• Cultivate long-term, trusted relationships with key stakeholders and champions, using a customer-centric partnership approach • Are experienced in crafting strategic, complex multi-year renewal and expansion agreements • Successfully negotiate software and services contracts with procurement teams, focusing on mutually beneficial value • Collaborate and communicate effectively with technical and non-technical colleagues, from analysts to executive leadership, across all organizational levels • Value data quality and maximize the use of CRM capabilities and emerging account management tools to monitor customer health • Are motivated by exceeding ambitious retention and expansion targets, coupled with an unwavering spirit in the face of customer challenges. • Ensure a smooth post-sale handoff, establish clear success metrics, and drive value realization and feature adoption across the client's team. • Proactively manage the renewal pipeline, articulate the ROI of Flashpoint solutions, and mitigate churn risk to secure long-term contracts. • Identify and qualify new use cases, services, and Flashpoint products (e.g., CTI, PSI, VulnDB) to expand the footprint and value delivered within the account. • Continuously track engagement, satisfaction, and Net Promoter Score (NPS), proactively addressing any signals of potential risk or dissatisfaction. • Maintain regular, high-touch communication with key decision-makers and end-user champions to reinforce partnership value and strategic alignment. • Drive consultative conversations, translating Flashpoint's products and outcomes into tangible business value for the client.