Strategic Account Executive – Government Services

Position Summary

The Strategic Account Executive, Government Services is responsible for driving revenue growth, capital equipment sales, fleet standardization initiatives, and strategic account development within the Veterans Health Administration (VHA), Department of Defense (DoD), and State Public Health markets. This role serves as the primary sales leader within the assigned territory, developing executive-level relationships, identifying capital opportunities, and positioning Agiliti's comprehensive portfolio of beds, therapeutic surfaces, rental solutions, equipment management services, and clinical engineering programs.

The Strategic Account Executive is accountable for achieving and exceeding sales objectives through new business development, expansion of existing accounts, and execution of enterprise-wide sales strategies that deliver measurable clinical, operational, and financial value to government healthcare customers.

Primary Objectives and Responsibilities

Sales Leadership & Business Development

• •The Government Services Strategic Account Executive is Agiliti's executive sales leader for Veterans Affairs, DoD, and State Government accounts, responsible for driving capital equipment sales, prosthetics growth, fleet standardization initiatives, government contracting strategy, and strategic account development.
• •This role is designed to drive growth of prosthetics programs and strategically position Agiliti solutions within Prosthetic and Sensory Aids Service (PSAS) departments, including development of relationships with Chiefs of Prosthetics and key clinical stakeholders.
• •Drive capital equipment, therapeutic surface, equipment management, and service revenue growth within assigned Federal and State Government healthcare accounts.
• •Develop and execute strategic territory plans focused on new business acquisition, customer expansion, and long-term account penetration.
• •Identify, qualify, develop, and close complex sales opportunities ranging from individual facility purchases to national standardization initiatives.
• •Build and maintain a robust sales funnel with a strong emphasis on capital equipment replacement cycles, strategic fleet modernization opportunities, and multi-year agreements.
• •Maintain accurate forecasting and pipeline management utilizing CRM and sales reporting tools
• •Partner with Territory Executives, Equipment Solutions Executives, Bed & Therapeutic Support teams, Program Managers, and Operations leaders to develop coordinated customer growth strategies.

Capital Equipment & Enterprise Sales

• •Lead efforts to position Agiliti as a strategic partner for bed fleet replacement, therapeutic surface conversion, equipment standardization, and lifecycle asset management programs.
• •Develop executive-level business cases demonstrating financial, operational, and clinical value to support capital purchasing decisions.
• •Drive enterprise-wide contracts, standardization initiatives, and system-level purchasing agreements across government healthcare systems.
• •Collaborate with OEM partners and internal stakeholders to maximize sales opportunities and accelerate market penetration.

Executive Relationship Management

• •Establish trusted relationships with Executive Leadership, Clinical Leadership, Procurement Organizations, Contracting Officers, VISN Leadership, Chiefs of Prosthetics, Biomedical Engineering, and key operational stakeholders.
• •Conduct executive sales presentations focused on improving clinical outcomes, patient safety, operational efficiency, and total cost of ownership.
• •Position Agiliti's National Rental, Service, and Equipment Management capabilities as a differentiated value proposition supporting long-term customer success.

Cross-Functional Collaboration

• •Partner closely with Sales, Operations, Program Management, Marketing, Clinical Services, and Corporate Leadership to develop and execute comprehensive account strategies.
• •Support proposal development, contract negotiations, and strategic responses to RFPs, RFQs, and other government procurement opportunities.
• •Serve as a government market subject matter expert, providing guidance on acquisition pathways, contracting strategies, and market trends.

Sales Performance

• •Consistently achieve or exceed annual revenue, capital sales, and profitability goals.
• •Maintain disciplined territory management practices and demonstrate a high level of sales activity, customer engagement, and opportunity progression.
• •Utilize consultative and Challenger-based selling methodologies to advance opportunities and create executive-level customer value.

Qualifications

• •Bachelor's Degree in Business, Healthcare Administration, Marketing, Clinical Sciences, or related field.
• •Minimum 5 years of healthcare sales experience with demonstrated success in capital equipment, medical device, clinical technology, or healthcare services sales.
• •Proven track record of achieving revenue growth and exceeding sales quotas in complex healthcare environments.
• •Experience selling to Federal Government healthcare organizations, including Veterans Affairs or Department of Defense preferred.
• •Experience with strategic account management, enterprise sales, and multi-stakeholder decision-making processes.
• •Knowledge of Federal acquisition processes, government contracting vehicles, and procurement strategies preferred.
• •Ability to travel up to 50%.
• •Valid driver's license and safe driving record required.

Knowledge, Skills, and Abilities

• •Demonstrated success selling high-value capital equipment, clinical technology, healthcare services, or enterprise solutions.
• •Strong executive presence with the ability to engage C-suite, clinical, operational, and procurement stakeholders.
• •Proven ability to identify, develop, and close complex sales opportunities involving multiple decision makers and long sales cycles.
• •Strong business acumen with the ability to articulate clinical, operational, and financial value propositions.
• •Exceptional relationship-building, negotiation, and presentation skills.
• •Advanced understanding of strategic account planning, territory management, and pipeline development.
• •Proficiency in consultative and Challenger-based selling methodologies.
• •Ability to develop executive business reviews, ROI models, and strategic growth plans.
• •Strong cross-functional leadership skills with the ability to influence internal and external stakeholders.
• •Knowledge of beds, therapeutic surfaces, equipment management, rental solutions, capital equipment, and healthcare technology preferred.
• •Results-oriented, highly competitive, and motivated to achieve ambitious sales goals.
• •Strong customer focus with a commitment to delivering exceptional customer experiences and long-term partnership value.

Success Measures

• •Capital equipment revenue growth
• •New business bookings
• •Enterprise agreement execution
• •Fleet standardization conversions
• •Therapeutic surface program growth
• •Pipeline development and forecast accuracy
• •Strategic account expansion
• •Customer retention and long-term contract growth

It is the policy of Agiliti to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender identity, sex, sexual orientation, national origin, age, physical or mental disability, genetic information, marital status, status as a veteran, military service, or any other characteristic protected by applicable federal, state, or local civil rights laws. In addition, Agiliti will provide reasonable accommodations for qualified individuals with disabilities. Agiliti strictly prohibits any form of retaliation against individuals who make good faith reports of alleged violations of this policy or who cooperate in Agiliti’s investigation of such reports. Affirmative Action Policy Statements

You may be required to obtain certain vaccinations, or provide proof of current vaccination status, base