Sales Account Manager (Medical Imaging)

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Title: Customer Account Manager\\ (ACE 2)<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/p>Team: Sales<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/p>Location: Remote or Hybrid with\\ proximity to one of our hubs (Burlington, Waterloo, Houston)<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/p>About the\\ Role<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h1>The Customer Account Manager,\\ internally referred to as an ACE, owns the total commercial relationship for\\ Mach7's installed base within an assigned region and is accountable for\\ protecting and growing that business. This is a quota-carrying sales role, not\\ a support or service role. <\\/span><\\/span><\\/span><\\/span>As a mid-level ACE, you\\ independently manage a portfolio of customer relationships, lead renewals and\\ expansion opportunities, and develop net-new business within your territory.\\ You bring sound commercial judgment, working knowledge of healthcare technology,\\ and the ability to coordinate cross-functional teams around customer outcomes.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/p>Mach7 customers are health\\ systems, academic medical centers, imaging centers, radiology and pathology\\ groups, and government health organizations. These are multi-year,\\ multi-stakeholder, clinically consequential relationships. The ACE is the\\ single commercial point of accountability for those relationships in-region.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/p>What\\ You'll Do<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h1>Renewals and Retention: 40%\\ of focus<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h2><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span>Own the renewal forecast for\\ assigned accounts and maintain a rolling 12-month renewal calendar with clear\\ next steps, risks, and decision timelines.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span>Initiate renewal conversations\\ well ahead of contract expiry and coordinate internal resources to keep\\ agreements on track.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Lead commercial negotiations on\\ standard and moderately complex renewals, including pricing, term length,\\ uplift, scope, and service levels, in partnership with Deal Desk, Finance, and\\ Legal.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span>Identify at-risk accounts using\\ product usage, support trends, stakeholder changes, and competitive activity;\\ develop and execute written retention plans.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Build trusted relationships with\\ customer leaders and frontline stakeholders, ensuring each account has an\\ active executive sponsor and documented engagement plan.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/ul>Account Growth and Expansion:\\ 35% of focus<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h2>Maintain account plans for\\ assigned customers, including stakeholder maps, current footprint, whitespace,\\ competitive landscape, technical profile, and a 12 to 24 month expansion\\ roadmap.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Develop and close expansion\\ opportunities across the Mach7 portfolio, including additional modules, service\\ lines, facilities, storage, viewer seats, cloud migration, and professional\\ services.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Lead structured business reviews\\ and strategic check-ins that connect Mach7 outcomes to the customer\\u2019s clinical,\\ operational, and financial goals.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Recognize expansion triggers,\\ including acquisitions, affiliations, new facilities, workflow changes, and\\ technology modernization initiatives.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span><\\/span>Cultivate customer references,\\ case studies, peer connections, and other opportunities that strengthen the\\ broader go-to-market organization.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/ul>New Logo Development in\\ Territory: 25% of focus<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h2>Build and manage a net-new\\ pipeline within the assigned region, prospecting into healthcare organizations\\ that are a strong fit for Mach7.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Partner with Marketing on regional\\ campaigns, events, and inbound lead follow-up, progressing qualified\\ opportunities through the sales process.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Collaborate with channel partners,\\ solution consultants, and internal subject matter experts on partner-sourced\\ and partner-influenced opportunities.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Contribute to RFPs, RFIs, and\\ public-sector tenders by coordinating input from Product, Security, Legal, and\\ Solution Consulting.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li>Develop competitive positioning\\ and value-based business cases to support opportunities against incumbent PACS\\ and VNA vendors.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/span><\\/li><\\/ul>Territory, Forecast, and\\ Cross-Functional Execution<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/h2>Maintain an accurate weekly\\ forecast across renewal, expansion, and new-logo opportunities, with defensible\\ close dates, next steps, and risk assessments.<\\/span><\\/span><\\/span><\\/span> <\\/span><\\/span><\\/…