Senior Account Manager- Public Sector

Account Management Leads multiple, diverse, and high-performing teams and industry experts on plan execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Orchestrates extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets. Drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities. Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes. Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan. Proactively expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to ensure execution of core tasks and transactions, to grow partner impact, and to provide seamless account management experience for customers. Leads efforts with key mainstream partners to develop and promote long-term, mutually-beneficial business and technology transformation strategies and works with other roles and partners to formulate transformation and expansion strategies that ensure customer success. Assists partners in joint-selling by establishing joint desire to create new go-to-markets and accelerating through high levels of the organization (e.g., President). Supports high-impact transformation solutions (e.g., forward thinking, flagship) through technology for assigned accounts in multiple, global businesses that drive outcomes which create business value for customers. Ensures high-profile line-of-business wins are captured (e.g., press release, video) as reference for multi-region/worldwide scale. Ability to influence and mitigate proactively competitive risk. Partners with internal industry experts (e.g., with industry teams, industry specific partners) to strengthen understanding of the industry. Leverages deep understanding of their customer to shares knowledge with virtual team and promote customer business perspectives. Sales Excellence Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts. Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies. Takes a consultative approach to understanding impacts with the customer and translates features into business impact and outcomes that accelerate the customer's digital presence. Tailors solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs. Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. Leverages relationships with key customer contacts in assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, identify drivers of dissatisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. Master's Degree in Business Administration AND 6+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience. Master's Degree in Business Administration AND 12+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 15+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *