Strategic Account Manager – Consumer, Technology

This is a fully remote position, open to applicants in California.

📋 Description

• Cultivate and expand a portfolio of key named accounts within your designated industry, serving as a trusted advisor at all levels of the client organization.

• Gain a thorough understanding of your clients’ business challenges and existing solutions to pinpoint significant opportunities for cross-selling and upselling Sphera Cloud solutions.

• Manage the sales cycle and contracting process from identifying opportunities to closing deals while effectively collaborating with internal partners, including Solution Executives for product-specific presentations and Solution Engineers for customized technical demonstrations.

• Direct the post-sale implementation strategy by aligning with Professional Services and ensuring smooth transitions to Customer Success.

• Create and implement detailed strategic account plans that map buyer ecosystems, reveal whitespace, and prioritize opportunities for cross-selling.

• Develop and execute long-term account strategies and business plans to meet sales targets, encourage account growth, and discover new business opportunities (upselling and cross-selling).

• Conduct annual account evaluations with Customer Success to assess renewal risks and identify growth potential within current accounts.

• Stay informed about industry dynamics and client developments, utilizing your expertise to guide account strategy and promote long-term growth.

• Enhance relationships with key stakeholders across IT, procurement, and functional buyer groups (e.g., EHS, Sustainability).

• Navigate lengthy sales cycles and influence complex multi-stakeholder purchasing processes, involving formal committees and third-party consultants.

• Convert intricate business challenges into strategic solution proposals that align with Sphera’s platform capabilities.

• Team Leadership & Coordination: assign tasks and orchestrate cross-functional internal teams (e.g., sales, marketing, product development, logistics) to guarantee seamless service delivery and aligned goals.

• Financial Oversight & Negotiation: manage account budgets, conduct pricing negotiations, oversee contract renewals, and ensure account profitability.

• Performance Analysis & Reporting: Monitor key performance indicators (KPIs) and account metrics, prepare regular progress and forecast reports, and share insights with internal and external stakeholders.

• Problem Resolution: Serve as an escalation point for client issues or complaints, proactively working to uncover solutions and ensuring high levels of customer satisfaction and retention.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• Over 10 years of enterprise sales or account management experience with a demonstrated record of success.

• Strong industry and market knowledge within the Consumer & Technology sectors.

• Sales experience in a technically complex B2B environment, including SaaS.

• Proven success in managing strategic accounts and driving growth across multiple solutions.

• Experience in collaborating with cross-functional teams, including technical, product, and executive stakeholders.

• Strong understanding of enterprise buying processes and the dynamics of stakeholder engagement.

• Demonstrated ability to develop and implement strategic account plans.

• Strong leadership, management, and mentoring capabilities, with the aptitude to motivate a dotted-line team and enhance performance.

• Excellent verbal, written, and interpersonal communication, presentation, and negotiation skills.

• Ability to establish rapport and trust with diverse stakeholders and effectively resolve conflicts.

• Proficiency with CRM tools (e.g., Salesforce) and productivity platforms.

• Capacity to distill complex business needs into actionable solution strategies.

• An analytical and strategic mindset, with robust problem-solving and decision-making skills to adapt to changing business environments.

• Self-motivated with strong organizational and time management abilities.

• Willingness to travel 50% of the time.

🏝️ Benefits

• Medical, Dental, and Vision Insurance.

• Health Savings Account.

• Flexible Spending Account.

• 401(k) Retirement Plan with Company Match.

• Life and Disability Insurance.

• Critical Illness Insurance.

• Accident Insurance.

• Hospital Indemnity Insurance.

• Paid Time Off and Holidays.

• Flexible Working Schedule.