OverviewThe Key Account Lead owns account management strategy, leadership, and execution for a select portfolio of premier and strategic accounts. This role strengthens account relationships through disciplined account planning, focused product penetration, relationship and account expansion, and consistently high-quality execution. In support of Consilio’s Commercial Transformation, this leader partners across Sales, Delivery, and Offerings to activate growth plays, improve retention and satisfaction, and ensure coverage and capacity are balanced across assigned accounts.
Responsibilities
Essential Duties and Responsibilities:
- Lead strategic account planning and establish clear governance for assigned premier/strategic accounts.
- Drive retention, expansion, and client satisfaction across the assigned account portfolio.
- Build and maintain executive-level client relationships; influence key stakeholders and decision makers.
- Coach and coordinate account management team assignments to ensure coverage, capacity balance, and high-quality execution.
- Partner with Sales, Delivery, and Offerings to activate growth plays, accelerate product penetration, and expand relationships.
- Represent Account Management in deal reviews and go-to-market (GTM) syncs; provide account context and recommended actions.
- Own the governance cadence and content for Account Planning Sessions, QBRs, GTM Syncs, and Deal Reviews.
- Identify risks and opportunities within account scope; escalate issues and drive cross-functional resolution as needed.
- Maintain visibility into account health (retention, expansion, satisfaction) and translate insights into actionable plans.
- Ensure account plans, governance notes, actions, and decisions are documented and communicated to relevant stakeholders.
Qualifications
Minimum Education Requirements:
- Bachelor’s degree in Business, Legal, Marketing, Communications, or a related field; equivalent experience considered.
Minimum Experience Requirements:
- 10–15 years of experience in strategic account management, client leadership, or enterprise delivery.
- Experience managing complex accounts and influencing cross-functional execution.
- Experience with legal, eDiscovery, or consulting industry training is highly desirable.
Other Requirements:
- Strategic account planning expertise; strong stakeholder influence and negotiation skills.
- Coaching and coordination skills to align coverage and execution across a matrixed team.
- Executive client engagement and communication skills; ability to represent Account Management in leadership forums.
- High organizational discipline and follow-through; comfort operating with defined governance touchpoints (Account Planning Sessions, QBRs, GTM Syncs, Deal Reviews).
Working Conditions:
- Full-time position – can be remote or onsite in one of Consilio’s core locations
- Some travel (up to 30%) be required for internal meetings, client engagement, and other industry or company related events.
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