Responsibilities:
1. Identifies broader trends in customer needs and opportunities and reflects them up to UL leadership, influencing the development and execution of ULs Alpha strategy.
2. Sustains executive relationships and builds trusted advisor status with customer leadership.
3. Provides relationship continuity with buying centers for Strategic accounts, leveraging supporting sellers for dedicated activities when necessary.
4. Expands network by building relationships with new personnel within assigned accounts.
5. Maintains industry ties/connections to understand market trends and anticipate tailwinds and headwinds.
6. Maintains customer relationships to ensure successful renewals and identify future sales opportunities.
7. Builds new relationships within existing accounts to identify and win cross-sell opportunities.
8. Identifies challenges and solutions to establish UL as a trusted partner to customers.
9. Identifies integrated solutions (particularly multi-product sales) to address complex client needs into a series of assigned Strategic tiered accounts; articulates the value proposition of complex products and services to customers.
10. Recognizes account growth opportunities and develops customer solutions both inside and outside of the assigned accounts Business Unit (BU) and Customer Segment, teaming with specialized UL resources as needed.
11. Deploys sales plays in coordination with Commercial Operations, which may involve selling offerings across BUs, teaming with specialized UL resources as needed.
12. Participates in quarterly business reviews (QBRs) with sales management to update account plans, discuss emerging opportunities, and improve sales execution.
13. Makes connections with relevant salespeople, utilizing their unique specializations and knowledge to close sales and support post-sales activities (e.g. Customer Success Specialists supporting software deployment).
14. Adapts plans and priorities to ensure alignments between Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives/sales executives for sales requiring more technical expertise.
15. Collaborates with New Account Executives when taking over newly acquired accounts and Lead Development Representatives for inbound leads from existing customers.
16. Partners with Sales Representatives for sales in smaller or sub-scale geographies, as well as Technical Sales Representatives / Software Solution. * Architects for sales requiring more technical expertise.
17. Facilitates handoffs to customer success and fulfillment teams to ensure seamless service delivery.
18. Read and follow the Underwriters Laboratories Code of Conduct and follow all physical and digital security practices.
19. Performs other duties as directed.

Qualifications:
1. Bachelors' degree in business, engineering, or related field.
2. Proficiency in digital account planning tools.
3. 7+ years of related sales experience and/or demonstrated account management capability.
4. Experience as a sales leader in sales of testing/inspection/certification services, software products, and advisory offerings.
5. Proven ability to manage and sell into large, diverse accounts, both individually and with the assistance of supporting personnel.