Job SummaryThis role is responsible for strategic management of important client relationships, focusing on renewals, profitability, and growth. The role addresses challenges using industry expertise and mentors junior employees. The role demonstrates advanced skills in analytics, consulting, and strategy planning.ResponsibilitiesCreates and executes the account business plan and customer success plan while working with the sales/pursuit team.Works on up-sell and cross-sell opportunities in existing assigned customers, providing accurate forecasts.Leads the account kick-off by identifying customer success criteria, updating customer success plans, and expansion needs, and identifying key influencers and decision-makers.Manages revenue forecasting, cost analysis, and growth strategy, monitoring deal P&L performance to ensure overall profitability.Addresses customer escalations and related communications in a timely and proactive manner.Identifies and leads initiatives to drive revenue growth within existing accounts, leveraging upsell, cross-sell, and expansion opportunities.Ensures managed services and customer engagement consistently exceed all relevant KPIs.Conducts regular strategic business reviews with clients to evaluate their progress, demonstrate value, and identify areas for improvement.Education & Experience- Four-year or graduate degree in Sales, Marketing, Business Administration, or related discipline, or equivalent work experience or demonstrated competence.- Typically 2-4 years of work experience, preferably in sales, customer experience, account/business management, or a related field, or an advanced degree with little or no work experience.Preferred CertificationsIT Environment Management Certifications (ITIL, COBIT, TOGAF, Lean IT, or similar industry standard certifications).Certified Technology Sales Professional (CTSP).
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