Strategic Account Executive - Distribution & Channel Partners
Strategic Account Executive – Distribution & Channel Partners Location: Remote Department: Medication Adherence Reports to: Director, Market Development Why Join Omnicell? We are looking for a Strategic Account Executive to join our team who is passionate about building long-term relationships and driving growth within the healthcare industry. This position focuses on developing connections with key business executives and stakeholders in assigned customer portfolios. The SAE will work towards increasing Omnicell's footprint and market share while achieving annual quota targets. This involves managing new, and/or existing business, supporting industry partners, and leveraging Omnicell’s solutions to address operational and organizational challenges. Successful candidates will collaborate closely with sales team members, product, and internal support resources, ensuring customer satisfaction and fostering growth. What You’ll Do As a Strategic Account Executive, You Will
- Demonstrate an understanding of industry drivers and trends that impact our customers and drive their business.
- Manage and grow key distributor and reseller accounts, serving as the primary point of contact for large distribution partners operating across the US, Canada, and APAC. In this capacity, you will maintain full ownership of the account lifecycle – spanning initial onboarding and contract negotiations, through to quarterly business reviews, ongoing contract management, and long-term strategic growth planning.
- Drive GPO partnership engagement, working to maximize the utilization and visibility of our portfolio within GPO channels, identifying opportunities to expand our presence and strengthen program performance.
- Build and sustain relationships with key industry channel partners and organizations, ensuring Omnicell Medication Adherence is properly represented and positioned within the respective areas of focus.
- Identify and pursue strategic growth opportunities by staying attuned to market trends, partner needs, and competitive dynamics across your territory. You will collaborate cross-functionally within internal teams – including product, marketing, and operations – to align resources and deliver on account objectives.
Who You Are You are a strategic, relationship-driven sales professional who thrives in complex environments and is motivated by meaningful impact in healthcare.
Minimum Qualifications
- Bachelor’s Degree and 4 years of account management/relevant sales experience OR High School Diploma and 6 years of account management/ relevant sales experience.
- Strong negotiation and contract management capabilities.
- Proven ability to influence C-suite and senior executive decision-makers.
- Strong presentation and public speaking skills, with experience presenting to both internal stakeholders and external customers.
- Willingness and ability to travel 25-50% as needed.
Preferred Qualifications
- Experience managing complex, high-value accounts across a national customer base.
- Understanding of relevant Omnicell products/services/solution offerings for Long Term Care (LTC) or institutional pharmacy.
- Strong negotiation, conflict management, and customer service experience; experience acting as the issue resolution liaison for the customer.
- Experience working with wholesaler, distributor or reseller accounts
How You’ll Elevate at Omnicell About At Omnicell, success isn’t just about what you achieve—it’s about how you achieve it. We embed Elevate Behaviors in everything we do. As a Strategic Account Executive, you will:
- Collaborate – Build strong networks, share knowledge, and foster partnerships that drive results.
- Inspire – Influence, engage, and motivate those around you to create a high-performing, inclusive culture.
- Develop – Embrace continuous learning and actively support the growth of yourself and others.
- Execute – Set clear priorities, take ownership of outcomes, and deliver on commitments.
- Impact – Drive innovation, challenge the status quo, and align business goals with customer success.