively by account growth and retention.

The Director of Strategic Accounts will operate across all levels of an enterprise account with particular focus on growing and deepening relationships at the executive levels.

Health care is a relationship driven business and our expectation is that the Director of Strategic Accounts will insert themselves into strategically important enterprise health systems, grow close relationships within them, and make them flourish. You will be the primary point of contact with your partners to ensure engagement with Vital and be an advocate to use our product to meet the organization’s patient-centered priorities (i.e., value on investment). You will be traveling 50% of the time to visit your partners in person. The Director of Strategic Accounts will report to the Vice President of Client Success, and their role will be to oversee all aspects of the relationship with our partners who are using our software as a service, from front line health care workers to executives who run the health care systems.

Responsibilities

• Maintains ultimate accountability for the success of assigned enterprise strategic accounts
• Serve as the primary leadership liaison to one or more of Vital’s largest enterprise accounts
• Primary point of contact for enterprise health system executive leaders and key decision makers
• Develop a strong relationship with key executives and decision makers to accelerate a growth plan and secure renewals in collaboration with the sales team
• Develop, implement, and continually assess the achievement of the strategic account strategy
• Guide and oversee the performance of the Client Success Managers and other client facing team members assigned to the enterprise account
• Collect, assess and share data on the enterprise account performance
• Develop a deep understanding of the enterprise account systems strategic priorities
• Maintains an up-to-date level of awareness and knowledge of the Strategic Account’s value-drivers, and deeply understands partners’ goals and objectives
• Provide superior customer service to hospital executives, senior leadership, department leaders, and clinicians
• Travel 50% of your time; travel to do on-site visits to support client facing activities such as client go live events, monthly leadership meetings, quarterly business reviews and participation in sales activities.
• Proactive approach to support activities that foster value-driven utilization of our Vital products, leading to measurable outcomes
• Guides, validates, and advocates progress against established goals, adapting approaches based on observed behavior and trends
• Advise partners on the roadmap for achieving success and outcomes with our product
• Actively solicit staff and patient feedback; communicate findings to appropriate persons
• Identify and support executive stakeholders; manage key executive meetings to establish value of investment priorities
• Monitor partner satisfaction and delight and achievement against established goals by facilitating regular project status meetings with appropriate hospital partners
• Responsible for scheduling, agenda setting, and ensuring proper attendance at all partner meetings. Identify and coordinate with all internal players and collate information from various Vital stakeholders in advance of partner facing meetings
• Support the value on investment framework for Vital products by conducting engaging quarterly business review meetings; actively participate in hospital wide staff/nursing steering committee meetings to support ownership of Vital products within the health system
• Regularly monitor produc