Strategic Account Executive, Federal Health

About this role

GENERAL SUMMARY: The GHX Strategic Account Executive – Federal Health is responsible for selling and capturing complex supply chain software solutions within federal health agencies including the Defense Health Agency (DHA), Defense Logistics Agency (DLA), and Indian Health Service (IHS). The SAE-F leads full-cycle capture efforts, managing both new business pursuit and expansion within existing federal accounts to achieve a growth billings quota.Successful candidates will have a deep understanding of federal health agency procurement processes, federal acquisition regulations (FAR/DFARS), and the unique supply chain challenges facing these agencies. They will identify mission-critical pain points and clearly demonstrate how GHX solutions deliver measurable value. Candidates must be skilled at navigating complex governmental organizational structures and influencing senior SES, program office, and agency leadership decision makers.

KEY RESPONSIBILITIES

• Develops and executes capture strategies for DHA, DLA Medical Troop Support, and IHS, building multi-year account plans to achieve annual quota across new logo and expansion opportunities.

• Manages all aspects of federal account relationships and triages issues across GHX internal stakeholders, including finance, legal, compliance, contracts, support, and implementation.

• Positions GHX solutions with senior SES leaders, agency program officials, and contracting officers to secure mission-level buy-in.

• Conducts thorough needs discovery, translates mission requirements into ROI-driven business cases, and aligns GHX solution capabilities to agency objectives and budget cycles.

• Presents the GHX value proposition against status-quo operations and competing solutions, quantifying mission impact and total cost of ownership within federal acquisition contexts.

• Refines federal-specific messaging, response templates, and capture tools needed to win competitive solicitations and sole-source opportunities.

• Conducts Strategic Business Reviews with federal customers to expand utilization, identify additional mission challenges, and protect incumbent position.

• Proactively advances the acquisition process, manages federal fiscal year budget cycles, and coordinates timely proposal delivery.

• Identifies, cultivates, and expands strategic alliances with System Integrators, consulting firms, and complementary technology and services vendors to deliver integrated, team-based solutions.

• Applies competitive strategies to protect incumbent accounts and penetrate competitor-held accounts within DHA, DLA Medical Troop Support, IHS, and adjacent federal health agencies.

• Stays current on federal health IT modernization initiatives and the competitive federal health landscape.

KEY DUTIES

• Builds and maintains a federal health pipeline through market research, agency outreach, industry days, RFI responses, sources-sought participation, and partner/channel engagement.

• Leads or supports capture management activities including competitive intelligence, win theme development, teaming strategy, and price-to-win analysis.

• Develops solution proposals and responses to RFPs, RFQs, and task orders across GHX product and service offerings.

• Tracks and reports federal sales opportunities and forecasts within Salesforce.com.

• Thoroughly qualifies all federal leads using capture discipline.

• Collaborates with Product Management, Engineering, Legal, Contracts, Customer Support, and GHX leadership to ensure federal compliance requirements are met and customer expectations exceeded.

• Continually develops knowledge of federal procurement mechanisms (GSA Schedules, IDIQs, OTAs, BPAs) and GHX product capabilities.

KEY COMPETENCIES

• Demonstrated product and technical mastery, with the ability to translate GHX capabilities into federal mission outcomes.

• Strong business acumen and consultative capture and enterprise solution selling skills within the federal market.

• Excellent interpersonal, presentation, negotiation, and closing skills with demonstrated success building and sustaining federal customer relationships.

• Self-motivated and results-oriented, with clear focus on driving mission value for the customer and measurable business results for GHX.

• Ability to collaborate with internal GHX resources and external teaming partners to close federal sales.

• Effective time management across multiple simultaneous capture efforts and proposal deadlines.

• Ability to fluently navigate both the mission side (clinicians, program managers, supply chain leads) and the acquisition side (contracting officers, KOs, legal) of a federal deal.

• Understands federal acquisition organizations, buying cycles, and appropriations processes.

• Proven ability to develop and scale a partner ecosystem.

REQUIRED EXPERIENCE

• Minimum of 8 years of sales experience with at least 5 years selling complex technical solutions into federal health agency accounts (DHA, DLA Medical Troop Support, IHS, or similar).

• Demonstrated knowledge of federal procurement processes including FAR/DFARS, GSA Schedules, OTAs, and IDIQ/GWAC vehicles.

• Demonstrated success managing large, complex federal accounts while meeting and exceeding annual sales quotas.

• Experience leading or contributing to formal capture efforts including opportunity qualification, competitive analysis, and proposal development.

• Ability to articulate and sell a complete solution with emphasis on mission alignment.

• Excellent written and verbal communication skills for both federal customers and internal audiences.

• Self-starter requiring minimal direction in an ambiguous, long-cycle sales environment.

• Proven effectiveness working cross-functionally in a collaborative environment.

• Willingness to travel up to 50%, including to federal agency sites and conferences.

• Proficiency in MS Office Suite and SalesForce.com.

PREFERRED QUALIFICATIONS

• Deep federal health agency…