USAHead of Sales, Strategic Accounts
4 дн. назад
USAHead
account managementnegotiationstrategic planningrelationship buildingcontract management
Lead the commercial strategy and growth for strategic global accounts, managing retention, renewals, expansions, and account health.
Обязанности
- Own the commercial strategy and long-term growth of a portfolio of 's largest and most strategic global customers , with accountability for retention, renewals, expansion, and overall account health.
- Develop and execute comprehensive strategic account plans that connect each customer's business priorities, technology strategy, and product roadmap to opportunities for .
- Build trusted relationships with senior executives and key decision-makers across Product, Engineering, Procurement, Finance, and other critical functions.
- Serve as the executive commercial owner for your accounts, bringing together the right resources across to deliver customer value and strengthen our strategic position.
- Own complex, high-value renewals and commercial negotiations , including pricing, usage commitments, contract structure, and multi-year agreements.
- Identify and develop meaningful expansion opportunities by understanding where can solve additional customer problems and increase adoption across Maps, Search, Navigation, Movement, Atlas, and emerging products.
- Build a deep understanding of customer usage, product adoption, business priorities, and competitive landscape to proactively identify risk and growth opportunities .
- Create multi-threaded relationships that extend beyond individual champions and establish as a strategic technology partner across the customer organization.
- Lead executive business reviews and strategic customer conversations focused on outcomes, roadmap alignment, adoption, and long-term partnership opportunities.
- Partner closely with Solutions Architecture, TPM, Customer Success, Product, Engineering, Finance, and Legal to navigate complex customer needs and deliver successful outcomes.
- Bring customer insights back into , influencing Product and leadership by representing the needs and opportunities of our most important customers.
- Maintain strong forecasting and operational discipline across your portfolio, providing clear visibility into renewals, expansion opportunities, risks, and account strategy.
- Navigate competitive situations and position effectively against alternatives such as Google, HERE, ESRI, and internally built solutions.
- Act as a senior voice of the customer internally, helping understand where our largest customers are headed and how we can grow alongside them.
Другое
- is the leading real-time location platform for a new generation of location-aware businesses. is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen because of the platform’s flexibility, security and privacy compliance. Organizations use applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers.
- 8+ years of experience in strategic account management, enterprise sales, or customer growth within complex enterprise technology environments.
- Proven success owning and growing a portfolio of large, complex, high-value enterprise customers .
- Demonstrated ability to retain and expand significant recurring revenue through strategic account planning, executive engagement, and sophisticated commercial negotiations.
- Experience developing relationships with VP- and C-level executives while also building credibility with technical stakeholders across Product and Engineering.
- Strong track record of creating multi-threaded account strategies and navigating complex customer organizations with multiple decision-makers and competing priorities.
- Ability to move beyond transactional selling and understand a customer's broader business strategy, identifying where can become a more strategic and embedded partner.
- Strong commercial judgment with experience leading complex renewals, pricing conversations, multi-year agreements, and expansion negotiations.
- Experience with usage- or consumption-based business models and an understanding of how adoption, usage, and customer value translate into retention and growth.
- Ability to identify account risk early, develop clear mitigation strategies, and mobilize internal stakeholders around the customer.
- Strong executive presence and communication skills, with the ability to lead strategic conversations with both customer executives and senior leaders.
- Comfortable orchestrating complex cross-functional teams without direct authority and creating accountability around customer outcomes.
- Experience in location technology, developer platforms, cloud infrastructure, mobility, logistics, telecommunications, or adjacent technical industries is preferred.
- Comfortable operating in a fast-moving environment where priorities, customer needs, and technology continue to evolve.
- Curious, commercially minded, and deeply customer-focused. You are motivated by building long-term strategic partnerships , not simply closing individual transactions.
- In addition to our core values , which are not unique to this position and are necessary for leaders:
- We value high-performing creative individuals who dig into problems and opportunities.
- We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
- We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
- We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.
- Hybrid/Remote Options: Enjoy flexibility to work comfortably from home or periodically from an office where applicable.
- Comprehensive Healthcare: Private medical coverage for you and your dependents.
- Family-First Support: Generous maternity and paternity leave policies to support your growing family.
- Fertility & Family Building: Inclusive fertility support. Grow your family on your terms.
- Lifestyle Spending Account: Contributions to support your health, wellness, and personal growth.
- Balance & Brainpower: Mental health support for you and your dependents.
- Rest & Recharge: Flexible paid time away, company holidays, and generous absence policies.
- Time Off to Give Back: Dedicated paid volunteering time in addition to your standard PTO.
- Invest & Grow: Retirement plans with competitive matching.
- Our annual on target compensation for this role ranges from $357,000 - $483,000. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. Please discuss your specific work location with your recruiter for more information.
- By applying for this position, you acknowledge that you agree to the Privacy Policy which is linked here.
- participates in E-Verify to confirm employee work authorization. Please refer to the Notice of E-Verify Participation and Right to Work posters for more information.
- We are committed to a fair and equitable hiring process. We do not discriminate against any protected class.
- #LI-Remote