Strategic Account Director, OTTAVA — Santa Clara, CA
Johnson & Johnson — Santa Clara, CA
Johnson & Johnson lists this role in Santa Clara, CA.
Stated in the posting
Pay: $230K (base salary)
Experience: 10+ years
Travel: approximately 50-70%
Overnight travel
Company car
Car allowance
Apply by: 2026-10-28
At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.
As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.
Job Function:
MedTech Sales
Job Sub Function:
Key Account Management – MedTech (No Commission)
Job Category:
People Leader
All Job Posting Locations:
Remote (US), Santa Clara, California, United States of America
Job Description:
Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.
Are you passionate about improving and expanding the possibilities of surgery? Ready to join a team that’s reimagining how we heal? Our Surgery team will give you the chance to deliver surgical technologies and solutions to surgeons and healthcare professionals around the world. Your contributions will help effectively treat some of the world’s most prevalent conditions such as obesity, cardiovascular disease and cancer. Patients are waiting.
Your unique talents will help patients on their journey to wellness. Learn more at https://www.jnj.com/medtech
We are searching for the best talent for a Strategic Account Director, Ottava. This is a field-based role available anywhere in the United States.
A pre-identified candidate for consideration has been identified. However, all applications will be considered.
Purpose:
The Strategic Account Director, OTTAVA is the strategic account leader responsible for system-level executive relationships and growth across a focused portfolio of the largest U.S. health systems. The role drives multi-site and multi-robot opportunities, helps OTTAVA teams navigate each IDN’s capital budgeting and strategic planning processes, and coordinates account execution across OTTAVA and relevant Johnson & Johnson MedTech partners.
This role has both a selling and an enabling mandate. The Strategic Account Director directly advances complex, system-wide opportunities and enables capital and clinical sales teams by providing enterprise account intelligence, activating senior stakeholders, removing barriers, and aligning local opportunities with the health system’s robotics strategy. The role serves as the senior OTTAVA account lead while creating a seamless, coordinated customer experience with U.S. Surgery Key Account Management and other J&J MedTech teams.
You will be responsible for:
Strategic account leadership
Own the account strategy, stakeholder map, governance model, opportunity roadmap, and commercial outcomes for an assigned portfolio of strategically important health systems.
Act as the senior OTTAVA spokesperson for assigned accounts, engaging from the system level to the local level and maintaining a complete view of the customer’s strategy, priorities, decision process, and capital roadmap.
Build relationships with IDN C-suite leaders, strategy, finance, procurement, supply chain, capital and robotics committees, service line leaders, IT, robotics coordinator and other senior stakeholders required to advance robotic surgery programs.
Develop account-specific knowledge of capital budgeting, strategic funding, approval pathways, committee requirements, and stakeholder influence patterns across for-profit, nonprofit, and academic health systems.
Create multi-year account plans that connect customer priorities, local demand, robotic program strategy, capital timing, and expansion potential.
Strategic selling and deal leadership
Drive multi-site and multi-robot sales and negotiations, with local capital representatives leading site-level activity and supporting customer-specific business cases.
Quarterback strategic opportunities from lead qualification through purchase order, aligning awareness, advocacy, evaluation, negotiation, onboarding, utilization, and expansion activities across the account team.
Help capital and clinical teams translate local demand into a system-wide clinical, operational, strategic, and financial case for investment.
Enable capital and clinical sales by providing account intelligence, activating the right senior stakeholders, unblocking capital constraints, and aligning the selling approach to the IDN’s decision process.
Partner with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting to shape competitive deal structures, prepare executive discussions, and progress complex customer decisions.
Maintain rigorous opportunity management, forecasting, account documentation, and executive updates; identify risks early and drive timely decisions.
Account coordination and customer partnership
Lead account planning across OTTAVA Capital Sales, Clinical Sales, Customer Success, Professional Education, Service, Commercial Operations, and other required functions.
Use quarterly and other structured account reviews to align priorities, identify actions, assign the best-positioned relationship owner, and track customer value, utilization, and expansion opportunities.
Collaborate with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champion identification, targeted account planning, introductions to existing relationships, and access to system-wide procurement, while retaining accountability for OTTAVA strategic account outcomes.
Coordinate with broader J&J MedTech account teams when enterprise relationships or cross-portfolio considerations are relevant, ensuring one coordinated customer experience without diluting OTTAVA focus or accountability.
Connect post-install utilization, operational performance, customer outcomes, and quarterly business reviews to the enterprise relationship and future multi-site growth agenda.
Capture account insights and repeatable practices that strengthen OTTAVA’s strategic account model and commercial scale-up.
Leadership and compliance
Lead through influence across a matrixed organization, creating clarity on account roles, decision rights, customer engagement, and next actions.
Apply sound judgment in assigning customer engagements based on defined ways of working, relationship strength and capability, avoiding overlap or customer confusion.
Model Our Credo, ethical leadership, compliance, inclusion, transparency, and high standards of accountability in every customer and internal interaction.
The base pay for this position is $230,000.
The Company maintains a highly competitive sales incentive compensation program. Under current guidelines, this position is eligible for participation in this program in accordance with the terms of the applicable plan.
This position is eligible for participation in the Company’s J&J Fleet program. Subject to and in accordance with the terms and conditions of the J&J Fleet program, you will have the opportunity to elect to receive a company car or car allowance
Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.
Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).
This position is eligible to participate in the Company’s long-term incentive program.
Employees are eligible for the following time off benefits:
– Vacation – up to 120 hours per calendar year
– Sick time - up to 40 hours per calendar year; for employees who reside in the State of Washington – up to 56 hours per calendar year
– Holiday pay, including Floating Holidays – up to 13 days per calendar year
– Work, Personal and Family Time - up to 40 hours per calendar year
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits
This job posting is anticipated to close on October 28th, 2026. The Company may however extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.
Qualifications/Requirements:
A minimum of a bachelor’s degree is required.
A minimum of 10 years of progressive commercial experience in surgical robotics, capital equipment, healthcare, complex technology, or another highly regulated industry is required.
Demonstrated success leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations, is required.
Experience engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives is required.
Demonstrated knowledge of health-system capital budgeting, strategic planning, business-case development, and purchasing processes is required.
Proven ability to enable local sales teams and lead cross-functional account teams without direct authority in a fast-moving, matrixed environment is required.
Strong business and financial acumen, including experience with account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer conversations is required.
Excellent executive communication, negotiation, problem-solving, and presentation skills are required.
Ability to travel approximately 50-70%, including overnight travel, and to work in hospital and operating room environments is required.
A valid driver’s license and ability to meet all credentialing requirements of customer facilities are required.
Preferred
Advanced degree in business, healthcare administration, or a related field.
Experience in capital equipment, operating room technology, or complex procedural platforms.
Experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations.
Experience leading system-wide or multi-site capital programs and building relationships across both corporate and local hospital levels.
Experience launching a new platform or building a market in an early commercialization environment.
Knowledge of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success.
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers or contact AskGS to be directed to your accommodation resource.