Medical Sales - Executive Account Manager

Location: Kansas (remote)

About the company:

Arch Solutions keeps critical infrastructure equipment running for organizations whose clients and patients depend on it.

We work across two areas of expertise. On the network side, our engineers troubleshoot and repair network, server, and storage infrastructure for large enterprises, keeping them connected to their data and systems. Through our Arch Medical team, we repair and maintain imaging equipment, including MRI machines, CT scanners, X-ray rooms, and more. We support rural and underserved communities across our region.

Founded in 2010 and grown without outside investment, Arch is headquartered in Edmond, Oklahoma and operates globally. We’ve built our reputation on responding fast and getting it right the first time, in situations where the stakes are high. That’s the standard behind everything we do, and everyone who works here is part of upholding it.

Role and Responsibilities:

The Executive Account Manager is responsible for acquiring new hospital and clinic customers by building trusted relationships, understanding customer priorities, and positioning Arch’s TPM services as a reliable, value-driven alternative for imaging equipment support. This role focuses on developing and advancing qualified opportunities, guiding complex buying groups through the sales process, and closing deals that meet revenue, margin, and operational standards.

Success in this role requires strong discovery, disciplined pipeline management, accurate forecasting, and consistent use of CRM tools, while operating in a highly regulated, risk-sensitive healthcare environment. The Executive Account Manager partners closely with internal teams to ensure deals are well-qualified, executable, and aligned with customer needs. Focus should be on:

• Relationships: Build and deepen trusted relationships with hospital and clinic stakeholders by helping optimize imaging equipment uptime, reliability, and service outcomes.

• Win Rate: Improvement in close rates on qualified opportunities through effective discovery, positioning, and deal execution.

• Deal Quality: Close deals that meet pricing, margin, and operational readiness standards with minimal post-close rework or escalation.

• Strategic Client Engagement: Increased depth and quality of client engagement (trainings, executive alignment, and structured sales meetings) that directly supports opportunity progression and deal conversion

What measurable success looks like (KPI’s):

At Arch, we measure what matters. Success in business (and life!) relies upon goal setting and corresponding hard & soft metrics. Hard metrics consist of empirical and quantifiable data that can accurately show progress towards a goal or objective, while soft metrics are subjective and express a more intangible sentiment about an individual and/or organization's integrity and spirit. Success in this role marries hard and soft metrics to provide a 360-degree view of the progress towards and achievement of SMART goals. Goals and metrics will be co-created by you and management to ensure alignment and agreement.

• Pipeline Coverage: Build and maintain a qualified pipeline of 3–4× assigned quota to support predictable revenue attainment.

• Forecast Accuracy ≤10% variance by quarter, calculated by (forecasted revenue – actual closed revenue) ÷ (actual closed revenue)

• CRM Discipline: Update all deal advances within 24 hours to ensure accurate opportunity data (stage, value, close date, next steps)

• ACV/TCV Target: Meet or exceed 100% of quarterly quota and yearly ACV and TCV targets

How This Role Demonstrates Our Core Value

INTEGRITY: WE ARE OUR WORD

Arch subscribes to Michael Jensen’s interpretation of Integrity. At its foundation, we do what we say we will do, at the time we said we would do it. If ever that is not the case, we participate fully in resolving the impact for all affected parties.

WE ARE CAUSE IN THE MATTER

Arch believes that no matter the circumstance or situation, we have the ability to impact and influence it toward a mutually successful outcome. We are not resigned to how a circumstance might appear; we are committed to producing performance and see ourselves as able to do so.

WE TRANSCEND BOUNDARIES AND CREATE POSSIBILITY

Arch believes there is potential for opportunity in every boundary and challenge. We operate from that belief and seek to find it. Instead of simply returning a situation to status quo, we commit to finding additional value for all parties.

WE MEASURE WHAT MATTERS

We are acutely aware that what gets measured is what gets managed. We measure input and output, and we adjust to achieve the desired outcome.

WE ARE COACHABLE AND COMMITTED

We hold that there is always more to learn and apply to improve ourselves and our offerings. We seek that learning and are committed to the process. For us, being committed means doing what is necessary within the bounds of all our Values

WE ARE HUMANS WHO RELATE RELENTLESSLY

Arch recognizes that context is the key to understanding. We take responsibility for learning the factors at play for all active parties and consistently seek accurate understanding of what matters to them.

WE LISTEN TO DISCOVER. WE CREATE AGREEMENTS.

Arch believes the main function of listening is to discover new context we did not have. We do not listen merely to respond; we listen to discover. We then create mutually agreed-upon, mutually beneficial agreements that eliminate unexpressed expectations. We believe these co-created agreements are critical to success for all parties.

WE RESPECT AND EXTEND TRUST TO EVERYONE

Arch is clear that there is something to learn from everyone and that each person we interact with has deep knowledge and understanding of factors we may not. We believe each person brings intrinsic value and is worthy of respect, and that trust is granted—while distrust is earned.

Notes:

** Michael Jensen distinguishes integrity, from morality and ethics in the following way. Integrity in our model is honoring your word, as we define honoring your word. As such integrity is a purely positive phenomenon. It has nothing to do with good vs. bad, right vs. wrong behavior. Like the law of gravity the law of integrity just is, and if you attempt to violate the law of integrity as we define it you get hurt just as if you try to violate the law of gravity with no safety device. The personal and organizational benefits of honoring one's word are huge -- both for individuals and for organizations -- and generally unappreciated.