Job Summary

This role is responsible for creating and executing account plans, building strong relationships with enterprise accounts, and achieving revenue quotas. The role anticipates client needs, identifies growth opportunities, and collaborates with stakeholders to ensure seamless delivery. The role manages risks and leads contract renewals and negotiations, with a focus on driving value for the client and the organization.

Responsibilities

Develops and executes comprehensive strategic account plans for key clients, aligning their business goals with the organization's offerings.
Develops and maintains strong professional relationships with the client to understand their unique business challenges.
Utilizes margin management techniques and engages with partners to improve win rates and solution delivery.
Anticipates client needs and facilitates solution development in collaboration with internal and external stakeholders.
Defines and pursues joint growth opportunities with partners leveraging the organization's portfolio.
Anticipates and addresses potential risks to client relationships, implementing strategies to mitigate negative impacts.
Leads contract renewal negotiations, manages pricing discussions and secures contract extensions while ensuring favorable terms for both parties.
Analyzes account performance data, tracks key performance indicators, and provides data-driven insights to clients for continual improvement.
Stays updated with industry trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
Provides guidance and mentorship to junior account managers, assisting in their development and growth within the organization.

Education & Experience Recommended

Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
Typically has 7-10 years of work experience, preferably in customer relationship management, account management, or a related field.

Preferred Certifications

NA

Knowledge & Skills

Cross-Org Skills

Impact & Scope

Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Commercial Account Manager