Principal Account Executive

Healthcare Account Executive

Location: United States Work Arrangement: Remote

About the Role

Hyland is looking for a driven and relationship-focused Senior Account Executive to join our growing sales team. In this role, you'll be responsible for developing and maintaining meaningful relationships with new and existing customers and partners, with a clear focus on consistently meeting and exceeding sales goals. You'll combine strategic account planning with a trusted advisor approach - identifying opportunities, navigating complex sales cycles, and collaborating cross-functionally to close deals that create real value for our customers. If you're a self-motivated sales professional who thrives on building relationships and driving results, we'd love to connect.

Your Role Responsibilities? Here's What You'll Do.

Develop and execute a comprehensive sales plan to meet or exceed quota; identify and prioritize opportunities across moderate-to-high impact existing and potential customers or partners, and maintain accurate, real-time sales forecasting.
• Proactively build and expand relationships with customers, prospects, and partners; operate as a trusted advisor, develop a strong network across organizations, and research target customers to understand their technical and business needs.
• Partner with Sales Solution Engineers to develop and deliver compelling software demonstrations; engage internal specialists and support resources to advance opportunities through the sales cycle.
• Manage all customer account activity in the CRM; determine the viability of RFP requests and directly influence the development of winning, well-crafted responses.
• Develop the closing plan for accounts; engage internal leadership to lead negotiations and contracting, ensuring deals are closed on time and as forecasted; attend and actively contribute to trade shows and marketing events.
• Share best practice knowledge and contribute to the overall growth of the sales team; provide guidance and mentorship to fellow team members while maintaining a comprehensive understanding of market trends and expansion opportunities.

Technology Tools

• CRM & Opportunity Management Platforms (e.g., Salesforce)
• Microsoft Windows & Office Suite
• RFP & Proposal Management Tools
• Sales Forecasting & Account Planning Tools
• Collaboration & Communication Platforms

Role Essentials

• Bachelor's degree or equivalent experience, with demonstrated year-over-year sales generation success and significant experience as an Account Manager; strong knowledge and expertise in sales or relevant industry or technology solutions.
• Proficient in opportunity management, account planning tools, and CRM platforms; Microsoft Windows and Office proficient.
• Experience selling into the healthcare sector
• Strong ability to establish rapport, gain trust, and achieve consensus across multiple departments and leadership levels; excellent negotiating and influencing skills.
• Excellent oral and written communication skills that demonstrate a professional demeanor and the ability to interact with discretion and tact; highly organized and experienced at successfully multi-tasking.
• Self-motivated with the ability to manage work independently to completion; excellent collaboration skills applied within teams and across functions; up to 50% travel time required.

What We'd Like to See

• Experience managing complex, enterprise-level sales cycles with multiple stakeholders across technical and executive levels.
• Proven ability to develop and execute strategic account plans that drive measurable revenue growth and long-term customer relationships.
• Experience mentoring or coaching fellow sales team members, sharing best practices to elevate overall team performance.
• Familiarity with RFP processes and the ability to lead cross-functional teams in developing compelling, competitive proposal responses.
• Track record of successfully engaging in trade shows, industry events, and customer marketing activities to expand pipeline and brand presence.

Pay Transparency

Based on individual states' employment laws, the following details are provided to comply with relevant salary posting requirements: base salary range of $125,000 - $154,000 per year, eligible for benefits and variable compensation.

About Hyland

Hyland is the pioneer of the Content Innovation Cloud, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation. Hyland. All rights reserved.

Trusted by thousands of organizations worldwide, including many of the Fortune 100, Hyland's solutions create the foundation for a connected, agentic enterprise, where teams harness the power of AI to redefine how they operate and engage with those they serve. For additional information on Hyland's platform and services, please visit Hyland.com.

#HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do - whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
• Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company's solution; drive customer need and create opportunities
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Develop and maintain strategic internal working relationships to enhance sales execution
• Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
• Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
• Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
• Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
• Mentor, coach and influence other sales team members

• Bachelor's Degree or equivalent experience
• Significant experience as an Account Manager in a complex environment
• Deep knowledge and expertise in sales or relevant industry or technology solution
• Proficient in opportunity management and account planning tools
• Microsoft Windows and Office proficient
• Proven year-over-year sales generation success
• Excellent ability to establish rapport and gain the trust of others
• Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Excellent collaboration skills, applied successfully within team as well as with other areas
• Excellent at gaining consensus across multiple departments and leadership levels
• Excellent negotiating and influencing skills
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Up to 50% travel time required