Vice President of Strategic Accounts

About the Role
We are seeking an experienced Vice President of Strategic Accounts to lead the development, management, and growth of the organization's most important customer relationships.
This executive will establish strategic account management priorities, strengthen executive-level customer partnerships, identify expansion opportunities, and develop long-term account strategies that support sustainable revenue growth. Working closely with sales, marketing, customer success, product, finance, and executive leadership, the Vice President will ensure that strategic customers receive coordinated support and measurable business value.
The ideal candidate combines commercial leadership, strong relationship management skills, financial and business acumen, and a proven ability to build trusted partnerships with senior decision-makers. This individual should be comfortable managing complex enterprise relationships, negotiating high-value agreements, and aligning customer objectives with the organization's long-term growth strategy.
Key Responsibilities1. Strategic Account Leadership
Develop and execute the strategic account management strategy in alignment with company revenue goals and commercial priorities.
Identify, prioritize, and manage high-value accounts based on revenue potential, strategic importance, and long-term growth opportunities.
Establish account planning frameworks, relationship management standards, and account performance expectations.
Build comprehensive account plans covering customer objectives, stakeholder relationships, revenue opportunities, risks, and expansion strategies.
Ensure strategic account activities are coordinated across sales, customer success, product, and other relevant teams.
2. Executive-Level Customer Relationships
Build and maintain trusted relationships with C-suite executives, senior decision-makers, and key stakeholders at strategic customer organizations.
Serve as an executive point of contact for critical accounts, helping strengthen partnerships and resolve high-priority business issues.
Lead strategic business reviews, executive briefings, and partnership planning discussions.
Develop a strong understanding of customer business models, operational challenges, strategic priorities, and purchasing processes.
Represent the organization in high-level customer meetings, negotiations, and partnership discussions.
3. Revenue Growth and Account Expansion
Drive account growth through renewals, cross-selling, upselling, new business opportunities, and expanded strategic partnerships.
Identify opportunities to increase customer value, deepen engagement, and expand the organization's presence within existing accounts.
Partner with sales and business development teams to develop account-specific growth strategies.
Establish account revenue targets, growth forecasts, and performance objectives.
Monitor account profitability, commercial performance, and expansion potential to support sound business decisions.
4. Customer Retention and Relationship Development
Develop strategies to strengthen customer loyalty, improve retention, and support long-term account health.
Monitor customer satisfaction, relationship quality, renewal risks, and emerging business challenges.
Collaborate with customer success, support, and service delivery teams to address customer needs.
Lead executive-level engagement when significant customer concerns or relationship risks arise.
Establish proactive account management practices that identify potential issues before they affect customer relationships.
5. Commercial Strategy and Contract Negotiation
Lead or support negotiations involving major commercial agreements, renewals, pricing structures, and strategic partnerships.
Work with legal, finance, procurement, and executive leadership to evaluate commercial terms and manage contractual risks.
Develop account-specific proposals and partnership strategies aligned with customer needs and company objectives.
Assess commercial opportunities using revenue potential, profitability, resource requirements, and long-term strategic value.
Ensure account commitments are realistic, clearly documented, and aligned with internal capabilities and approval policies.
6. Cross-Functional Leadership
Coordinate with product, marketing, operations, customer success, finance, and technical teams to support strategic accounts.
Translate customer feedback and market insights into actionable recommendations for product development and service improvement.
Align internal resources with account priorities and customer commitments.
Establish clear ownership, communication practices, and escalation processes for strategic customer initiatives.
Promote collaboration between commercial teams and internal business units to improve account outcomes.
7. Team Leadership and Performance Management
Lead, develop, and mentor strategic account directors, account managers, and other relevant commercial professionals.
Establish team objectives, account coverage models, performance metrics, and professional development plans.
Build a culture focused on customer value, accountability, collaboration, and sustainable growth.
Review account performance and provide coaching to improve relationship management, negotiation, and business planning.
Support recruitment and organizational development as the strategic accounts function grows.
8. Forecasting, Analytics, and Executive Reporting
Monitor account revenue, renewal forecasts, expansion pipelines, retention trends, and profitability.
Establish reporting processes that provide visibility into account performance, growth opportunities, and commercial risks.
Present strategic account updates and recommendations to executive leadership.
Use CRM data, customer insights, and financial analysis to guide resource allocation and account prioritization.
Continuously improve account management processes and performance measurement practices.
QualificationsRequired Qualifications
Bachelor's degree in Business Administration, Marketing, Finance, Sales, or a related field, or equivalent relevant experience.
Significant experience in strategic account management, enterprise sales, business development, or commercial leadership.
Demonstrated success managing complex customer relationships and developing long-term enterprise account strategies.
Experience engaging senior executives and decision-makers within customer organizations.
Strong commercial acumen, including account planning, revenue forecasting, contract negotiation, and growth strategy.
Proven ability to coordinate cross-functional teams and manage multiple high-priority business relationships.
Excellent communication, presentation, negotiation, and relationship management skills.
Strong analytical capabilities and experience using CRM systems and account performance data.
Demonstrated leadership ability, sound judgment, and a customer-focused approach to business growth.

Work arrangement
Yes