Director, Strategic Client Growth

Purpose

The Director, Strategic Client Growth is responsible for driving enterprise-wide adoption and expansion of Clinisys solutions within designated strategic client organizations.

This role serves as the executive business leader for one or more of Clinisys' most important strategic accounts, ensuring that long-term growth objectives translate into coordinated execution across Sales, Product Management, Product Development, Professional Services, and Customer Support.

Unlike traditional customer-facing roles that focus on exclusively on a singular function such as sales, implementations, customer success, or support, this position owns the strategic alignment, growth plan, targets, and operational program orchestration required to achieve enterprise adoption at scale.

The Director, Strategic Client Growth is accountable for strategic customer growth and enterprise adoption outcomes through cross-functional leadership, executive governance, and organizational influence. Functional ownership of Sales, Product, Services, and Support remain within their respective organizations, while this role aligns those functions toward shared strategic customer objectives.

Success is measured not by projects completed, features delivered, or support cases resolved, but by enterprise adoption, growth, deployment expansion, and long-term customer value realization.

Clinisys' AI Philosophy

At Clinisys, AI is integrated into core workflows to improve effectiveness, scalability, consistency, decision quality, and operational performance.

AI is considered a fundamental operating capability, not an optional skill.

The Director, Strategic Client Growth is expected to leverage generative AI, copilots, agentic workflows, predictive insights, and AI-enabled operating models as part of daily work activities.

Examples include: Strategic account planning, Executive briefing preparation, Customer health assessments, Risk identification and mitigation planning, Growth forecasting, Resource planning, Executive communication development, Initiative prioritization, Transformation roadmap development, Cross-functional decision support.

The successful candidate must demonstrate the ability to utilize AI responsibly while maintaining accountability for all recommendations, decisions, communications, and business outcomes.

Key Responsibilities

Strategic Client Growth & Expansion

• Own and maintain multi-year enterprise adoption strategies for assigned strategic clients.
• Establish growth plans that drive deployment expansion across laboratories, business units, geographies, and operational functions.
• Identify barriers to enterprise adoption and lead cross-functional efforts to eliminate them.
• Monitor growth opportunities, deployment progress, and strategic account health.
• Own enterprise deployment sequencing strategies aligned to customer objectives and Clinisys capabilities.
• Drive executive alignment around long-term expansion goals.

Client Transformation Leadership

• Lead enterprise transformation initiatives that support adoption of Clinisys solutions across strategic client organizations.
• Establish governance frameworks and executive steering committees that enable long-term success.
• Align internal investments and priorities with customer transformation objectives.
• Ensure organizational readiness across client and Clinisys stakeholders.
• Own and maintain multi-year transformation roadmaps aligned with customer business outcomes.

Executive Relationship Management

• Build trusted relationships with executive sponsors and senior stakeholders.
• Engage regularly with C-Suite, Lab Directors, Quality Leaders, Scientific Executives, and Business Leaders.
• Lead Executive Business Reviews, strategic planning discussions, and transformation steering sessions.
• Serve as a strategic advisor to customer leadership teams.
• Act as a senior escalation point for issues that may impact enterprise growth and adoption.

Cross-Functional Leadership & Orchestration

• Direct cross-functional workstream execution across Product Management, Product Development, Professional Services, Support, Solution Architecture, Sales, and Account Management.
• Establish accountability and alignment around strategic customer objectives.
• Escalate risks and organizational constraints that may inhibit deployment success.
• Influence prioritization and resource allocation decisions across multiple functions.
• Ensure future implementation, support, and product capacity aligns with strategic growth plans.

Product & Engineering Alignment

• Represent strategic customer priorities within internal planning processes.
• Provide business context that supports roadmap decisions and investment prioritization.
• Help identify product capabilities necessary to support enterprise expansion objectives.
• Partner with Product Management and Engineering leadership to align delivery investments with future deployment opportunities.
• Advocate for scalable solutions that benefit both strategic customers and the broader Clinisys customer base.

Value Realization & Adoption

• Define and measure strategic success indicators.
• Track enterprise adoption progress and transformation milestones.
• Govern value realization against business objectives.
• Partner with customers to establish measurable outcomes and success criteria.
• Develop corrective action plans when adoption objectives are at risk.

AI-Enabled Strategic Execution

• Utilize AI technologies to accelerate decision-making and strategic planning.
• Apply AI-assisted analysis to customer adoption trends, deployment risks, and growth opportunities.
• Identify opportunities to improve customer outcomes through AI-enabled operating practices.
• Promote responsible AI adoption across client engagement and transformation activities.
• Continuously evaluate emerging AI capabilities that may enhance client growth and transformation efforts.

Success Measures

• Strategic Customer ARR Growth
• Number of Laboratories Live
• Percentage of Global Deployment Completed
• Enterprise Adoption Maturity
• Deployment Velocity
• Executive Sponsorship & Alignment Metrics
• Strategic Customer Retention
• Expansion Opportunity Conversion
• Customer Satisfaction
• Value Realization Achievement
• Growth Plan Execution Progress

Required Experience & Education

• 10+ years implementing and scaling enterprise software, preferably LIMS, LIS, lab informatics, or healthcare technology in laboratory, clinical, or healthcare settings.
• Experience leading multi-year transformation, modernization, or enterprise adoption initiatives.
• Proven ability to build trusted relationships with VPs, C-suite leaders, and senior executives.
• Experience in management consulting, enterprise transformation, customer strategy, business operations, strategic accounts, or customer success leadership.
• Experience leading cross-functional initiatives in matrixed organizations through influence.
• Ability to align commercial, operational, technical, and strategic objectives across stakeholders.
• Demonstrated use of generative AI to improve planning, analysis, communication, decision-making, or execution.
• Strong business acumen balancing customer goals, operational constraints, and growth opportunities.
• Bachelor's degree in Science, Engineering, Information Technology, Healthcare, Business, Biology, or equivalent.

Preferred Experience & Education

• Master's degree in Business Administration, Healthcare Admin, IT, Engineering, or related field.
• Experience leading enterprise technology adoption, change management, or multi-site deployments in laboratory or healthcare settings.
• PMP certification or equivalent and proven track record of program delivery.
• Laboratory, healthcare, public health, environmental, life sciences, or regulated testing experience with first-hand knowledge of customer challenges.
• Experience managing strategic global accounts with multi-site or multi-region deployments.
• Experience influencing product strategy, roadmap investment, and prioritization with Product teams.
• Experience leading large-scale change management and technology adoption initiatives.
• Familiarity with SaaS models, ARR growth, retention, platform adoption, and enterprise expansion.
• Experience using AI-enabled analytics, automation, agentic workflows, or generative AI in customer-facing or operational leadership roles.

Skills and Competencies

• Executive Presence and Relationship Management
• Strategic Thinking and Business Acumen
• Customer Advocacy and Outcome Orientation
• Cross-Functional Leadership and Influence
• Enterprise Transformation Leadership
• Strategic Account Planning and Execution
• AI Literacy and AI-Enabled Productivity
• Ability to Drive Results Through Influence Rather Than Direct Authority

Supervisory Responsibilities

• None

Benefits:

Our benefits are designed to help you move forward in your career, and in areas of your life outside of work. From health and wellness benefits, 401 (k) Savings Plan, stock incentive programs, paid time off, parental leave, and tuition assistance, we've got you covered with our total rewards package. For part-timers, your coverage will vary as you may be eligible for some of these benefits depending on your individual circumstances.

The starting pay range for a candidate selected for this position is generally within the range of $150,000 - $190,000 for annual base salary. The successful candidate's actual pay will be based on various factors, such as work location, qualifications, and experience, so the actual starting pay may be above or below this range.

Physical Requirements

• Work is performed in a normal office setting with minimal exposure to health or safety hazards. Prolonged periods of sitting at a desk and working on a computer. Must be able to lift up to 10 pounds with assistance as part of office routine
• 25-30% travel may be required
• Moderate lifting/carrying 15-44 lbs.; use of fingers; walking/standing 2-6 hours
• Exposure to hazardous materials or various weather conditions
• Travel to client sites that can pose risk associated with healthcare organization
• May be required to follow customer location health and safety requirements

General Guidance:

This job description is meant to provide an accurate depiction of tasks and accountabilities that are most often associated with this role. While we strive to provide an accurate depiction, nothing in this description restricts the company from changing, reassigning, expanding or reducing scope of accountabilities and is subject to change at any time.

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