{
  "id": "workflow:strategic-account-expansion",
  "_kind": "Workflow",
  "_file": "workflows/workflows/workflows-sales-segments.yaml",
  "_cluster": "workflows",
  "attributes": {
    "displayName": "Strategic Account Expansion",
    "workflowKind": "governance",
    "triggerType": "scheduled",
    "typicalCadence": "quarterly",
    "complexity": "cross-team",
    "description": "Plans and executes multi-year expansion strategies for top-tier strategic\naccounts — conducting comprehensive account mapping to identify all\nbusiness units, subsidiaries, and potential buying centers, building\nexecutive alignment through QBR cadences and executive sponsor pairing,\ndeveloping value engineering frameworks that quantify realized ROI and\nproject forward expansion value, identifying new use cases and departments\nfor land-and-expand through usage analytics and organizational change\nsignals, coordinating multi-product roadmap presentations aligned to\naccount strategic initiatives, managing white-space analysis to track\npenetration percentage versus total addressable spend, and planning joint\ninnovation partnerships that create switching cost depth. Produces\nstrategic account plans, executive engagement trackers, and multi-year\nrevenue projection models. Excludes initial deal closing and tactical\nsupport.\n"
  },
  "outgoingEdges": [
    {
      "from": "workflow:strategic-account-expansion",
      "to": "role:planner",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "role:data-scientist",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "role:business-analyst",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "skill-area:customer-success",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "skill-area:revenue-operations",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "domain:sales",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "domain:customer-relations",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "responsibility:capacity-planning",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "responsibility:data-quality-monitoring",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "org-unit:sales-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "org-unit:customer-success",
      "kind": "performed_by_org_unit",
      "attributes": {}
    },
    {
      "from": "workflow:strategic-account-expansion",
      "to": "org-unit:revenue-operations-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    }
  ],
  "incomingEdges": []
}