Strategic Account Manager

Thomson Reuters Corporation•Mclean, VA

47d•$208,880 - $387,920•Hybrid

About The Position

Are you passionate about the chance to bring your business development experience to a world class organization that is leading the way in both content and technology to make a safer and more secure world? Do you have the skills necessary to work as a team within Business Development and across the TRSS enterprise to develop innovative solutions and strategies? If you are a team player and have excellent client and project management skills, coupled with the ability to work in complex environments, then Thomson Reuters Special Services (TRSS) is looking for you! About the Role The Strategic Account Manager will serve as the primary relationship manager of our big three CLEAR accounts. This role is responsible for building trusted relationships, identifying opportunities, and driving revenue growth by aligning company solutions with mission and operational priorities. The Strategic Account Manager is responsible for developing and executing strategies to retain customers, reduce churn, and maximize all financial aspects of our programs through targeted engagement and value delivery. This role oversees customer lifecycle programs, leads cross-functional efforts to improve retention, and ensures high-impact customer experience to drive loyalty, value creation, and long-term growth. The Strategic Account Manager will also work cross-functionally with internal sales teams, program managers, and external stakeholders to deliver measurable value while navigating the complex federal landscape. As a Strategic Account Manager, you will contribute to a variety of areas, including: Account Strategy & Ownership Developing and executing a comprehensive account plan for the strategic CLEAR portfolio of accounts, aligning with departmental priorities, funding streams, and long-term objectives. Maintaining a deep understanding of customer missions, organizational structures, key initiatives, and procurement processes. Building, managing, and expanding executive-level and working-level relationships across the agencies, bureaus, and offices. Designing and leading retention strategies to reduce churn and increase revenue & customer lifetime value (CLV). Developing Voice of Customer (VoC) initiatives to capture insights and inform product and service improvements. Implementing scalable programs that build deeper customer relationships (e.g., customer coaches, customer executive sponsorship, customer advisory boards, etc.). Designing and overseeing engagement campaigns across key touchpoints (onboarding, milestone check-ins, usage prompts, training, etc.). Tracking key impacts across contracts for coordination with Sales and Growth teams, including partnerships, marketing, legal, HRC, and others to advance revenue retention and facilitate cross collaboration across territories. Business Development Driving the retention and sales lifecycle for assigned accounts. Working closely with the Sales and Account Management teams in exceeded sales, revenue and growth targets by identifying new opportunities in assigned accounts, expanding existing contracts, and introducing new and innovative solutions. Collaborating with capture, proposal, technical, and delivery teams to ensure compelling, compliant responses to solicitations. Customer Advocacy & Relationship Management Serving as a trusted advisor to assign account stakeholders by aligning solutions to mission outcomes. Providing thought leadership and insight into portfolio priorities, emerging trends, the flow of funding, as well as pain points. Ensuring high levels of customer satisfaction through proactive communication, issue resolution, and delivery oversight. Internal Collaboration Partnering with marketing, product, and engineering teams to align company capabilities with portfolio requirements. Briefing senior leadership on account performance, pipeline health, and customer feedback. Mentoring junior team members in federal account strategy, sales best practices, and relationship management.

Requirements

Bachelor's degree; Equivalent experience will be considered in lieu of a degree.
5+ years of account management or business development experience with the DOJ, DHS, DoS, or similar federal agencies.
Demonstrated track record of managing large, strategic, high priority accounts.
Strong relationships within portfolio and experience navigating its procurement landscape.
Excellent communication, negotiation, and executive presence skills.
Ability to obtain and maintain a U.S. national security clearance
U.S. Citizenship essential to comply with government contract/agency or department of Federal Government requirements.

Responsibilities

Developing and executing a comprehensive account plan for the strategic CLEAR portfolio of accounts, aligning with departmental priorities, funding streams, and long-term objectives.
Maintaining a deep understanding of customer missions, organizational structures, key initiatives, and procurement processes.
Building, managing, and expanding executive-level and working-level relationships across the agencies, bureaus, and offices.
Designing and leading retention strategies to reduce churn and increase revenue & customer lifetime value (CLV).
Developing Voice of Customer (VoC) initiatives to capture insights and inform product and service improvements.
Implementing scalable programs that build deeper customer relationships (e.g., customer coaches, customer executive sponsorship, customer advisory boards, etc.).
Designing and overseeing engagement campaigns across key touchpoints (onboarding, milestone check-ins, usage prompts, training, etc.).
Tracking key impacts across contracts for coordination with Sales and Growth teams, including partnerships, marketing, legal, HRC, and others to advance revenue retention and facilitate cross collaboration across territories.
Driving the retention and sales lifecycle for assigned accounts.
Working closely with the Sales and Account Management teams in exceeded sales, revenue and growth targets by identifying new opportunities in assigned accounts, expanding existing contracts, and introducing new and innovative solutions.
Collaborating with capture, proposal, technical, and delivery teams to ensure compelling, compliant responses to solicitations.
Serving as a trusted advisor to assign account stakeholders by aligning solutions to mission outcomes.
Providing thought leadership and insight into portfolio priorities, emerging trends, the flow of funding, as well as pain points.
Ensuring high levels of customer satisfaction through proactive communication, issue resolution, and delivery oversight.
Partnering with marketing, product, and engineering teams to align company capabilities with portfolio requirements.
Briefing senior leadership on account performance, pipeline health, and customer feedback.
Mentoring junior team members in federal account strategy, sales best practices, and relationship management.

Benefits

Hybrid Work Model: We've adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow's challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact:â¯We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

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