Job Description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Key Account Executive – Share of Wallet

How will you make an impact?

The Key Account Executive (KAE) – Share of Wallet is responsible for driving organic growth within a defined portfolio of strategic accounts by increasing share of wallet, expanding solution adoption, and strengthening executive-level partnerships. This role focuses on deep account penetration, cross-portfolio selling, and long-term strategic account planning to maximize revenue, profitability, and customer retention.

The KAE serves as a trusted advisor to customers, aligning business objectives with enterprise solutions and coordinating cross-functional resources to deliver measurable value.

The position is remote and requires >50% travel.

Key Responsibilities

• Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts.
• Identify whitespace opportunities across divisions, business units, and service lines.
• Build and maintain executive-level relationships, positioning the company as a strategic partner.
• Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities.
• Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners.
• Analyze account spend, market trends, and competitive landscape to identify growth strategies.
• Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio.
• Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution.
• Monitor contract performance and identify opportunities for renewals, extensions, and expansions.
• Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.
• Maintain disciplined CRM documentation, including action plans and growth initiatives.

Qualifications

• Bachelor’s degree required, advanced degree preferred.
• 5+ years of strategic sales or key account management experience
• Demonstrated success in growing share of wallet within complex, multi-site accounts.
• Strong financial and analytical acumen.
• Proven ability to build executive-level relationships and influence decision-makers.
• Excellent presentation, negotiation, and communication skills.
• Ability to manage multiple stakeholders and navigate matrixed organizations.

Knowledge, Skills & Competencies

• Enterprise account penetration strategy expertise.
• Advanced negotiation and deal structuring capabilities.
• Strong financial acumen (ROI modeling, margin analysis, long-term contract economics).
• Ability to navigate complex IDN decision-making hierarchies.
• Executive presence and persuasive communication skills.
• High resilience, urgency, and competitive drive.
• Self-starter mentality with disciplined pipeline management.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC