Vice President, Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Generate sustainable revenue and meet or surpass designated sales and growth objectives.

• Identify, cultivate, and finalize new business opportunities while maintaining a robust sales pipeline.

• Manage client relationships throughout prospecting, opportunity development, relationship management, retention, and expansion.

• Gain insights into clients’ businesses, strategic objectives, priorities, challenges, and growth initiatives.

• Establish trusted relationships with executive, business, technology, and operational stakeholders.

• Create and implement strategic account plans.

• Present and showcase iCapital products and services.

• Conduct business reviews, strategic planning sessions, and assessments of account health.

• Recognize expansion opportunities, account risks, and client needs, and formulate action plans.

• Act as the customer advocate internally and collaborate with Product, Client Delivery, Production Support, and Leadership teams.

• Assist in resolving escalated client issues.

• Maintain a comprehensive understanding of iCapital’s platform, products, processes, capabilities, and product roadmap.

• Monitor trends in life insurance, annuities, distribution, technology, and the broader industry.

• Keep Salesforce records updated, including account plans, opportunities, forecasts, client activities, and necessary documentation.

• Engage in industry events, conferences, working groups, and associations.

⛳️ Requirements

• 8-10+ years of experience in enterprise sales, strategic account management, relationship management, customer success, consulting, or similar client-facing roles.

• At least 4 years of experience in the insurance industry.

• In-depth knowledge of life insurance, annuity products, carrier operations, and insurance distribution.

• Proven track record in selling complex SaaS, technology, or enterprise solutions and managing intricate client relationships.

• Successful history of achieving or exceeding revenue, sales, retention, or growth targets.

• Experience overseeing the complete client lifecycle, including prospecting, complex sales processes, relationship management, retention, and expansion.

• Experience collaborating with insurance carriers, distributors, IMOs, BGAs, or other participants in the life and annuity market is preferred.

• Demonstrated capability to build relationships with senior and executive-level stakeholders.

• Strong skills in strategic planning, consultative selling, presentation, negotiation, communication, and problem-solving.

• Ability to influence results across multiple departments and stakeholders without direct authority.

• Familiarity with sales qualification methodologies such as MEDDPICC and knowledge of Mutual Action Plans is preferred.

• Proficient in Microsoft Office Suite and Salesforce.com or comparable CRM platforms.

• Willingness to travel up to 50% of the time.

🏝️ Benefits

• Equity for all full-time employees.

• Annual performance bonus.

• Employer-matched retirement plan.

• Generously subsidized healthcare.

• 100% employer-paid dental coverage.

• Vision coverage.

• Telemedicine services.

• Virtual mental health counseling.

• Parental leave.

• Unlimited paid time off (PTO).

• Fully remote work.