Strategic Account Manager – Government

Role Overview

• Nurture and grow a portfolio of strategic named accounts within your assigned industry, acting as a trusted advisor across all levels of the client organization
• Develop a deep understanding of clients’ business challenges and current-state solutions to identify high-impact opportunities for cross-sell and upsell across Sphera Cloud solutions
• Own the sales cycle and contracting process from opportunity identification through deal closure, while leveraging internal partners effectively, including Solution Executives to position and pitch product-specific solutions and Solution Engineers to deliver tailored technical demonstrations
• Oversee post-sale implementation strategy by coordinating Professional Services and facilitating handoffs to Customer Success
• Build and execute comprehensive strategic account plans that map buyer ecosystems, uncover whitespace, and prioritize cross-sell opportunities
• Conduct annual account reviews with Customer Success to identify renewal risks and uncover growth opportunities within existing accounts
• Maintain expertise in industry dynamics and client developments, and use your expertise to inform account strategy and support long-term growth
• Strengthen relationships with key stakeholders across IT, procurement, and functional buyer groups (e.g., EHS, sustainability)
• Navigate sales cycles and influence complex multi-stakeholder buying processes, including formal committees and third-party consultants
• Translate nuanced business challenges into strategic solution proposals that align with Sphera’s platform capabilities

Requirements

• Bachelor’s degree or equivalent experience
• 10+ years of enterprise federal sales or account management experience with a proven track record
• Sales experience in a technically complex selling environment, including SaaS
• Demonstrated success managing strategic accounts and driving multi-solution growth
• Experience collaborating with cross-functional teams, including technical, product, and executive stakeholders
• Strong understanding of enterprise buying processes and stakeholder dynamics
• Proven ability to develop and execute strategic account plans
• Excellent verbal, written, and interpersonal communication skills
• Proficiency with CRM tools (e.g., Salesforce) and productivity platforms
• Ability to synthesize complex business needs into actionable solution strategies
• Self-starter with strong organizational and time management skills
• Willingness to travel as necessary

Tech Stack

• Cloud

Benefits

• Medical, Dental, and Vision Insurance
• Health Savings Account
• Flexible Spending Account
• 401(k) Retirement Plan with Company Match
• Life and Disability Insurance
• Critical Illness Insurance
• Accident Insurance
• Hospital Indemnity Insurance
• Paid Time Off and Holidays
• Flexible Working Schedule