The Director of Strategic Accounts at Omnicell leads a high-impact business unit generating over $50M annually. This role is central to Omnicell’s mission to transform its sales approach, fostering deep, solution-oriented relationships with healthcare systems. You will champion innovation, drive revenue, and lead a talented team of sales professionals to deliver results.

Key Responsibilities:

Transformational Leadership:

Spearhead the transition to a strategic solution-selling model by setting a clear vision and engaging the team in achieving shared goals.  Guide and develop a team of 5-8 Strategic Account Executives, fostering a growth mindset and cultivating a culture of accountability.  Inspire innovation by empowering the team to challenge the status quo and propose creative solutions that drive customer success.

Client-Focused Strategy:

Partner with health system leaders to co-develop tailored solutions that align with their organizational goals and deliver measurable value. Present compelling ROI analyses and ensure clients understand the impact of Omnicell’s solutions on their strategic objectives.  Actively engage with clients to resolve conflicts, address barriers, and build long-term, trusted partnerships. 

Sales Excellence:

Manage all aspects of the sales cycle, ensuring seamless execution from initial engagement to deal closure.  Maintain focus and perseverance in achieving objectives, even in the face of ambiguity or challenges.  Optimize pricing strategies and deal structures to maximize profitability while meeting customer needs. 

Collaboration and Innovation:

Work cross-functionally with Professional Services, Marketing, Legal, and other teams to deliver comprehensive and integrated solutions. Advocate for customer needs internally, driving product and service improvements that enhance the client experience.  Foster an inclusive environment where diverse ideas and perspectives are valued and leveraged to drive success.

Leadership Development:

Invest in the professional growth of your team through mentoring, coaching, and providing opportunities for learning and development.  Establish clear performance metrics and celebrate achievements that contribute to team and organizational success. Create a safe space for team members to take risks, learn from failures, and grow into future leaders.

Required Skills and Experience:

Bachelor’s degree or equivalent experience in strategic account management. Demonstrated success in managing high-value accounts and driving significant revenue growth. Strong ability to influence and build trust with executive stakeholders. Exceptional analytical, communication, and negotiation skills.

Preferred Qualifications:

MBA or advanced degree in business or healthcare management. 3+ years of leadership experience with a focus on solution selling in healthcare or technology. Experience leading sales teams through organizational change. In-depth knowledge of healthcare systems and capital equipment sales.

Work Environment:

70% travel required for client engagement and team leadership. Remote role with flexibility for managing across diverse time zones.