Summary

The Director of Strategic Health System Partnerships is responsible for developing and expanding senior-level relationships across an assigned portfolio of the nation’s largest Integrated Delivery Networks (IDNs) and health systems. This leader develops enterprise growth strategies, leads complex multi-solution opportunities, and serves as a strategic partner for key customer relationships. As one of Agiliti’s National Account leaders, the Director partners with Sales, Business Development, Marketing, Clinical Consulting, Operations, Product Management, Finance, and Executive Leadership to accelerate growth across Agiliti’s products and services. The role also supports Business Development leaders responsible for assigned Group Purchasing Organizations (GPOs), helping align enterprise account strategies with GPO initiatives while supporting customer engagement and growth.

Job description

Position Summary

The Director of Strategic Health System Partnerships is responsible for developing and expanding senior-level relationships across an assigned portfolio of the nation’s largest Integrated Delivery Networks (IDNs) and health systems. This leader develops enterprise growth strategies, leads complex multi-solution opportunities, and serves as a strategic partner for key customer relationships. As one of Agiliti’s National Account leaders, the Director partners with Sales, Business Development, Marketing, Clinical Consulting, Operations, Product Management, Finance, and Executive Leadership to accelerate growth across Agiliti’s products and services. The role also supports Business Development leaders responsible for assigned Group Purchasing Organizations (GPOs), helping align enterprise account strategies with GPO initiatives while supporting customer engagement and growth.

Primary Objectives and Responsibilities

Serve as a strategic relationship leader for an assigned portfolio of IDNs and health systems, building relationships with health system leaders and key decision-makers.
Develop and execute enterprise account strategies that drive revenue growth, profitability, and market share.
Lead business reviews, enterprise negotiations, strategic customer planning, and complex sales opportunities involving BTS and MTM business units.
Identify enterprise growth opportunities across Agiliti products and services, with a focus on BTS and MTM, and coordinate internal resources to execute those opportunities successfully.
Partner with Regional Sales teams and Business Development leaders supporting assigned GPOs to align local execution, customer strategies, and senior-level engagement with enterprise objectives.
Develop value propositions focused on clinical, operational, and financial outcomes, while providing market intelligence and competitive insights that strengthen commercial strategy.
Collaborate with cross-functional leaders to develop customer-focused solutions, maintain accurate IDN membership details for pricing and billing, and address equipment or service issues that may affect patient care.
Represent Agiliti with senior-level customers, industry organizations, and healthcare forums, and provide Executive Leadership with updates on strategic accounts, market trends, and growth opportunities.

Qualifications

Bachelor’s degree in Business, Healthcare Administration, Finance, Marketing, or a related field required; MBA preferred.
8+ years of progressive experience in healthcare, medical technology, healthcare services, enterprise sales, or strategic account management.
Demonstrated success managing large IDNs and enterprise healthcare customers.
Proven ability to lead complex enterprise sales opportunities and senior-level negotiations.
Experience collaborating with Group Purchasing Organizations preferred.
Ability to travel approximately 50%.

Knowledge, Skills, and Abilities

Deep understanding of Integrated Delivery Networks, healthcare purchasing, and enterprise selling.
Strong financial and business acumen, including the ability to communicate ROI, value-based outcomes, and total cost of ownership.
Strong professional presence with exceptional relationship-building, negotiation, and communication skills.
Proven ability to influence across a highly matrixed organization and lead through collaboration.
Strategic thinking with a customer-focused, results-oriented leadership style.

Requirements

Bachelor’s degree in Business, Healthcare Administration, Finance, Marketing, or a related field required
MBA preferred
8+ years of progressive experience in healthcare, medical technology, healthcare services, enterprise sales, or strategic account management
Demonstrated success managing large IDNs and enterprise healthcare customers
Proven ability to lead complex enterprise sales opportunities and senior-level negotiations
Experience collaborating with Group Purchasing Organizations preferred
Ability to travel approximately 50%
Deep understanding of Integrated Delivery Networks, healthcare purchasing, and enterprise selling
Strong financial and business acumen, including the ability to communicate ROI, value-based outcomes, and total cost of ownership
Strong professional presence with exceptional relationship-building, negotiation, and communication skills
Proven ability to influence across a highly matrixed organization and lead through collaboration
Strategic thinking with a customer-focused, results-oriented leadership style

Benefits

Medical Insurance
Dental Insurance
Vision Insurance
Short-Term Disability
Long-Term Disability
Flexible Spending Accounts
Health Savings Accounts
Life Insurance
Paid Time Off
401(k) With Employer Match
Employee Discounts
Tuition Reimbursement
Daily Pay Program
Employee Assistance Program
Wellness Programs

Company overview

Agiliti is a leading medical equipment management company founded in 1939 and headquartered in Eden Prairie, Minnesota. With over 5,500 dedicated professionals, the company specializes in providing comprehensive medical equipment solutions and services to healthcare facilities across the United States. Agiliti operates as a critical partner to more than 10,000 customers, including acute care facilities, integrated delivery networks, government agencies, and medical device manufacturers. The company's core business revolves around ensuring that essential medical equipment is always ready and available for patient care, from emergency rooms to operating rooms. Agiliti maintains a nationwide network of 130+ service centers and operates 24/7 to deliver equipment management, rental services, repair, and maintenance solutions. Their expertise spans across various medical equipment categories, including hospital beds, support surfaces, ventilators, and specialized medical devices. The company has expanded its offerings to include innovative oncology technologies and prostate cancer treatment solutions, demonstrating its commitment to advancing healthcare delivery. Agiliti's ISO 13485:2016 certified operations ensure the highest quality standards in medical equipment management, making them a trusted partner for healthcare providers seeking to optimize clinical outcomes while improving economic efficiency.