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Wolters Kluwer Senior Major & Strategic Account Executive in Waltham, Massachusetts

Responsible for generating revenue within an organizational unit by closing major account sales often through face-to-face contact. Major accounts are named accounts critical to the company in terms of market share growth and other business goals. Usually sells to and services one to two key accounts. Often responsible for complex sales, and difficult to close sales. Assists management in devising major account sales plans and strategies. Operates under minimal supervision, with wide latitude for independent judgment.

Our solutions make a difference – and so do our people.

Clinical Effectiveness (CE) – a market-leading, mission-driven business unit of the global Wolters Kluwer Health entity – is seeking an experienced National Account Manager to continue driving growth in their largest health systems within the healthcare provider marketplace across the US.

If you have a passion for improving care for patients around the world, a drive to succeed and exceed quota, and are interested in working for a global market leader we encourage you to learn more about this role.

As a National Account Manager for CE, you’ll connect directly with members of the C-suite and other key decision-makers across our largest hospital and health system customers, as well as work closely with internal teams to ensure continued satisfaction and growth within this important customer segment.

Why join Wolters Kluwer?

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider that meets the critical needs of more than a million doctors, nurses, and pharmacists every day as they work on the front lines of clinical care.

Our talented team of physician editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that help clinicians provide optimal care for their patients by measurably improving clinical effectiveness.

Its industry-leading solutions include UpToDate and a suite of clinical drug information offerings. UpToDate is trusted by over one million clinicians in more than 170 countries to help them make evidence-based, on-the-spot decisions regarding treatment of their patients. More than 60 research studies show UpToDate helps improve patient care and hospital performance, including reduced lengths of stay, fewer adverse complications, and lower mortality.

CE’s clinical drug information offerings include the industry-leading solutions of Lexicomp, Medi-Span, and Facts & Comparisons, which provide aligned medication decision support, including both EMR-integrated drug data and point-of-care drug reference information. Impacting more than 13 million lives a day, these solutions help save time, reduce medication errors, and enhance patient outcomes for thousands of hospitals and health systems, top-grossing retail pharmacies and health insurance payers, and tens of thousands of individual clinicians worldwide.

Position Overview:

The National Account Manager is responsible for managing renewals as well as upsell opportunities within our largest health system customers. Using a value-driven, relationship-based solution sales model centered on highlighting tangible value for our clients, the National Account Manager will secure new business by partnering with our Territory Sales reps, Inside Sales, Sales Operations, and Customer Success Teams on the following:

  • Identifying target opportunities, building relationships with stakeholders and key decision makers, and determining opportunity accountability & responsibilities by role for active selling phase

  • Developing a customized product solution proposal, and conducting product demos

  • Coordinating with internal support teams for timely contract creation, terms and conditions development, quoting, and modifications

  • Closely managing the deal through closure, keeping management informed of any risks or delays

The Account & Relationship Management Exec will also work to retain and create cross-sell/up-sell opportunities in the existing customer base. This includes:

  • Conducting regular account review meetings; reviewing account utilization management reporting to provide recommendations

  • Overseeing contract renewals

  • Collaborating with marketing in account communications planning and marketing campaigns

  • Collaborating with our Customer Success team to ensure customers are receiving the best customer experience possible.

Job Qualifications


  • Bachelor’s degree or equivalent is required; MBA preferred


  • 5+ years in a field sales role

  • Demonstrated ability to build relationships with and present to key decision-makers of hospitals and health systems

  • Proven track record of coordinating with Inside Sales representatives to advance opportunities in in territory

  • Excellent account management skills and ability to manage external and internal business priorities

  • Ability to demonstrate and communicate value of sophisticated and complex products/technologies

  • Highly motivated, with proven ability to over-achieve individual and team-based targets

  • Ability to construct, present and execute a Territory Business Plan

  • Excellent analytical, listening and presentation skills

  • Effective time management and prioritization skills

  • Exceptional verbal and communication skills

  • Excellent administrative and organizational skills and process-orientation

  • Expertise in Microsoft product suite and Salesforce preferred

Travel requirements

  • Ability to travel up to 60%


Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.