Global Account Manager

About the role

The Global Account Manager manages and grows an assigned book of global enterprise accounts across FoodChain ID’s full portfolio, including TIC services, Digital Solutions, SaaS, DaaS, regulatory solutions, certification, and related technical services.

Key Responsibilities

• Account Growth and Revenue Performance

• Own sales bookings performance against assigned monthly, quarterly, and annual targets
• Grow assigned global accounts through renewals, expansion, cross sell, upsell, and enterprise license opportunities
• Identify revenue opportunities across FCID’s full portfolio of services and solutions
• Translate customer strategy, business drivers, and operational needs into actionable commercial opportunities
• Develop and execute account strategies that support growth, retention, and long term customer value
• Lead renewal planning and execution across assigned subscriptions, services, and enterprise agreements
• Maintain visibility into wallet size, whitespace, account potential, and expansion paths

• Referral Pipeline and Opportunity Conversion

• Generate referral pipeline from active enterprise deal motion, account plans, whitespace reviews, and managed account expansion work
• Meet assigned referral pipeline expectations, including monthly sales scorecard and incentive plan targets
• Convert referral value into active, qualified opportunities
• Track referral bookings, realized referral impact, conversion status, next steps, and commercial ownership
• Partner with Sales, Enterprise Solutions, Regulatory Solutions, TIC, and Digital Solutions teams to move referrals into viable opportunities
• Document blockers, mitigation plans, customer commitments, and follow up actions in Salesforce

• Strategic Account Planning

• Create and maintain global account plans for assigned accounts
• Identify whitespace, stakeholder maps, customer priorities, business risks, renewal timing, and growth opportunities
• Present account plans and business performance updates on a regular cadence
• Define clear account priorities, risks, mitigation actions, and next steps before each 1:1 or business review
• Align FCID’s value proposition to the customer’s business strategy, operating model, and compliance needs
• Partner with internal subject matter experts to assess solution viability and shape customer recommendations

• Customer and Stakeholder Management

• Serve as the primary commercial liaison between FCID and assigned global accounts
• Build trusted relationships with senior leaders, decision makers, technical buyers, procurement, and executive sponsors
• Maintain relationship health through proactive communication, follow up, customer feedback, and issue resolution
• Bring internal leaders into strategic customer conversations early and appropriately
• Lead customer meetings, business reviews, account planning sessions, and on site visits when required
• Escalate customer risks, service concerns, commercial blockers, and renewal threats with clear action

Qualifications and Experience

• 7+ years of sales, account management, or strategic customer growth experience
• Proven success managing complex enterprise or global accounts
• Experience growing existing accounts through expansion, renewal, cross sell, and upsell motions
• Experience selling SaaS, DaaS, technical services, regulatory solutions, certification services, or related B2B solutions
• History of managing large, complex deals and enterprise level customer relationships
• Experience selling into or supporting Food and Beverage, Consumer Goods, Ingredients, Regulatory, TIC, Digital Solutions, SaaS, DaaS, or similarly complex B2B industries
• Strong understanding of sales process, pipeline management, opportunity qualification, referral conversion, forecasting, and account planning
• Experience working with Salesforce or similar CRM systems
• Ability to travel domestically and internationally as required
• Bachelor’s degree in business or related field preferred