Director Strategic Accounts

Overview
We're seeking a high-impact Director of Strategic Accounts to lead growth and retention efforts across a portfolio of top-tier multinational customers (~$35M+ annual revenue).

This role drives go-to-market strategy, cross-functional collaboration, and operational excellence to expand our global reach across the portfolio of customers.

You will develop deep executive relationships, unlock revenue through strategic deal structuring and pricing, and deliver integrated, cross-business solutions that align with industry trends.

Key Responsibilities


* Own full accountability for revenue and growth targets across strategic account portfolio.

Drive pricing strategies, renewal playbooks, and risk mitigation planning.


* Own and grow C-suite relationships to drive joint planning and innovation


* Develop and execute strategic account plans focused on retention, revenue growth, margin expansion, and cross-business unit (XBU) sales


* Lead and execute timely global contract negotiations, pricing strategies, and complex deal structuring


* Lead high-complexity deal structuring across global accounts, ensuring alignment with strategic objectives, margin targets, and risk tolerance.


* Deliver professional, data-driven QBRs to meet client expectation while uncovering strategic opportunities


* Identify key market trends and industry growth areas in targeted segments to providing leadership with quality information for the decision process around growth opportunities,


* Drive integrated demand planning, forecasting, and pipeline management


* Champion internal collaboration to resolve operational or quality issues


* Serve as the customer advocate to influence service innovation and business priorities


* Partner across Operations, Quality, Finance, and Sales Ops to ensure seamless service delivery

Qualifications

Education & Experience


* Bachelor's degree in Business, Life Sciences, or related field required; MBA preferred


* 10+ years in strategic sales or account management, ideally in healthcare or life sciences


* Proven success managing large, global multi-national accounts in a complex B2B environment


* Background in sterilization services, operations, or quality assurance is a plus

Skills & Attributes


* Executive presence and exceptional communication skills


* Strategic mindset with strong business acumen and analytical ability


* Skilled in high-stakes negotiations and complex contracting


* Able to leverage market understanding to improve financial and customer outcomes.


* Able to drive collaboration as a strategic advantage through strong leadership across a matrixed, cross-functional setting


* Proficient in CRM tools, forecasting, and problem-solving


* Willingness to travel ~30%

The name Sotera Health was inspired by Soteria, the Greek goddess of safety, and reflects the Company's unwavering commitment to its mission, Safeguarding Global H...