Note: The job is a remote job and is open to candidates in USA. Sphera is a leading global provider of enterprise software and services focused on environmental, health, safety, and sustainability. The Strategic Account Manager role is responsible for managing relationships and driving strategic growth with high-value customers in the Consumer and Technology sectors.
Responsibilities
- 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
Skills
- Bachelor's degree or equivalent experience
- 10+ years of enterprise sales or account management experience with a proven track record
- Strong industry and market knowledge in the Consumer & Technology industry verticals
- Sales experience in a technically complex B2B selling environment, including SaaS
- Demonstrated success managing strategic accounts and driving multi-solution growth
- Experience collaborating with cross-functional teams, including technical, product, and executive stakeholders
- Strong understanding of enterprise buying processes and stakeholder dynamics
- Proven ability to develop and execute strategic account plans
- Strong leadership, management, and mentoring skills, with the ability to motivate a dotted-line team and drive performance
- Excellent verbal, written, and interpersonal communication, presentation, and negotiation skills
- The ability to build rapport and trust with diverse stakeholders and resolve conflicts effectively
- Proficiency with CRM tools (e.g., Salesforce) and productivity platforms
- Ability to synthesize complex business needs into actionable solution strategies
- An analytical and strategic mindset, with strong problem-solving and decision-making abilities to adapt to dynamic business environments
- Self-starter with strong organizational and time management skills
- Willingness to travel 50%
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
Company Overview
Sphera creates a safer, more sustainable and productive world. It was founded in 2013, and is headquartered in München, Bayern, DEU, with a workforce of 1001-5000 employees. Its website is https://www.riskmethods.net.