Key Account Executive, Share of Wallet
About The Position
The Key Account Executive (KAE) – Share of Wallet is responsible for driving organic growth within a defined portfolio of strategic accounts by increasing share of wallet, expanding solution adoption, and strengthening executive-level partnerships. This role focuses on deep account penetration, cross-portfolio selling, and long-term strategic account planning to maximize revenue, profitability, and customer retention. The KAE serves as a trusted advisor to customers, aligning business objectives with enterprise solutions and coordinating cross-functional resources to deliver measurable value. The position is remote and requires >50% travel.
Requirements
- Bachelor’s degree required; advanced degree preferred.
- 5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred
- Demonstrated success in growing share of wallet within complex, multi-site accounts.
- Strong financial and analytical acumen.
- Proven ability to build executive-level relationships and influence decision-makers.
- Excellent presentation, negotiation, and communication skills.
- Ability to manage multiple stakeholders and navigate matrixed organizations.
Responsibilities
- Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts.
- Identify whitespace opportunities across divisions, business units, and service lines.
- Build and maintain executive-level relationships, positioning the company as a strategic partner.
- Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities.
- Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners.
- Analyze account spend, market trends, and competitive landscape to identify growth strategies.
- Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio.
- Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution.
- Monitor contract performance and identify opportunities for renewals, extensions, and expansions.
- Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.
- Maintain disciplined CRM documentation, including action plans and growth initiatives.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
5,001-10,000 employees
