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Salary: USD 125,000 - 135,000 / annual
iCapital is seeking a Vice President of Strategic Accounts to drive new business growth and develop long-term strategic relationships in the life insurance and annuity market. This role owns the full client lifecycle, combining strategic selling with trusted advisory services. The VP will develop deep understanding of clients' businesses, priorities, and growth objectives, aligning iCapital's solutions to support their success while working independently to develop and execute account strategies.
Key responsibilities include generating sustainable revenue and exceeding assigned sales targets; identifying, developing, and closing new business opportunities while maintaining a healthy sales pipeline; owning client relationships across the full commercial lifecycle from prospecting through retention and expansion; developing deep understanding of prospective and existing clients' businesses, strategic goals, and challenges; building trusted relationships with executive, business, technology, and operational stakeholders; developing and executing strategic account plans addressing client objectives and retention risks; presenting and demonstrating iCapital products and services; conducting regular business reviews and account health assessments; identifying expansion opportunities and account risks; serving as the voice of the customer internally and partnering with Product, Client Delivery, and Leadership; supporting resolution of escalated client issues; maintaining deep knowledge of iCapital's platform and products; staying informed of life insurance, annuity, distribution, and industry trends; maintaining accurate Salesforce records and documentation; and participating in industry events and associations.
The role is fully remote with up to 50% travel required.
Qualifications:
- 8-10+ years of experience in enterprise sales, strategic account management, relationship management, customer success, consulting, or similar client-facing roles
- 4+ years of insurance industry experience with strong knowledge of life insurance, annuity products, carrier operations, and insurance distribution
- Demonstrated success selling complex SaaS, technology, or enterprise solutions and managing sophisticated client relationships
- Successful track record of achieving or exceeding revenue, sales, retention, or growth objectives
- Experience managing the full client lifecycle including prospecting, complex sales processes, relationship management, retention, and expansion
- Experience working with insurance carriers, distributors, IMOs, BGAs, or other life and annuity market participants (preferred)
- Demonstrated ability to build relationships with senior and executive-level stakeholders
- Strong strategic planning, consultative selling, presentation, negotiation, communication, and problem-solving skills
- Ability to influence outcomes across multiple departments and stakeholders without direct authority
- Experience with sales qualification methodologies such as MEDDPICC and knowledge of Mutual Action Plans (preferred)
- Proficiency with Microsoft Office Suite and Salesforce.com or comparable CRM platforms
- Able to travel up to 50% of the time
