- Own a scaled portfolio primarily in the SMB and mid-market segments, using Salesforce to maintain customer context, stakeholders, priorities, risks, opportunities, renewals, and next steps.
- Use data to prioritize engagement across the portfolio, focusing on high-potential and at-risk accounts and understanding customers’ business priorities, cloud footprints, FinOps maturity, and desired outcomes.
- Drive retention and renewal outcomes by identifying risk, coordinating mitigation plans, and leading commercial conversations about pricing, commitments, contracts, and approvals.
- Identify, qualify, and manage expansion pipeline across new workloads, migrations, cost optimization, managed commitments, DoiT products, and services.
- Partner with Sales, CSMs, FDEs, DoiT specialists, and cloud-provider teams on account plans, funding, deal registration, and execution while owning the commercial relationship.
- Run customer cadences including account and FinOps reviews, product demonstrations, commitment planning, security and AI discussions, onboarding, and escalation reviews.
- Coordinate escalations with the appropriate DoiT owner, keeping customers informed and driving accountability through resolution.
- Use customer data, dashboards, CRM workflows, and AI or automation tools to improve coverage and create repeatable operating rhythms.
- Share actionable customer feedback, product requests, and market insights with Product, Engineering, Marketing, and Sales.
- Maintain account reviews and plans for priority and high-potential customers, tracking outcomes, engagement, spend trends, risks, renewal timing, and growth plans.
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