• 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.