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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in managing large, complex enterprise accounts, with a focus on account strategy, forecasting, and relationship-building at the C-suite level. Proven ability to lead and develop high-performing teams while ensuring effective communication and collaboration across functions.
Highest-signal resume keywords
Account Strategy DevelopmentForecasting and Variance AnalysisSenior Executive EngagementCRM Proficiency (Salesforce.com)People Leadership
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementForecastingOpportunity ManagementRelationship ManagementConsultative SellingStrategic PlanningRisk AssessmentData AnalysisSales StrategyPortfolio Management
Soft Skills
Effective CommunicationInterpersonal SkillsCross-Functional CollaborationCoachingTeam Development
Tools & Technologies
Salesforce.comCRM SystemsForecasting ToolsOpportunity Management Tools
Industry Keywords
Enterprise AccountsCommercial ExperienceScience-Related SolutionsIntellectual Property SolutionsC-Suite Engagement
Tech Stack
Tools & technologiesSFDC
About the role
Key responsibilities & impact- Lead the Americas regional team of Strategic Account Managers and Sr. Customer Success Managers
- Protect and grow CAS global enterprise accounts with a strong presence in North America
- Build and maintain account strategies reflecting account health, growth potential, and risk
- Set regional priorities for account coverage and adjust assignments and strategy as the portfolio evolves
- Build and own the monthly regional forecast with the team and Commercial Operations
- Track forecast accuracy and use variance analysis to refine account strategy and coaching
- Report regional account health, forecast, and risk to CAS senior leadership
- Engage senior customer executives and facilitate executive relationships between CAS leadership and customers
- Represent regional global enterprise accounts in internal executive reviews
- Partner with the Strategic Accounts Program Manager and contribute account intelligence to the broader program
- Build a custom-services opportunity pipeline with the Custom Services team and hand off qualified opportunities
- Lead, coach, recruit, retain, and develop seasoned commercial professionals
- Ensure accurate communication between the regional team and senior sales and CAS leadership
Requirements
What you’ll need- Bachelor's degree in business, science-related fields, communications, or other related disciplines
- 15+ years of progressive commercial experience, including direct experience managing large, complex, multi-stakeholder enterprise accounts
- Demonstrated experience building and executing account strategy and forecasting for a portfolio of global enterprise accounts
- Proven track record engaging and influencing senior customer executives at the C-suite and VP level in a consultative, relationship-driven sales or customer success capacity
- Experience selling or supporting science-related solutions and/or information/intellectual property solutions preferred
- Prior people-leadership experience managing senior, individually accomplished commercial professionals
- Demonstrated experience with CRM, forecasting, and opportunity management tools/systems, preferably Salesforce.com
- Strong cross-functional collaboration skills with Strategic Accounts program leadership, Custom Services, and senior CAS leadership
- Effective communication and interpersonal skills; additional language fluency is a plus
- Willingness to travel up to 40% domestically and internationally
- Must be authorized to work in the United States
- Must not require work authorization sponsorship now or in the future
Benefits
Comp & perks- Competitive salary
- Generous vacation plan
- Medical insurance plan
- Dental insurance plan
- Vision insurance plan
- Employee savings plan
- Retirement plan