Strategic Account Manager - Stellarus, Sr. Principal

About the role

The Customer Experience organization is responsible for ensuring Stellarus’ most critical customers achieve measurable, sustained value from the platform and maintain long-term trust and partnership with the company. The Senior Principal, Strategic Account Manager is a senior individual contributor role accountable for the strategic, commercial, and executive level management of Stellarus’ most valuable and complex customer relationships with flagship health plans.

Responsibilities

• Strategic Account Ownership (Enterprise Scope)

• Own the overall strategic direction, health, and long-term success of Stellarus’ highest value customer accounts.
• Develop and maintain multiyear account strategies aligned to customer business priorities, Stellarus’ platform roadmap, and enterprise growth objectives.
• Cultivate long-term, high-value partnerships that extend beyond individual initiatives to sustain enterprise collaboration.

• Executive & C Suite Engagement

• Act as Stellarus’ senior executive representative to strategic customers.
• Build and sustain trusted relationships with senior executives and C suite leaders, including CEOs.
• Lead executive business reviews, strategic planning sessions, and executive level negotiations.
• Communicate progress, insights, risks, and future direction clearly to executive audiences on both sides.

• Commercial Value Realization and Solution Adoption

• Ensure strategic customers achieve measurable, sustained outcomes from Stellarus solutions.
• Develop a deep understanding of customer workflows, challenges, and strategic priorities.
• Guide solution adoption and value realization in partnership with Customer Experience, Product, Technology, Clinical, and Operations teams.
• Proactively identify opportunities to enhance customer value through optimization, expansion, or new use cases.

• Commercial Strategy, Retention & Growth Partnership (Non-Sales)

• Lead complex commercial negotiations for strategic accounts, including renewals, expansions, and new strategic initiatives.
• Collaborate with Sales, Legal, Finance, and executive leadership to structure pricing, scope, and contractual terms.
• Support renewal preparation by providing executive level account insights, value realization outcomes, and relationship context.
• Surface and shape growth opportunities aligned to customer needs while remaining accountable for customer trust and long-term partnership health.

• Cross Functional Leadership & Customer Advocacy

• Serve as the enterprise voice of the customer, translating insights into actionable guidance for Product, Technology, and Market Strategy teams.
• Influence prioritization of features, enhancements, and roadmap decisions for strategic accounts.
• Lead cross functional account teams accountable for delivering exceptional, consistent customer experience.
• Identify, manage, and escalate risks that could materially impact customer outcomes or enterprise performance.

• Governance, Planning & Change Leadership

• Guide integration planning, roadmap discussions, and change management efforts with internal teams and customer stakeholders.
• Establish and operate appropriate governance models for complex, multi-stakeholder accounts.
• Communicate value and impact clearly to technical, clinical, operational, and executive audiences.

Qualifications

• Bachelor’s degree or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree.

• 12 years of experience in strategic account management, customer success, healthcare consulting, or related roles within:

• A health plan or payer organization
• A healthcare or enterprise technology company
• Another large, complex, regulated enterprise

• Proven success building and sustaining trusted relationships with C suite and senior executive stakeholders.

• Strong understanding of health plan business operations; experience with clinical, technical, or product workflows preferred.

• Demonstrated experience partnering with Product and Technology teams to support solution delivery, integration, and enhancement.

• Ability to synthesize complex information and communicate compelling narratives to diverse audiences.