Strategic Account Manager – Consumer, Technology

🕒 il y a 1 mois

🏄 California – Distant

🏄 California – Remote

💵 $127 000 - $203 000 / an

⏰ Temps Plein

🟠 Senior

🔴 Expert

💰 Responsable de comptes

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Sphera

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 1989

☁️ SaaS

🏢 Entreprise

📋 Conformité

SaaS • Enterprise • Compliance

Sphera est un fournisseur de premier plan de logiciels de gestion de la durabilité d'entreprise, de données et de services de conseil. Elle propose des solutions permettant aux organisations dans des secteurs tels que la chimie, le pétrole et le gaz, l'industrie et les services financiers de gérer efficacement leurs objectifs de durabilité. Les offres de Sphera incluent la plateforme SpheraCloud, qui se concentre sur la gestion de l'environnement, de la santé, de la sécurité et de la durabilité (EHS&S), la conformité opérationnelle et la gestion des risques. Les logiciels et services de conseil de l'entreprise sont conçus pour aider les organisations à améliorer leur sécurité, à atténuer les risques, à réduire les coûts et à renforcer leur résilience. En fournissant une vue intégrée à 360 degrés de la gestion de la durabilité et de la performance, Sphera aide les entreprises à respecter les exigences de déclaration réglementaire et à atteindre leurs objectifs de durabilité.

Description

• Nurture and grow a portfolio of strategic named accounts within your assigned industry, acting as a trusted advisor across all levels of the client organization • Develop a deep understanding of your clients’ business challenges and current-state solutions to identify high-impact opportunities for cross-sell and upsell across Sphera Cloud solutions • Own the sales cycle and contracting process from opportunity identification to deal closing while leveraging internal partners effectively, including Solution Executives to position and pitch product-specific solutions and Solution Engineers to deliver tailored technical demonstrations • Oversee post-sale implementation strategy by coordinating Professional Services and facilitating handoffs to Customer Success • Build and execute comprehensive strategic account plans that map buyer ecosystems, uncover whitespace, and prioritize cross-sell opportunities • Develop and execute comprehensive, long-term account strategies and business plans to achieve sales targets, foster account growth, and identify new business opportunities (upselling and cross-selling). • Conduct annual account reviews with Customer Success to identify renewal risks and uncover growth opportunities within existing accounts • Be an expert in industry dynamics and client developments, and use your expertise to inform account strategy and support long-term growth • Strengthen relationships with key stakeholders across IT, procurement, and functional buyer groups (e.g., EHS, Sustainability) • Navigate long sales cycles and influence complex multi-stakeholder buying processes, including formal committees and third-party consultants • Translate nuanced business challenges into strategic solution proposals that align with Sphera’s platform capabilities • Team Leadership & Coordination: delegate tasks, and coordinate cross-functional internal teams (e.g., sales, marketing, product development, logistics) to ensure seamless service delivery and goal alignment • Financial Oversight & Negotiation: oversee account budgets, conduct price negotiations, manage contract renewals, and ensure the profitability of accounts. • Performance Analysis & Reporting: Track key performance indicators (KPIs) and account metrics, prepare regular progress and forecast reports, and present insights to internal and external stakeholders. • Problem Resolution: Act as an escalation point for client issues or complaints, working proactively to identify solutions and ensure high levels of customer satisfaction and retention.

🎯 Exigences

• Bachelor’s degree or equivalent experience • 10+ years of enterprise sales or account management experience with a proven track record • Strong industry and market knowledge in the Consumer & Technology industry verticals • Sales experience in a technically complex B2B selling environment, including SaaS • Demonstrated success managing strategic accounts and driving multi-solution growth • Experience collaborating with cross-functional teams, including technical, product, and executive stakeholders • Strong understanding of enterprise buying processes and stakeholder dynamics • Proven ability to develop and execute strategic account plans • Strong leadership, management, and mentoring skills, with the ability to motivate a dotted-line team and drive performance • Excellent verbal, written, and interpersonal communication, presentation, and negotiation skills • The ability to build rapport and trust with diverse stakeholders and resolve conflicts effectively • Proficiency with CRM tools (e.g., Salesforce) and productivity platforms • Ability to synthesize complex business needs into actionable solution strategies • An analytical and strategic mindset, with strong problem-solving and decision-making abilities to adapt to dynamic business environments • Self-starter with strong organizational and time management skills • Willingness to travel 50%

🏖️ Avantages

• 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