Strategic Account Director, West

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Keyfactor, Inc. Strategic Account Director, West in Independence, Ohio

About Keyfactor: Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale - and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companies across the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow. We hope you will trust your future with Keyfactor!

Title: Strategic Account Director, West
Location: United States; Remote, PST or MST
Experience: Senior Level
Function: Sales
Industry: Computer and Network Security

About Keyfactor: We build teams that continually strive to get better than the day before. As part of a rapidly growing organization, you will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas while also having leaders who lead with authenticity and transparency. Our talent and our culture are a key differentiator for us, and we take great pride and care in hiring and retaining some of the best in the industry.

Job Summary

The Strategic Account Director is responsible for driving revenue growth through expansion deals within the most strategic customer accounts. This role focuses on identifying and closing upsell and cross-sell opportunities, deepening customer relationships, and collaborating with internal teams to deliver tailored solutions that meet customer needs. Success in this position is measured by the ability to grow and retain strategic customers to increase customer lifetime value.

Applicants must hold US citizen or US permanent resident status.

Job Responsibilities

1. Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services.
2. Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention.
3. Maintain a deep understanding of the customer account - including strategic initiatives, organizational structure, decision and budgeting processes.
4. Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities.
5. Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals.
6. Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics.
7. Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives.
8. Act as a point of escalation for any issues, ensuring swift resolution to maintain customer satisfaction and minimize potential churn risks.
9. Act as an expert on Keyfactor's products and packaging, ensuring customers are licensed for appropriate entitlements that align with their strategic objectives.
10. Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts.

Minimum Qualifications, Education, and Skills

1. 10+ years in an enterprise focused revenue generating role.
2. Bachelor's degree in business administration, technology, or equivalent experience.
3. Comprehensive understanding of the IT Security landscape and emerging trends.
4. Expertise in risk management and security compliance frameworks.
5. Knowledge of advanced technologies and their implications for the IT Security sector.