Vice President, Strategic Accounts

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

📋 Description

• Propel new business development and cultivate long-term strategic partnerships within the life insurance and annuity sector.

• Take ownership of the entire client relationship cycle from prospecting and opportunity development to management, retention, and growth.

• Create sustainable revenue streams and meet or exceed designated sales and growth objectives.

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

• Formulate and implement strategic account plans that align with client goals, revenue potential, relationship priorities, and retention challenges.

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

• Showcase and present iCapital products and services in accordance with client requirements and strategic goals.

• Conduct business evaluations, strategic planning meetings, and account health reviews.

• Recognize expansion opportunities, account vulnerabilities, and client requirements, and create actionable plans.

• Collaborate with Product, Client Delivery, Production Support, and Leadership to address client needs and implement strategic initiatives.

• Assist in resolving escalated client issues.

• Keep abreast of iCapital’s platform, products, processes, capabilities, and future product direction.

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

• Maintain precise Salesforce records, account plans, opportunities, forecasts, client activities, and 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 other client-facing roles.

• 4+ years of experience in the insurance sector.

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

• Proven success in selling complex SaaS, technology, or enterprise solutions while managing intricate client relationships.

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

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

• Familiarity with insurance carriers, distributors, IMOs, BGAs, or other entities in the life and annuity market is preferred.

• Proven ability to develop relationships with senior and executive-level stakeholders.

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

• Capacity to influence outcomes across various departments and stakeholders without direct authority.

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

• Proficient in Microsoft Office Suite and Salesforce.com or similar 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.

• Subsidized healthcare.

• 100% employer-paid dental.

• Vision coverage.

• Telemedicine services.

• Virtual mental health counseling.

• Parental leave.

• Unlimited paid time off (PTO).

• Fully remote work opportunities.