- Own the end-to-end renewal process for a portfolio of named accounts, from 120-day renewal notice through contract execution.
- Identify and pursue expansion opportunities, and own the full sales cycle for small to mid-sized opportunities within named accounts.
- Conduct needs assessments, build business cases, and deliver proposals for renewal and expansion opportunities.
- Build relationships with scientific researchers, lab managers, and departmental decision-makers.
- Monitor account health signals and intervene early when accounts show renewal risk.
- Forecast renewal risk and revenue, and maintain accurate CRM records of renewal status, pipeline activity, and account health.
- Negotiate renewal terms, pricing, and contract structure within established parameters.
- Collaborate with Customer Success, Strategic Account Executives, Renewals, Presales, and field sales teams.
- Develop product knowledge across the Luma portfolio and share market intelligence on customer needs, competition, and industry trends.
- Travel 30%+ for customer meetings, QBRs, and account management activities.
SalesforceNegotiationAccount Management+1 more