National Account Director
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Job Location:
Minneapolis, MN - USA
Monthly Salary:
Not Disclosed
Posted on:
4 days ago
Vacancies:
1 Vacancy
Department:
Job Summary
Job Description
Director National Accounts
Job Summary
Reporting to the Vice President of Sales the Director National Accounts is a senior individual contributor responsible for building trusted long-term partnerships with Provations largest and most complex National Healthcare Integrated Delivery Networks (IDNs) and guiding them through thoughtful multi-year cloud SaaS transformation journeys.
This role owns a portfolio of named National IDNs and serves as the primary commercial quarterback and strategic advisor for each account. The Director partners closely with executive stakeholders to deeply understand each IDNs current-state environment strategic goals operational constraints and desired future state and then co-develops tailored SaaS transition and growth plans that help customers fully realize those objectives over time.
Success in this role is defined by the ability to align customer outcomes with sustainable SaaS growthearning trust driving adoption and expanding long-term value through collaboration insight and disciplined execution.
Key Responsibilities
- Trusted Partnership & Strategic Account Leadership
- Serve as the primary strategic advisor and commercial quarterback for assigned National IDN accounts
- Develop deep understanding of each IDNs enterprise goals challenges governance models and success metrics
- Build durable trust-based relationships that position the organization as a long-term partner
- Advocate for customer needs internally while aligning solutions to Provation strategy and capabilities
- SaaS Transition Growth & Value Realization
- Partner with IDN leaders to co-create multi-year SaaS transition and growth roadmaps meeting customers where they are today and guiding them to where they want to go
- Help customers evaluate when where and how cloud SaaS delivers the most value across facilities regions and service lines
- Drive SaaS ARR growth through thoughtful adoption expansion and standardization
- Identify SaaS-enabled opportunities for operational improvement scalability innovation and long-term value realization
- Support enterprise standardization efforts at a pace aligned with customer readiness and priorities
- Executive & C-Suite Engagement
- Build and maintain trusted relationships with senior executives including CEOs COOs CFOs CIOs CMIOs CNOs and service line leaders
- Act as a strategic thought partner in executive-to-executive engagements roadmap sessions and long-range planning discussions
- Facilitate productive conversations that align cloud strategy to clinical operational financial and digital transformation goals
- Navigate complex multi-stakeholder governance and decision-making environments with credibility and confidence
- Account-Based Go-to-Market & Deal Strategy
- Own end-to-end commercial strategy for assigned IDNs including account plans SaaS growth strategies and value narratives
- Develop and execute account-based GTM strategies tailored to each IDNs structure priorities and buying motions
- Lead complex enterprise-level SaaS sales cycles with a focus on mutual value creation
- Structure and negotiate multi-year SaaS agreements that support customer objectives while driving predictable recurring revenue
- Cross-Functional Orchestration
- Lead cross-functional account teams across Sales Marketing Product Customer Success Implementation and Support in support of assigned accounts
- Partner with Marketing on account-based marketing (ABM) strategies that support executive engagement and pipeline creation
- Collaborate closely with Customer Success and Implementation to ensure smooth onboarding adoption and value realization
- Serve as the connective tissue between the customer and internal teams ensuring alignment accountability and follow-through
- Market Product & Industry Insight
- Maintain an outside-in perspective on healthcare industry trends IDN consolidation regulatory dynamics and cloud adoption challenges
- Provide structured feedback into product strategy and SaaS roadmap based on real-world enterprise needs and competitive pressures
- Share customer insights that inform broader go-to-market strategy positioning and innovation priorities
- Act as a recognized internal expert on National IDNs and enterprise SaaS adoption
- Forecasting Pipeline & Commercial Discipline
- Maintain accurate pipeline management SaaS ARR forecasting and CRM data for assigned accounts
- Ensure deal rigor milestone discipline and transparency across long-term SaaS initiatives
- Provide executive visibility into account health risks opportunities and progress against shared objectives
Qualifications
Education & Experience
- Bachelors degree required; MBA or advanced degree preferred.
- 10 years of experience selling complex SaaS healthcare IT or software solutions at the enterprise / IDN level
- Proven experience partnering with large healthcare systems on cloud SaaS adoption or platform transformation
- Demonstrated success leading complex multi-year enterprise relationships and agreements
- Deep familiarity with hospital systems health systems and Integrated Delivery Networks (IDNs)
Knowledge Skills & Abilities
- Regarded as a market and domain expert in enterprise healthcare IT selling
- Strategic thinker with the ability to solve complex ambiguous problems with broad business impact
- Demonstrates agility in navigating changing market dynamics customer priorities and internal strategies while maintaining focus on long-term account objectives
- Exhibits sound judgment and courage to challenge assumptions address difficult issues directly and advocate for customer and company interests in complex high-stakes situations.
- Exceptional executive presence communication and presentation skills
- Strong business financial and data acumen with the ability to articulate ROI and value
- Highly collaborative able to lead cross-functional teams without direct authority
- Self-directed results-oriented and comfortable operating in a fast-paced evolving environment
- Willingness and ability to travel approximately 50% as needed
Required Experience:
Director
Key Skills
- Customer Service
- Customer Relations
- Account Executives
- Action Plans
- Data Collection
- Inventory Levels
- Account Management
- Customer Accounts
- New Customers
- Trade shows
- Internal Departments
- Order Entry
- Powerpoint
- Logistics
- Sales Support
About Company
Fortive Corporation Overview Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product d ... View more
