Director of Strategic Accounts

Strategic Account Management

• Develop and execute account strategies that align client objectives with company growth goals.
• Serve as the primary executive relationship manager for assigned strategic accounts, building trusted partnerships with key client stakeholders.
• Leverage client insights, business reviews, and performance metrics to strengthen relationships and drive business outcomes.

Client Retention & Growth

• Own retention, escalation management, and account growth across a portfolio of strategic commercial real estate clients.
• Identify and pursue white-space opportunities to expand services, increase revenue, and deepen client partnerships.
• Proactively address client concerns and business risks to support long-term account retention and satisfaction.

Portfolio & Market Focus

• Manage a portfolio of 5–7 priority commercial real estate accounts across the Bay Area and Sacramento markets.
• Ensure consistent delivery of value, responsiveness, and operational excellence across assigned accounts.
• Act as a strategic liaison between clients and internal stakeholders to support account performance and business objectives.

Business Development

• Partner closely with Business Development Managers, Operations, and Sales teams to support account retention, expansion, and revenue growth.
• Develop and maintain a pipeline of commercial real estate opportunities within existing and prospective client accounts.
• Utilize a consultative, Trusted Advisor approach to identify client needs, conduct account research, lead client meetings, and uncover new business opportunities.
• Lead assigned pursuits, including solution development, pricing strategy, presentations, negotiations, and executive client engagement.

Collaboration & Execution

• Build strong relationships across Operations, Sales, Finance, HR, and other functional teams to deliver client-focused solutions.
• Develop and leverage internal and external networks to enhance market presence and identify growth opportunities.
• Utilize Salesforce and established sales processes to manage account activity, pipeline development, and forecasting.
• Manage multiple strategic accounts and business development opportunities simultaneously.
• Adhere to ABM's policies, business ethics standards, and Core Values of Respect, Integrity, Collaboration, Innovation, Excellence, and Trust.
• Perform special projects and other duties as assigned.

• Bachelor’s degree or equivalent experience. 

• 5-7+ years of experience including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.

• Ability to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.

• Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word, and Excel.

• Knowledge of Salesforce or another CRM desirable.

• Must be comfortable with speaking to large audiences.

• Ability to understand operating budgets.

• Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same.

• High level of problem-solving skills, motivation and professionalism.

• Ability to prioritize projects and execute and deliver key objectives in a timely manner.

• Ability to work independently in a fast-paced, dynamic, results-oriented environment. 
• Ability to proactively address client concerns, escalations, and systemic challenges with effective solutions. 
• Demonstrated ability to identify client expansion opportunities and partner cross-functionally to convert them into measurable outcomes. 
• Strong attention to detail with the ability to manage multiple priorities, client accounts, and deliverables.