Strategic Account Manager

Sphera is a leading global provider of enterprise software and services that enables companies to manage and optimize their environmental, health, safety and sustainability. Our mission is to create a safer, more sustainable and productive world.

Sphera is a portfolio company of Blackstone, a U.S.-based alternative asset investment company that focuses on private equity, technology and innovation, and more. Blackstone businesses succeed through strong partnerships, a personalized approach and a commitment to exceptional performance with uncompromising integrity. Sphera and Blackstone are leaders in the Environmental, Social and Governance (ESG) space.

We are guided by our core values of Customer Centricity, Accountability, Bias to Action, Innovation, and Collaboration. These values help us recruit the right talent to join our rapidly expanding team of around the globe. It is important to us that each and every Spherion is not only eager to challenge themselves and knows how to get work done but is an awesome addition to our company culture.

Our Strategic Account Manager (SAM) is responsible for a book of business that amounts to approx. 20-30 existing clients. The SAM role is to help our clients continually drive value from their investments in Sphera’s technology/expertise and to make sure these accounts positively view Sphera.

The SAM is responsible for building lasting relationships and renewing their clients (annual software service fee, content and services sustainment) on multiyear agreements. SAM’s are also responsible for identifying upsell and cross- selling opportunities (white space) in their assigned accounts, supporting/facilitating requests for additional services, and consulting. The role will report into the Vice President, Account Management.

Primary measures of performance will be individual SAM’s net retention rate across their book of business, which includes growth.

Key Activities/Objectives

• Manage and negotiate client renewals;
• Establish strategic business reviews with clients;
• Facilitate the client engaging with Sphera’s consulting team;
• Identify opportunities in these accounts and facilitate the upsell and cross-sell of other modules, software offerings, services;
• Identify clients at risk and resolve client issues;
• Support clients attending Sphera events;  Foster strong relationship across multiple client teams;
• Establish clients as references;
• Manage all system records that need completing as part of the process, i.e. SalesForce entries and SharePoint; and
• Collaborate with a broad set of Sphera colleagues to establish and maintain client satisfaction.

Key Skills and Attributes

• Highly motivated, resilient, and results-oriented;
• Self-disciplined with good time management and organizational skills, able to work independently and towards common goals in a group sales environment;
• Ability to work the SaaS software renewal cycle in a business-to-business environment;
• Excellent relationship and interpersonal skills;
• Good listening and comprehension for a clear interpretation of the clients needs;
• Ability to identify client challenges and opportunities to expand Sphera’s footprint;
• Confident using SaaS technology and apps, ability to learn new applications; d
• Ability to travel domestically and internationally.

Preferred Qualifications

• Experience in account management, sales or customer success management in the Software industry;
• Demonstrable knowledge of account planning, prospecting, opportunity progression and closing;
• Confident presentation and negotiation skills;
• IT literate, Office 365 and SalesForce CRM

Sphera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.