Strategic Account Manager, Principal - Stellarus

Your Role

The Stellarus Customer Success Team drives customer value realization and long-term adoption of Stellarus solutions through strategic partnerships, delivering proactive guidance, and ensuring measurable business outcomes. The Strategic Account Manager, Customer Success will report to the Senior Director, Customer Success. In this role you will lead our partnership with Blue Shield of California, orchestrating alignment between business, product, and technology teams to deliver measurable impact. Your mission is to embed Stellarus as an indispensable technology partner by deeply understanding Blue Shield of California’s business, aligning our solutions to their strategic objectives, and delivering quantifiable clinical and financial outcomes. This role requires a rare blend of strategic acumen, deep healthcare industry expertise, commercial ownership, and executive‑level relationship management. Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow – personally, professionally, and financially. We are looking for leaders that are energized by creative and critical thinking, building and sustaining high-performing teams, getting results the right way, and fostering continuous learning.

Your Work

In this role, you will:

• Voice of the Customer: Represent client needs across Product, Technology, and internal teams, translating feedback into actionable insights that shape roadmap and platform evolution

• Product & Technology Alignment: Collaborate with Product and Technology teams to prioritize features, manage integrations, ensure scalability, and meet compliance standards
• Account Team Leadership: Lead cross-functional account teams to deliver seamless solutions, proactive support, and a world-class customer experience
• Executive Partnership: Develop and execute multi-year strategic account plans aligned with client business goals, fostering executive-level engagement
• Business Reviews & Advocacy: Lead quarterly executive reviews with performance insights and roadmap updates, while serving as a trusted advisor on industry trends and best practices
• Workflow Mastery & ROI: Understand client workflows to proactively identify and quantify solution ROI
• Adoption Strategy: Partner with stakeholders to drive broad and deep user adoption through tailored enablement strategies
• Value Communication: Translate complex data into compelling narratives for both technical and business audiences
• Account Health & Growth: Own gross and net revenue retention, identifying upsell/cross-sell opportunities that align with evolving client needs
• Renewal Leadership: Lead renewal strategy and execution, ensuring favorable terms and sustained partnership

Your Knowledge and Experience

• Requires a bachelor degree or equivalent experience
• Requires a minimum of 10 years of prior relevant experience
• Requires extensive healthcare experience in customer success, strategic account management, or healthcare consulting, including managing complex, multi-million-dollar relationships with U.S. health plans—preferably Blue Shield of California, with a strong understanding of not only the business relationship but also the technical, operational, product, and support components—everything required to make a health plan succeed
• Requires demonstratable experience leading core account management functions while overseeing technology initiatives, partnering with product and technology teams to deliver complex solutions
• Requires technical expertise in both product and software development lifecycles with proficiency in CRM and analytics tools like Salesforce
• Requires experience in building trusted relationships with C-suite executives, with the ability to take complex data and create an impactful story for decision making 
• Fast-paced, start-up experience with a proactive, client-focused approach preferred