SSO Key Account Manager (PacNW)

Key Account Manager

Tektronix, a Ralliant company, is seeking a highly motivated Key Account Manager (KAM) to join our Service Sales Organization (SSO) within the Americas. This role is responsible for managing a portfolio of strategic accounts, along with a defined set of regional customers, with full ownership across the customer lifecycle.

The Key Account Manager is accountable for customer retention, contract renewals, revenue growth, and strategic account governance, ensuring consistent execution of renewal timelines, compliance with contractual commitments, and strong executive-level engagement.

If you have a proven track record of success in a hybrid account management role and consistently exceed targets, this role may be the ideal opportunity for you.

Key Responsibilities:

• Strategic Account Ownership
  • Own and manage relationships for assigned Tier 1 and Tier 2 named accounts, serving as the primary point of accountability.
  • Develop and execute strategic account and territory plans focused on retention, expansion, and long-term customer partnerships.
  • Build a deep understanding of customer organizations, including stakeholders, departments, strategic initiatives, and future needs.
• Renewal & Contract Lifecycle Management
  • Own and execute the end-to-end renewal lifecycle in alignment with SSO renewal governance and QMS procedures.
  • Proactively manage renewal timelines using defined milestones (internal reviews, proposal development, executive discussions, and contract finalization).
  • Develop pricing strategies and negotiate contract terms, including volume-based pricing and justified price adjustments.
  • Present and secure multi-year service agreements (MSA/SOW, Master Quotes) and identify opportunities to convert on-demand customers to contracted relationships.
  • Identify renewal risk, underutilization, or compliance gaps and lead enablement plans to mitigate churn.
• Customer Governance & Executive Engagement
  • Lead and facilitate Quarterly Business Reviews (QBRs) and other structured customer governance meetings.
  • Present performance metrics, renewal strategies, compliance insights, and value realization to customer leadership and executive stakeholders.
  • Coordinate cross-functional engagement with service delivery, labs, finance, legal, and sales leadership to drive customer outcomes.
• Solution Selling & Value Delivery
  • Engage with customers to assess current and future calibration and service needs.
  • Recommended appropriate on-site, depot, or hybrid calibration solutions based on customer requirements.
  • Clearly articulate Tektronix's service value proposition and differentiate offerings to support retention and growth.
• Operational Excellence
  • Maintain accurate pipeline, renewal opportunities, and activity logging in the designated CRM system (Dynamics).
  • Manage post-sales activities including quotes, contract extensions, customer re-engagement, and follow-up.
  • Achieve assigned KPIs and revenue quota on a monthly, quarterly, and annual basis.
  • Support continuous improvement initiatives aligned with RBS (Ralliant Business System) principles.
  • Participate in ongoing training to enhance professional development and job effectiveness.

Qualifications

• General Skills & Experience
  • Demonstrated success managing complex, high-value customer accounts
  • Strong project and time-management skills with the ability to manage multiple renewal timelines simultaneously
  • Ability to work independently while collaborating effectively with cross-functional teams
  • Strong analytical, problem-solving, and decision-making skills
  • Professional communication skills across phone, email, and virtual platforms (Teams, WebEx)
• Systems & Tools
  • Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint)
  • Prior experience using a CRM platform (Dynamics or Salesforce preferred)
• Minimum Requirements
  • U.S. Citizen or U.S. Permanent Resident
  • 2+ years of experience in account management, sales, or customer-facing service roles
  • Bachelor's degree preferred
• Desired Attributes
  • Strong interpersonal and relationship-building skills
  • Strong analytical and strategic thinking capabilities
  • Excellent written and verbal communication skills
  • Advanced proficiency in Excel and PowerPoint
  • Negotiation and contract-based selling experience
  • Experience leading customer governance activities, including QBRs, renewal planning, compliance reviews, and escalation management