Strategic Account Manager

Strategic Account Manager

The Strategic Account Manager is responsible for managing and developing key client accounts to drive business growth and achieve revenue targets. They build strong relationships with strategic clients, understand their business needs, and deliver tailored solutions. They also collaborate cross-functionally with sales, marketing, and product teams to ensure client satisfaction and long-term partnership success, while monitoring market trends and competitor activities to identify new opportunities and mitigate risks. The Strategic Account Manager oversees contract negotiations and renewals, ensuring alignment with company objectives.

Essential Duties and Responsibilities:

Strategic Account Ownership:

• Own and grow a portfolio of strategic, enterprise-level customers
• Serve as the primary relationship owner and trusted advisor for executive and multi-threaded stakeholders
• Drive long-term account success through retention, expansion, and strategic alignment

Revenue Growth and Expansion:

• Consistently identify, qualify, and close expansion opportunities including upsells, cross-sells, renewals, and multi-year growth agreements
• Build and execute strategic account plans designed to increase ARR, deepen penetration, and expand enterprise footprint
• Own quarterly and annual renewal and expansion targets, with a track record of exceeding performance expectations
• Maintain disciplined pipeline management and ensure predictable revenue outcomes across assigned accounts

Sales Execution:

• Lead strategic discovery with executive stakeholders to uncover business drivers, risk factors, and growth opportunities
• Position solutions with a focus on ROI, operational impact, and quantifiable business outcomes
• Manage complex enterprise negotiations involving procurement, legal, security, and finance stakeholders
• Drive renewals and expansions through close with urgency, structure, and strong deal governance

Account and Territory Strategy:

• Create and maintain detailed account plans aligned to customer objectives and success metrics
• Forecast renewals and expansion with high accuracy in CRM
• Monitor account health indicators and proactively mitigate churn risk

Cross-Functional Collaboration:

• Partner closely with Customer Success, Solutions Engineering, Support, and Product
• Coordinate executive sponsorship and QBRs
• Provide product and market feedback to leadership and roadmap teams

Other duties as assigned.

Supervisory Responsibility:

This position has no supervisory responsibilities.

Travel Requirements:

Travel Requirements: Less than 25%

Education:

* 4 Year/Bachelor's Degree

Experience:

* 5 years B2B sales or account management experience with at least 3+ years managing enterprise or strategic accounts and proven success driving renewals, upsell, and retention in complex environments

Knowledge, Skills, and Abilities:

* Experience navigating multi-stakeholder, executive-level sales cycles

* Strong forecasting and CRM discipline (Salesforce or equivalent)

* Strategic, consultative selling mindset

* Executive-level communication and presentation skills

* Strong negotiation and deal orchestration capabilities

* Ability to align product value to long-term business outcomes

* High attention to detail and proactive risk management

* Preferred:

* Experience selling SaaS or enterprise technology solutions

* Familiarity with account planning frameworks and MEDDICC or Challenger

* Experience in regulated, technical, or procurement-heavy environments

Working Conditions and Physical Requirements:

* Ability to sit and/or stand at a desk and work with a computer for extended periods of time.

* Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other...