Regional Strategic Account Manager, Health Systems

Quick Facts

• Role: Regional Strategic Account Manager, Health Systems

• Location: Remote (USA) – Open Position

• Base Pay Range: $151,800 - $208,750 (annualized; varies by geography and other factors; excludes benefits/bonus/commission/equity)

• Travel: Up to 50% within territory

• Hybrid Work Model: Onsite Mondays, Tuesdays, and Thursdays for U.S. employees within 50 miles of a Guardant facility; other days support work-from-home

Description

Regional Strategic Account Manager, Health Systems will expand adoption of Shield and Guardant’s broader portfolio across prioritized Regional IDNs and Organized Customer Groups. The role leads enterprise growth by building and executing strategic account plans, engaging C/D-suite and senior clinical/operational leaders, and coordinating cross-functional teams to deliver scalable implementation and measurable outcomes. This is a consultative, outcomes-oriented position focused on driving diagnostic adoption through workflow and integration enablement while operating with strong integrity and compliance.

Responsibilities

• Develop and execute multi-year strategic account plans across assigned health systems, including stakeholder mapping, opportunity sizing, prioritization, and cross-functional execution rhythms.

• Build relationships with enterprise decision-makers and influencers (C/D-suite, service line leaders, population health, quality, finance, operations, IT) and align Guardant solutions to strategic priorities.

• Drive Shield adoption and scale through health system enablement: clinical workflow development, EMR integration support, pilot design/execution, metric definition, and enterprise rollout.

• Identify gaps in care delivery and operational barriers to adoption; translate insights into solution strategies that support transformative change and measurable impact.

• Lead QBRs/MBRs with defined performance metrics to track progress, quantify value, and evolve expansion plans.

• Coordinate with internal teams (Medical, Market Access, Implementation, Informatics/IT enablement, Marketing, Sales Ops, Legal/Compliance) to ensure aligned, compliant execution.

• Maintain fluency in market dynamics shaping health system decisions, including policy trends, quality frameworks, value-based care progression, and risk-based contracting structures (e.g., ACO/shared savings, capitation/global budgets, bundled payments, Medicare Advantage risk, commercial value-based contracts).

• Meet or exceed goals with strong CRM discipline, forecasting accuracy, teamwork, and adherence to best-practice playbooks.

• Represent Guardant’s mission, culture, and values to internal and external stakeholders.

• Adhere to all Compliance, Regulatory, and Quality Management System (QMS) policies.

Requirements

• 5+ years Account Management at C/D-suite

• Strategic/enterprise account management experience within complex health systems/IDNs and organized customer structures

• Diagnostics adoption experience across health systems (clinical stakeholders, lab/diagnostic pathways, enterprise governance, multi-site standardization)

• Successful cross-functional leadership and progress delivery without direct authority

• Experience enabling adoption through workflow change and/or EMR-enabled implementation

• Executive presence and strong business acumen with measurable execution

• Commitment to compliance, integrity, and collaborative team success

• Highly organized, proactive communicator with advanced project management capabilities

• Proficiency in Microsoft Office (Excel, PowerPoint) and CRM tools (Salesforce.com preferred)

• AI & digital fluency: responsibly evaluate and leverage AI-enabled tools per policies, ethical standards, and regulatory requirements

• Ability to travel up to 50% within territory and meet applicable customer access requirements

Benefits

• Annual base pay range: $151,800 - $208,750 (benefits and, if applicable, bonus/commission/equity not included)

• Hybrid work model with defined onsite days and work-from-home flexibility

• Reasonable accommodations available in hiring processes

• Equal opportunity employer; background screening required (including criminal history)