Strategic Account Manager

Strategic Account Manager

The Strategic Account Manager owns FMX's most valuable customer relationships, a book of ~70 named strategic accounts representing our largest installed-base ARR. This is a senior, expansion-focused role: you retain and grow these accounts by mapping whitespace, multi-threading into new buyers and budgets, and quarterbacking internal teams (Sales Engineering, Customer Success, or Product) to land additional products, users, and use cases. Success is measured in expansion ARR and retention, not new-logo activity volume.

Responsibilities:

As the Strategic Account Manager, you will:

• Own a portfolio of ~70 named strategic accounts; build and execute an account plan for each that maps current footprint, whitespace (unadopted modules/users), and clear paths to expansion.
• Carry and achieve an annual expansion-ARR quota; forecast accurately based on objective buyer engagement rather than seller optimism.
• Lead renewals and retention across the portfolio, protecting and growing ARR through proactive, value-driven engagement.
• Multi-thread relationships across each account (economic buyers, operations, IT, and procurement) to build organizational depth beyond a single contact.
• Apply MEDDPICC rigor to expansion opportunities: confirm economic buyers, co-build business cases, and identify key compelling events (budget cycles, bonds, board approvals, and compliance requirements).
• Lead internal deal teams (Sales Engineering, Customer Success, and Product) to deliver tailored expansion proposals and measurable ROI narratives (time saved, downtime reduced, compliance/audit defensibility).
• Align engagement with customer buying calendars: prioritize education accounts during the July–September budget window and December close, focus commercial accounts in August–September, and leverage October–November for discovery and proposal development.
• Maintain rigorous CRM hygiene in Salesforce; update pipeline, opportunities, and account data accurately and in a timely manner.
• Partner closely with the outgoing account owner through one full renewal cycle per account to ensure a seamless handoff.