Strategic Account Manager

Sorenson Communications•Salt Lake City, UT

12h

About The Position

The Strategic Account Manager is responsible for managing and developing key client accounts to drive business growth and achieve revenue targets. They build strong relationships with strategic clients, understand their business needs, and deliver tailored solutions. They also collaborate cross-functionally with sales, marketing, and product teams to ensure client satisfaction and long-term partnership success, while monitoring market trends and competitor activities to identify new opportunities and mitigate risks. The Strategic Account Manager oversees contract negotiations and renewals, ensuring alignment with company objectives.

Requirements

Minimum Years of Experience: 5 years
B2B sales or account management experience with at least 3+ years managing enterprise or strategic accounts and proven success driving renewals, upsell, and retention in complex environments
Experience navigating multi-stakeholder, executive-level sales cycles
Strong forecasting and CRM discipline (Salesforce or equivalent)
Strategic, consultative selling mindset
Executive-level communication and presentation skills
Strong negotiation and deal orchestration capabilities
Ability to align product value to long-term business outcomes
High attention to detail and proactive risk management
Ability to sit and/or stand at a desk and work with a computer for extended periods of time.
Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.
Regular and predictable attendance required.
This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.

Nice To Haves

Experience selling SaaS or enterprise technology solutions
Familiarity with account planning frameworks and MEDDICC or Challenger
Experience in regulated, technical, or procurement-heavy environments

Responsibilities

Strategic Account Ownership
Own and grow a portfolio of strategic, enterprise-level customers
Serve as the primary relationship owner and trusted advisor for executive and multi-threaded stakeholders
Drive long-term account success through retention, expansion, and strategic alignment
Revenue Growth & Expansion
Consistently identify, qualify, and close expansion opportunities including upsells, cross-sells, renewals, and multi-year growth agreements
Build and execute strategic account plans designed to increase ARR, deepen penetration, and expand enterprise footprint
Own quarterly and annual renewal and expansion targets, with a track record of exceeding performance expectations
Maintain disciplined pipeline management and ensure predictable revenue outcomes across assigned accounts
Sales Execution
Lead strategic discovery with executive stakeholders to uncover business drivers, risk factors, and growth opportunities
Position solutions with a focus on ROI, operational impact, and quantifiable business outcomes
Manage complex enterprise negotiations involving procurement, legal, security, and finance stakeholders
Drive renewals and expansions through close with urgency, structure, and strong deal governance
Account & Territory Strategy
Create and maintain detailed account plans aligned to customer objectives and success metrics
Forecast renewals and expansion with high accuracy in CRM
Monitor account health indicators and proactively mitigate churn risk
Cross-Functional Collaboration
Partner closely with Customer Success, Solutions Engineering, Support, and Product
Coordinate executive sponsorship and QBRs
Provide product and market feedback to leadership and roadmap teams
Other duties as assigned.