Regional Strategic Account Manager, Health Systems - Screening; Mid-Atlantic

Overview

Company Description Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer.

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Position Summary Guardant Health is seeking a high performing Regional Strategic Account Manager, Health Systems to expand adoption of Shield and Guardant’s broader portfolio across prioritized Regional IDNs and Organized Customer Groups. This 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.

The SAM is a consultative, outcomes-oriented leader who can navigate complex health system environments, drive diagnostic adoption through workflow and integration enablement, and consistently deliver results—while operating with the highest standards of integrity and compliance.

• Develop and execute multi-year strategic account plans across assigned health systems, including stakeholder mapping, opportunity sizing, prioritization, and cross-functional execution rhythms.
• Build strong 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, including 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 closely with internal Guardant teams (e.g., 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—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, and commercial value-based contracts).
• Consistently meet or exceed goals with strong CRM discipline, forecasting accuracy, teamwork, and contribution to best-practice playbooks.
• Represent Guardant Health’s mission, culture, and values to internal and external stakeholders.
• Adhere to all Compliance, Regulatory, and Quality Management System (QMS) policies.
• Travel up to 50% within territory, with occasional regional or national meetings.
• Meet all applicable customer access requirements.

• 5+ years Account Management at C/D-Suite level.
• Proven experience in strategic/enterprise account management strategy, navigation, and revenue adoption within complex health systems/IDNs and organized customer structures.
• Strong background in diagnostics adoption within health systems, including navigating clinical stakeholders, lab/diagnostic pathways, enterprise governance, and multi-site standardization.
• Demonstrated success leading cross-functional initiatives and driving progress without direct authority.
• Track record of enabling adoption through workflow change and/or EMR-enabled implementation (directly or in partnership with internal teams).
• Executive presence, strong business acumen, and ability to translate strategy into measurable execution.
• Commitment to compliance, integrity, and collaborative…