Key Account Manager- Government Business Indiaa

Wolters Kluwer is a global leader in professional information, software solutions, and services for the health, tax & accounting, governance, risk & compliance, and legal & regulatory sectors. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. The Company serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 21,000 people worldwide. Every day, our customers make critical decisions to help save lives, improve the way they do business, and build better judicial and regulatory systems. We help them get it right!

Global Growth Markets

The Global Growth Markets Division was established in 2013 to build the long-term presence in new high growth markets, particularly in India, Brazil, and China, to accelerate the company’s transformation as a global, professional solutions provider.

Wolters Kluwer has been in India for more than a decade. What started as a print book distribution business has expanded into a diverse operation that is driving growth through multiple digital solutions while evolving the original print business into a comprehensive set of solutions for students, residents, faculty and practicing physicians.

Clinical Effectiveness (CE) provides leading clinical solutions for individuals, groups, and enterprises. The professional- and enterprise-focused suites of evidence-based, expert solutions consisting of UpToDate®, UpToDate® Lexidrug™ (formerly Lexicomp®), UpToDate Patient and Member Engagement (formerly Emmi®), and UpToDate Digital Architect. For over 30 years, clinicians and care teams have trusted UpToDate for clear answers and recommendations when it matters most.

With access to UpToDate solutions in clinical and professional workflows, healthcare professionals and organizations across the care continuum are empowered to make better care decisions, improve medication safety, and partner with patients and members – all to achieve better health outcomes.

About the Role:

The Key Account Manager (Government Business) for Clinical Effectiveness (CE) Enterprise India Sales will be responsible for driving growth, revenue generation, and market expansion for UpToDate (UTD) across Central Government, State Government, and Public Sector healthcare institutions in India.

This role is strategic in nature and requires the individual to develop, manage, and grow relationships with key government stakeholders including ministries, health departments, State Institutes of Health & Family Welfare (SIHFWs), government medical colleges, public healthcare organizations, procurement agencies, and channel partners. The incumbent will be responsible for identifying opportunities, managing complex government procurement cycles, responding to tenders and RFPs, negotiating contracts, and ensuring successful closure of strategic opportunities.

This role requires a strong understanding of government healthcare priorities, public sector buying processes, digital health initiatives, and the ability to articulate the value of evidence-based clinical decision support solutions. The individual will be accountable for achieving assigned sales targets while expanding UpToDate adoption across the government healthcare ecosystem.

The successful candidate will work closely with internal stakeholders across Customer Success, Marketing, Product, Legal, and Finance teams to drive market penetration, strengthen customer relationships, and support long-term customer retention and growth. This position will play a critical role in establishing Wolters Kluwer as a trusted partner in advancing clinical excellence and healthcare outcomes within the public healthcare sector.

Responsibilities:
 

Strategic Sales Leadership and Financial Management

• Develop and execute government sales strategies to achieve revenue targets.
• Build relationships with ministries, health departments, SIHFWs, public hospitals, and academic institutions.
• Identify and manage government tenders, RFPs, and procurement opportunities.
• Lead end-to-end sales cycles from opportunity creation to contract closure and renewal.
• Manage channel partners and strategic alliances supporting government business.
• Maintain accurate forecasts, pipeline visibility, and account plans.
• Collaborate with Customer Success, Marketing, Product, and Legal teams to drive customer value and retention.
• Monitor healthcare policy developments and identify new growth opportunities.

Skills and Abilities:

• 10+ years of experience in Government Sales, Healthcare Technology, SaaS, Healthcare Information Services, or Enterprise Software.
• Proven success selling to government healthcare or public sector institutions.
• Strong understanding of government procurement and tender processes.
• Ability to build relationships with senior government and healthcare stakeholders.
• Excellent negotiation, communication, and account management skills.
• Experience managing complex, multi-stakeholder sales opportunities.
• MBA or equivalent business qualification preferred.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.