• Own the commercial relationship for your account book of key customers with a focus on maintaining and growing revenue • Serve as key point of contact for an account book of key customers working towards a gross renewal target and revenue target • Build and maintain strong relationships with your customers • Achieve assigned renewal, upsell, and cross-sell targets by collaborating with internal partners to ensure high customer usage and satisfaction • Manage risk assessment plan for your account book with next steps and actions in place for accounts identified at risk • Manage renewal of contracts, commercial discussions, and the annual customer contract and renewal cycle • Negotiate and execute contracts to maximize annual recurring revenue • Negotiate annual price increases • Identify, develop, negotiate and convert new upsell and cross-sell opportunities • Meet with customers virtually and in person when appropriate to drive a consultative and partner-based sales approach • Understand each customer’s fiscal year and budget cycles and their contract and procurement processes • Keep Salesforce.com and other support tools updated with timely, relevant, and accurate information • Forecast weekly, monthly, quarterly • Collaborate with sales team and other commercial team members to identify and grow opportunities within your account book • Keep up to date with all major product updates and be able to articulate their value to our clients • Be able to articulate any new products and services and their value proposition • Clearly communicate progress of initiatives and campaigns to internal and external stakeholders