Vice President of Strategic Accounts

Location: US Remote

Company: Aviatrix

About Us: We are a cutting-edge cloud security and networking technology company that amongst other key areas of focus, is dedicated to redefining strategic account management. Our innovative approach provides a dynamic environment for leaders who are passionate about understanding customer needs and delivering exceptional value.

Position Summary: Our company is seeking an experienced Vice President of Strategic Account Sales who will play a pivotal role in developing and executing a strategic account management framework from scratch. As a critical leader within our organization, you will be defining, building and leading a global organization, reporting into the Chief Revenue Officer. The nature of this role demands particularly deep collaboration with the Customer Success Officer and his team to seamlessly integrate efforts, ensuring customers receive unparalleled solutions and services. This role requires a visionary leader with strong followership, deep understanding of client needs, market dynamics, and the ability to develop innovative strategies that foster long-term partnerships. We invite you to become a crucial part of our sales leadership team, contributing to our mission of delivering exceptional value to our strategic customers and driving innovation within the technology industry.

Key Responsibilities:

1. Customer Ecosystem Mapping:

*Comprehensive Analysis: Working alongside the customer success organization, conduct a thorough examination of our existing customer accounts, detailing which components of our solutions are deployed, determining the business value achieved, and mapping the organization and a host of other critical account attributes.

*Strategic Insights Development: Develop insights that identify gaps and opportunities within our accounts, directing efforts towards enhancing solution deployment and increasing business value realization across our customer base.

*Integration with Product Teams: Collaborate with product development and engineering teams to ensure that insights gained from customer interactions are used to inform product enhancements and innovation.

1. Strategic Account Development:

Criteria Establishment: Develop robust criteria and a data-driven methodology to identify what determines a strategic account

Prioritization and Engagement: Work systematically to prioritize accounts based on strategic value, potential for growth, and fit with the company’s long-term objectives, ensuring tailored engagement strategies for each account.

Value Proposition Refinement: Work with marketing and product teams to continuously refine and communicate our value proposition to strategic accounts, ensuring alignment with their business goals and challenges.

1. Team Leadership & Development:

Building a High-Impact Team: Recruit, mentor, and lead a diverse group of global account executives, providing them with the tools, training, and guidance needed to succeed in strategic account management.

Cultivating Culture: Develop a culture of excellence and innovation, encouraging collaboration both internally and with customers, fostering an environment where creative solutions are sought and shared with an eye toward long term customer success and development.

Performance and Development: Establish clear objectives and developmental plans for each team member, ensuring alignment with company goals while facilitating personal and professional growth.

1. Sales Operations & Methodology:

Operational Framework Design: Develop and implement a day-to-day sales operations framework that supports a prescriptive, use case-oriented sales approach, utilizing our broad platform capabilities.

Process Optimization: Continuously assess and refine sales processes to improve operational efficiency, effectiveness, and scalability, incorporating modern sales technologies, strategic account planning methodologies and tools as necessary.

Sales Cadence and Reporting: Establish a consistent sales cadence and reporting structure to ensure high visibility of progress and alignment with strategic objectives across the organization.

      5.  Cross-Functional Collaboration:

Internal Partnerships: Work closely with the Customer Success Officer to align strategies across customer success and strategic account teams, ensuring a seamless customer journey and a unified approach to customer engagement.

Advocacy and Feedback: Act as a key advocate for customer needs within the organization, using feedback to drive continuous improvement in product offerings and customer experience.

Stakeholder Engagement: Facilitate collaboration with other departments such as product, marketing, and finance to ensure that the strategic accounts team has the necessary support and resources to achieve its objectives.

1. Performance Management:

Metric Development and Tracking: Develop key performance indicators (KPIs) that accurately measure the effectiveness and efficiency of the strategic accounts initiatives; regularly track and report on these metrics to the executive team.

Data-Driven Decision Making: Use of Generative AI technologies, analytical tools and data to make informed decisions regarding account strategies, resource allocation, and team performance optimization

Continuous Improvement: Establish a culture of continuous improvement by regularly reviewing performance data, identifying areas for improvement, and implementing strategies to address these areas effectively.

Qualifications:

10+ years of experience in account management, sales, or business development, with a focus on strategic accounts.

Strong technical understanding. Networking and network security are complex technologies that are foundational to all other IT capabilities. Networking is unique in being a “ring zero” technology with a large blast radius when not implemented effectively with high consequence to the customer.

Proven track record of managing large, complex client relationships and achieving revenue growth.

Strong leadership and team management skills, with the ability to inspire and motivate.

Excellent communication, negotiation, and interpersonal skills.

Analytical mindset with the ability to derive insights from data.  

Ability to travel as needed to meet clients and attend industry events.

The US OTE range for this full-time position is  $375,000 - $500,000 + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education.  The range displayed is the minimum and maximum target base salary and is applicable only for new hires for the listed position located in the US. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process. To learn more about Aviatrix Benefits, please click Here. 

• BENEFITS

  US: We cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy. 

  Outside the US: We offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipend

  Your total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.

  About Aviatrix

  Aviatrix, the pioneer of Intelligent Cloud Networking™, optimizes business-critical application availability, performance, security, and cost with multicloud networking software that delivers a simplified and consistent enterprise-grade operational model in and across cloud service providers. Combined with the Aviatrix Certified Engineer (ACE) program, the industry’s first and only multicloud networking certification, innovative enterprises are transforming their business by upgrading their cloud networking with Aviatrix. Learn more at www.aviatrix.com.

  WE WANT TO INCLUDE YOU

  We embrace the fact that not everyone’s journey took the same route or started at the same place. If your experience doesn’t quite meet the requirements but the opportunity excites you and you believe you could be great, don’t let that hold you back from applying. Tell us what you CAN bring and what makes you special.

  Aviatrix is a community where everyone’s career can grow and we want to help you achieve your goals and be “your best YOU,” however that looks. If you’re seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let’s talk. We want to get to know you and how we could grow together.

  Aviatrix, Inc. is an equal opportunity employer and does not make hiring decisions based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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