Senior Account Executive, Diversified at Definitivehc · LumiJobs

Responsibilities

We’re looking for a seasoned Senior Account Executive to own retention and growth across a portfolio of our largest and most complex existing Diversified accounts. You’ll serve as the executive-level trusted advisor to strategic, multi-division clients, lead complex renewal and expansion programs, and help raise the standard for account management across the team, supported by Solutions Consultants, Customer Success, and Sales Development.
You’ll own the full lifecycle of a named portfolio of large, strategic existing Diversified accounts spanning Strategic organizations. These relationships often span multiple business units, products, and buying groups, and the challenges (competitive threats, budget pressure, customer reorganizations, multi-year renewals) rarely have a standard answer. You’ll determine the account strategy, lead cross-functional account teams, and work with Solutions Consultants, Customer Success Managers, Sales Development Representatives, and Product to deliver value and growth. This is an excellent opportunity for a seasoned, strategic account leader ready to own our most complex client relationships within a high-growth healthcare commercial intelligence company!
Own retention and expansion revenue for a portfolio of large, strategic Diversified accounts, meeting and exceeding retention and growth targets year over year.
Build and lead Strategic Account Plans that span multiple business units, products, and stakeholder groups, tied to client objectives and measurable KPIs, and refresh them as client priorities change.
Develop and sustain executive relationships, from end users to C-suite and senior commercial leaders, across divisions, therapeutic areas, and functions (Sales, Marketing, Commercial Operations, Market Access, Business Development).
Act as a trusted advisor, helping clients connect healthcare commercial intelligence to their evolving go-to-market strategy and business outcomes.
Resolve complex, ambiguous account situations, such as at-risk renewals, competitive displacement threats, budget compression, customer mergers or reorganizations, and adoption gaps, determining the right approach when established solutions don’t fit.
Identify and lead large expansion opportunities, including cross-sell and up-sell across divisions, therapeutic areas, and products, in partnership with Customer Success, Solutions Consultants, and Sales Development.
Lead renewal and expansion negotiations, including with Legal, Finance, and Procurement stakeholders, and close multi-year, multi-division agreements.
Use sound commercial judgment on pricing, margin, and contract structure when shaping proposals and negotiation strategy, engaging Sales leadership and Finance on exceptions beyond established guidelines.
Lead cross-functional account teams (Solutions Consultants, Customer Success, Product, Legal, and Finance) to align on account strategy and deliver client value.
Lead value engineering and ROI conversations tailored to each account’s business case, and present results in executive business reviews.

Senior Account Executive, Diversified

Responsibilities

Benefits

Company

Definitivehc

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