Strategic Account Manager (Technology, Retail & Consumer Goods)

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.

In this role, you will be a member of the Strategic Account Management team and will drive growth within high-value Named accounts across the Sphera Platform. You will be responsible for managing and expanding a portfolio of key enterprise clients. Acting as a trusted advisor, you will develop a deep understanding of each client's business challenges, drive strategic engagement across all levels of the organization, and identify opportunities for growth through cross-sell and upsell of Sphera Cloud solutions.

You will own the end-to-end sales cycle, from opportunity identification and solution positioning to contract negotiation and post-sale handoff, while collaborating closely with internal partners including Solution Executives, Solution Engineers, Professional Services, and Customer Success.

This role requires a consultative sales approach, strong relationship-building skills, and the ability to navigate complex, multi-stakeholder enterprise environments.

Ideal candidates will bring extensive experience managing strategic accounts in technically complex or SaaS environments, a proven record of driving multi-solution growth, and deep industry knowledge of the oil and gas sector.

Requirements / Responsibilities

• 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 your 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 to deal closing 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
• Be an expert 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 long 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

Qualifications

• Bachelor's degree or equivalent experience
• 10+ years of enterprise 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