Director, Government Accounts (Military experience required)

About the role

The Director of Government Accounts will lead the strategy and execution of sales initiatives across United States government agencies. This role is focused on identifying high-value opportunities, strengthening pipeline performance, and guiding cross-functional teams to deliver integrated solutions that support revenue growth and long-term partnerships.

Responsibilities

• Analyze and quantify United States government market potential, assess market conditions and prioritize agency targets through formal and informal methods
• Lead the identification, exploration, and analysis of new government opportunities, and develop specific sales strategies and business initiatives that support the achievement of growth objectives
• Develop and apply methodology to identify high potential government agency targets with highest win probability for Elsevier Clinical Solutions
• Serve as the cross channel sales team leader and process owner for all government opportunities and engagements, and communicate deal status to all key internal stakeholders regarding next steps to drive sales process forward
• Drive improvements in number of government engagements, strength of pipeline, and close rates
• Demonstrate strong analytical, organizational, and leadership skills to motivate and lead cross channel government sales teams to maximize incremental revenue stream from government agencies
• Build peer support and strong internal company relationships with all key stakeholders
• Develop cooperative relationships with executive management, sales leadership, and other sales and support personnel

Requirements

• Strong background and knowledge of US healthcare industry
• Prior or current military experience
• Experience selling to the federal government, including complex products
• Demonstrated track record of closing multi-product, multi-year enterprise sales agreements at the agency level
• Expertise in industry trends, government agency provider business model, enterprise deal structure, and contract negotiations
• Proven ability to develop and manage complex, multi-faceted executive sales process
• Pre-existing contact base with clinical and strategic decision makers at multiple government agencies
• Detailed understanding of government agency sourcing process at the enterprise and local level