• Revenue responsibility of $30-40M • Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Prioritized Insights and SFDC) • Profitably grow book of business by hunting programming and all opportunities across the full account hierarchy. • Partner with Outside Developers to drive sales through program compliance at all account sites • Lead Key Account selling team (i.e. category experts, site development, CSM, sales engineers, etc.) to execute account growth plan • Collaborate with Revenue Management Team on specific opportunities to make discretionary pricing decisions based on knowledge of the account and assessment of future spend potential, as well as pass BPIs based on contract language • Exhibit high level of business acumen and sales methodologies to discover incremental opportunities and align with the customers’ vision and initiatives (ex: I&D, sustainability, HR), as well as understand competitive landscape • Expertise of customer industry buying process and ability to support product selection and standardization of SA.com products assortments. • Engage CSM to manage customer experience and complete customer maintenance requests. • Establishes and maintains business management relationships with the senior executive team members within customer base.