Strategic Account Management

## Responsibilities ### Strategic Account Management - Develops a broad and deep understanding of customers' industries and priorities to identify opportunities to drive optimizations and new digitalizations based on customers' strategies. - Manages the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio. - Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation). ### Account Management - Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. - Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. - Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. - Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. - Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience. - Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise. ### Customer Engagement - Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. - Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. - Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. - Delivers solutions into overall long-term business strategy. - Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. ### Sales Excellence - Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. - Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers. - Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. - Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. - Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. - Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. - Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. - Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities. - Builds new relationships to create new opportunities and expand relationships within the customer. - Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. - Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards. ### Strategic Thinking - Leverages relationships to address complex political blockers and drive execution for the customer. - Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer. ## Requirements - Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience. - 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives. - Bachelor's Degree AND 13+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation equivalent experience. ## Nice to Have ## Benefits