Enterprise Account Executive

Enterprise Account Executive, Healthcare (West Coast)

Location: Remote, West Coast (ideally California)
Territory: West Coast, primarily CA
Partners closely with: BDR team, Pre-Sales, Marketing, Partner Account Managers

About the Company

Our client is a top-tier master data management (MDM) leader recognized in the Gartner Magic Quadrant, focused on helping enterprise organizations clean up the conflicting data spread across their main systems, so their operations, analytics and AI run on data they can trust.

What You'll Do

• Own the West Coast healthcare territory end to end: target accounts, partner relationships and a pipeline built quarter by quarter.
• Build pipeline through your own relationships, the BDR team, Marketing, partners and Microsoft co-selling. Meet weekly with BDRs and Partner Account Managers, and every two weeks with key partners.
• Run discovery and strategy sessions that find the business problem, put a number on its impact and link it to our value. Then help your champion make that case to executive leadership.
• Lead every deal. Set the winning themes, the competitive strategy and the plan for reaching decision-makers. Guide your wider team (Pre-Sales, leadership, partners) through rehearsals and customer meetings.
• Qualify and run deals with MEDDPICC. Update Salesforce and Clari daily, move every opportunity forward each month and forecast within 15%.
• Build strong relationships with Microsoft's Business Applications and Data & AI teams, especially those covering healthcare, so they understand the joint offering and bring you into deals.
• Take a "give to get" approach: give customers real value throughout the sales cycle in exchange for access, and build more contacts in each account.
• In your first 90 days, learn company's positioning, competitors and sales process, shadow live deals and build your territory and account plan with leadership.

Who You Are

• You consistently beat quota, own the details and move with urgency.
• You've sold enterprise software to health systems, providers and/or payers. You know how they buy: long sales cycles, buying committees, IT and operations stakeholders, and security and compliance reviews.
• You've sold business applications, data management or analytics platforms, not infrastructure or services.
• You sell on outcomes (more revenue, lower costs, less risk), not features. You present with polish to executives, in person and in writing.
• You know modern IT and data architecture well enough to sketch typical systems and data flows on a whiteboard, and you want to become an MDM expert.
• You live on the West Coast, ideally in California, and already have relationships in the region's healthcare market.
• Experience in the Microsoft ecosystem (Azure, Fabric, Purview, Dynamics) and co-selling with partners is a strong plus.
• You do well in a fast-paced environment and know how to spend your time, and your team's, where it counts.