• Own and Develop Account Plans: • Risks & Opportunities ( Customer landscape including corporate objectives, business strategies, buying centers, L&D initiatives with competitors, tech stack) • Relationship Map (Targeting relationships with C-level, VP, Executive Owners ) • Action Plan • Document and maintain in Salesforce, including customer mapping, whitespacing of opportunities, and related action plans • Identify, build, and cultivate executive level customer relationships • Identify New Group opportunities • Own EBRs (partnering with Account Manager), ensuring customer Executive level attendance and strategic focus on outcomes and growth opportunities. • Partner with Account Manager on health checks, staying informed about relationships and strategy. • Negotiate expansion contracts, as well as complex renewals (changes in legal terms, etc) • Pipeline development responsibilities including: • EBRs, Client Summits, Client Visits, Loss/Re-engage opportunities from the trailing 24 months or longer and general prospecting to gain access to Executive stakeholders in current and new business groups within assigned accounts