• Develop, long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes • Identify important contacts within assigned accounts, including decision-makers, champions, and influencers • Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers biggest pains and issues • Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support • Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts • Establish action plans for addressing account challenges and review and share action items to further address issues • Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets • Use salesforce.com to update and maintain all account activity and opportunities with an emphasis on next steps