National Account Director

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 Provation’s 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 IDN’s 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 growth—earning trust, driving adoption, and expanding long-term value through collaboration, insight, and disciplined execution.

Key Responsibilities

1. Trusted Partnership & Strategic Account Leadership

• Serve as the primary strategic advisor and commercial quarterback for assigned National IDN accounts
• Develop deep understanding of each IDN’s 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

1. 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

1. 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

1. 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 IDN’s 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

1. 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

1. 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

1. 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

• Bachelor’s 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

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Provation

Provation is a leading provider of healthcare software and SaaS solutions for clinical productivity, care coordination, quality reporting, and billing. Our purpose is to empower providers to deliver quality healthcare for all. Provation’s comprehensive portfolio spans the entire patient encounter, from pre-procedure through post-procedure, with solutions for physician and nursing documentation (Provation® MD, Provation® Apex, MD-Reports, Provation® endoPRO®, and Provation® MultiCaregiver), anesthesia documentation (#1 Best in KLAS Provation® iPro), patient engagement, surgical care coordination, quality reporting, and billing capture (Provation® SurgicalValet™), order set and care plan management (Provation® Order Set Advisor™ and Provation® Care Plans), and EHR embedded clinical documentation (Provation® Clinic Note). Provation has a loyal customer base, serving more than 5,000 hospitals, surgery centers, and medical offices, and 700 physician groups globally, including 19 of the top 20 U.S. hospitals. In 2021, Provation was acquired by Fortive Corporation, a Fortune 1000 company that builds essential technology and accelerates transformation in high-impact fields like workplace safety, engineering, and healthcare. For more information about our solutions, visit provationmedical.com and follow us on Twitter, Facebook, and LinkedIn. Our purpose at Provation is to empower providers to deliver quality healthcare for all. To deliver on this commitment, we’re guided by our core values – Provation has a culture of CARES:Community - We have a shared sense of improving healthcare, enriching the broader world we live in and serve. Accountability - We own it and get it done with integrity. Respect - We build diverse teams that collaborate and communicate with positive intent and trust. Excellence - We welcome new ideas as we innovate quality solutions. Service - We are passionate about putting customers first.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 204600 - 380600