Essential Duties and Responsibilities

Strategic Account Development & Growth

• Lead the GSAP Developmental Accounts Program by actively managing a portfolio of high-growth accounts and ensuring consistent execution against defined growth strategies.
• Partner with Account Managers to develop and implement detailed strategic account plans that align to client objectives and AVI-SPL growth goals.
• Apply Strategic Account Management Association (SAMA) principles, positioning AVI-SPL as a trusted advisor within each account.
• Drive revenue growth and profitability by aligning account strategies to annual revenue targets
• Conduct and support Quarterly Business Reviews (QBRs) with clients

Internal Alignment & Global Coordination

• Align regional Account Managers to ensure consistent execution of global account strategies across all geographies.
• Coordinate global operational resources to ensure seamless delivery and support for accounts operating in multiple regions.
• Collaborate with Subject Matter Experts (SMEs) to bring innovative, differentiated, and scalable solutions to clients.
• Facilitate internal strategic account plan presentations to drive executive alignment and ensure organizational support.

GSAP Framework Execution

• Ensure all accounts follow GSAP methodologies, tools, and governance standards to drive consistency and scalability.
• Oversee account data management and reporting within Valkre to maintain accurate and actionable account insights.
• Maintain visibility into pipeline, performance, and strategic initiatives to proactively identify risks and opportunities.

Performance & Reporting

• Accountable for bookings and gross profit performance across developmental accounts to ensure targets are achieved.
• Monitor pipeline growth and opportunity progression to maintain a healthy and predictable revenue stream.
• Increase win rates on large global RFPs, evaluate effectiveness of pursuit strategies.
• Provide insights and recommendations to senior leadership on account readiness and progression into strategic account designation.

Sales Enablement & Leadership

• Ability to coach experienced Account Managers, increasing value through alignment to proven principles and strategic account planning best practices.
• Identify and implement tools, processes, and frameworks that improve account management effectiveness and efficiency.
• Foster a collaborative, high-performance culture by aligning teams across regions and functions toward shared goals.

Skills and Abilities

• Demonstrated expertise in strategic account management frameworks, with familiarity in SAMA methodologies preferred.
• Proven ability to develop and execute complex global account strategies across multiple regions and stakeholders.
• Experience leading complex RFP processes involving cross-functional teams and executive-level engagement.
• Strong strategic thinking and problem-solving skills with the ability to translate insights into actionable plans.
• Executive presence with the ability to influence decision-making at all levels of the organization.
• Excellent communication and presentation skills for both internal and client-facing interactions.
• Ability to manage multiple priorities effectively within a fast-paced, matrixed organizational structure.
• Proficiency in customer relationship management (CRM) and account planning tools such as Valkre.

Education and/or Experience

• Bachelor’s Degree in Business or a related field is required.
• A minimum of 10 years of experience in strategic account management, business development, or sales leadership roles.
• Experience within the audio visual, technology, or services integration industry is strongly preferred.
• Demonstrated success in strategic planning, global account expansion, and complex deal structuring.
• International business experience is considered a strong advantage.

Pay Type

Min Base

Max Base

Salary

$115k

$130k

This pay range represents the base salary for this position. Actual compensation within the range will depend on a variety of factors including but not limited to experience, skills, and location.

Competitive base salary plus earning potential through a performance-based incentive plan designed to reward results and high achievement.