Global Account Manager

The Global Account Manager (GAM) will drive expanded revenue, client satisfaction, retention, referrals, and product / services roadmap insights by building deep and broad relationships within existing strategic accounts.

This role aids in identifying opportunities for Solution Executives in their assigned target accounts. The GAM will maintain a pipeline of qualified, active opportunities that he / she is coordinating with SEs from different solution lines. The GAM will assure coordination across SEs where needed to promote IRM collaboration in an existing account. The GAM will develop and revise account plans on a regular basis that form the foundation for product targeting in a designated set of accounts.

Global Account Managers will engage with a named book of existing strategic accounts to :

Develop executive-level relationships at existing customer accounts across functional areas

Lead account planning sessions with clients using an inquisitive approach to find additional needs, and create value discussions around current products

Achieve growth and retention targets for targeted accounts

Generate new leads and opportunities within assigned customer accounts via upsell and cross-sell, including in new buying centers.

Maintain a pipeline of qualified, active early-stage opportunities in targeted accounts, and coordinate with Solution Executives to manage them to close

Coordinate with services to onboard customers and ensure full utilization of purchased products or services

Engage with Support to resolve customer issues to maintain customer satisfaction

Coordinate with Renewals support to develop and execute renewal strategies

Orchestrate internal and external resources throughout the customer lifecycle

Be fluent in the value proposition of Sphera as a whole, and in each solution family, and communicate same to client leadership.

Requirements :

A minimum of 5+ years of successful experience in Account Management for Enterprise Software preferably to the Global 2000

Demonstrated success in managing large and complex clients with demonstrated revenue growth through cross-selling and upselling

Strategic farming and account management skills

Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets

Assigns the highest priority to customer satisfaction. Listens to customers

Enjoys interaction with customers and prospects and is a person that our salespeople would welcome to participate in the sales process.

Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organizations

Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers

Will demonstrate a desire to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts

Consistently meet or surpass yearly targets

Preferred additional qualifications :

Experience serving clients in Oil and Gas, Chemical & Life Sciences, Manufacturing, Energy, Metals & Mining, and Construction Industries

Experience in Compliance and Risk Management

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Pay :

100,800.00 - $151,200.00 + Eligible for Variable Compensation Plan

Commensurate with relevant qualifications and experience

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

Sphera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.