Strategic Key Account Executive

Work Schedule

Environmental Conditions

Job Description

Key Account Executive Share of Wallet

How will you make an impact

Position Summary

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.

Key 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.

Qualifications

• Bachelors degree required advanced degree preferred.
• 5 years of strategic sales or key account management experience
• 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.

Knowledge Skills & Competencies

• Enterprise account penetration strategy expertise.
• Advanced negotiation and deal structuring capabilities.
• Strong financial acumen (ROI modeling margin analysis long-term contract economics).
• Ability to navigate complex IDN decision-making hierarchies.
• Executive presence and persuasive communication skills.
• High resilience urgency and competitive drive.
• Self-starter mentality with disciplined pipeline management.
• Proficient in Microsoft Office Suite (Excel PowerPoint Word) PBI and SFDC