• Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services. • Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention. • Maintain a deep understanding of the customer account - including strategic initiatives, organizational structure, decision and budgeting processes. • Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities. • Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals. • Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics. • Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives. • Act as a point of escalation for any issues, ensuring swift resolution to maintain customer satisfaction and minimize potential churn risks. • Act as an expert on Keyfactor’s products and packaging, ensuring customers are licensed for appropriate entitlements that align with their strategic objectives. • Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts.