SVP Global Strategic Accounts

Jaggaer•Durham, NC

About The Position

JAGGAER is seeking an accomplished Senior Vice President, Global Strategic Accounts to lead and accelerate growth, retention, and long-term value across its most important customer relationships worldwide. This global executive leadership role defines and executes a unified strategic account management strategy across regions, leads geographically distributed teams of Strategic Account Managers, and drives sustainable revenue growth through customer retention, account expansion, executive engagement, and value realization. The SVP oversees JAGGAER’s largest and most complex multinational customer relationships, coordinating a consistent global account experience while adapting execution to regional customer needs, markets, and commercial requirements. The role requires extensive experience leading international enterprise SaaS account management organizations, growing multimillion-dollar global customer portfolios, and building trusted C-suite relationships across regions and cultures. Knowledge of Source-to-Pay (S2P), Procure-to-Pay (P2P), procurement technology, supply chain operations, and enterprise digital transformation is important; experience supporting complex manufacturing organizations is particularly valuable. This strategic, hands-on, results-oriented executive translates customer relationships into measurable business outcomes, develops talent, and establishes a culture of accountability, operational excellence, and sustained commercial growth. The role partners across Sales, Customer Success, Professional Services, Product Management, Solution Engineering, Value Consulting, and Support to improve customer outcomes and commercial performance.

Requirements

15+ years of progressive experience in enterprise software, SaaS sales, strategic account management, customer success, or related commercial leadership roles.
7+ years of senior leadership experience managing and developing high-performing, geographically distributed enterprise sales or strategic account management teams.
Demonstrated success leading large multinational customer portfolios with significant recurring revenue, retention, and expansion responsibilities across multiple markets.
Proven ability to develop and execute strategic account growth initiatives that improve revenue retention, customer expansion, and commercial performance.
Strong experience managing multimillion-dollar global enterprise customer relationships, including complex multinational buying structures and regional stakeholders.
Deep understanding of enterprise SaaS business models, recurring revenue economics, customer lifecycle management, and account expansion strategies.
Experience within Source-to-Pay (S2P), Procure-to-Pay (P2P), procurement technology, supply chain technology, or adjacent enterprise business applications.
Proven ability to engage, influence, and negotiate with C-suite executives and senior business stakeholders.
Strong commercial acumen, including experience overseeing cross-border contract negotiations, renewals, expansion opportunities, and complex multi-stakeholder decisions.
Demonstrated ability to build scalable account management processes, establish performance metrics, and drive forecasting discipline.
Strong financial and analytical capabilities, including revenue forecasting, customer profitability evaluation, and data-driven growth strategy development.
Proven experience hiring, coaching, developing, and retaining senior commercial talent.
Ability to lead across cultures, time zones, and matrixed global organizations, aligning regional teams and functions around shared commercial and customer objectives.
Exceptional executive communication, presentation, negotiation, and relationship management skills.
Proficiency with Salesforce, sales analytics, forecasting tools, and strategic account planning methodologies.

Nice To Haves

Bachelor’s degree in Business, Finance, Supply Chain, Engineering, or a related discipline is preferred.
Experience leading strategic account management organizations within enterprise procurement, sourcing, supplier management, or spend management technology.
Experience supporting large manufacturing organizations, including understanding direct and indirect procurement, supplier management, and global supply chain operations.
Demonstrated success transforming or scaling an enterprise strategic accounts organization.
Experience leading geographically distributed teams across multiple international markets and building consistent global account management practices.
Familiarity with value-based selling, executive business reviews, customer success frameworks, and strategic account planning methodologies.
Experience leveraging AI-enabled enterprise applications and emerging technologies to improve customer value and commercial outcomes.
A strong network of senior executives within manufacturing, procurement, supply chain, and enterprise technology organizations.
Experience collaborating with senior leadership teams to develop and execute enterprise growth and customer retention strategies.

Responsibilities

Own and execute the global strategic accounts growth strategy, with accountability for customer retention, recurring revenue expansion, and long-term account value across regions.
Lead, develop, and scale a geographically distributed organization of Strategic Account Managers, aligning regional teams around shared global customer priorities and performance expectations.
Establish a strategic account management framework focused on customer value realization, executive engagement, revenue protection, and expansion opportunities.
Drive growth across existing customer portfolios through cross-selling, upselling, increased platform adoption, and strategic commercial initiatives.
Partner with Sales leadership to identify and pursue targeted new business opportunities within strategic accounts and customer segments.
Develop multi-year global and regional growth strategies aligned with JAGGAER’s commercial objectives, customer priorities, and market opportunities.
Set performance expectations and accountability for retention, expansion pipeline, revenue forecasting, and strategic account execution.
Provide executive leadership with a consolidated view of portfolio performance, regional growth opportunities, competitive threats, and customer risks.
Serve as executive sponsor and trusted advisor to JAGGAER’s largest and most strategically important multinational customers.
Build relationships with C-suite and other senior executives, including Chief Procurement Officers, Chief Supply Chain Officers, Chief Financial Officers, and Chief Information Officers.
Guide comprehensive, multi-year global account plans that align JAGGAER’s capabilities with enterprise-wide priorities and regional stakeholder needs.
Champion value-based account management that connects technology investments to measurable operational, financial, and strategic outcomes.
Establish coordinated global and regional executive engagement strategies, including Executive Business Reviews, Quarterly Business Reviews, and strategic planning sessions.
Personally engage in high-value global renewals, cross-border commercial negotiations, strategic expansion opportunities, and executive-level customer escalations in partnership with regional leaders.
Strengthen JAGGAER’s position as a long-term strategic technology partner across multinational manufacturing and other major customer organizations.
Develop executive sponsor relationships that support customer advocacy, reference programs, advisory boards, and long-term partnerships.
Establish global standards for account planning, pipeline management, forecasting, and commercial execution while allowing appropriate regional flexibility.
Drive disciplined management of renewal pipelines, expansion opportunities, customer health indicators, and revenue risks.
Develop and monitor KPIs including gross revenue retention, net revenue retention, account expansion, renewal performance, and forecast accuracy.
Partner with regional Sales leaders, Finance, and Revenue Operations to align global revenue forecasting, customer ownership, and commercial objectives.
Implement structured account and deal reviews covering opportunity progression, customer engagement, competitive positioning, and commercial risks.
Ensure Strategic Account Managers maintain coordinated global and regional stakeholder maps, account strategies, and opportunity plans in Salesforce.
Identify operational inefficiencies and implement scalable processes to improve productivity, execution, and customer engagement.
Use customer intelligence, account analytics, and commercial performance data to inform investment decisions and growth strategies.
Build, mentor, and develop a high-performing global strategic account management leadership team and broader distributed organization.
Establish a culture of commercial ownership, customer advocacy, accountability, and continuous improvement.
Recruit, retain, and develop account management talent across regions to navigate complex multinational customer environments.
Coach team members on executive relationship management, strategic account planning, value-based selling, commercial negotiations, and opportunity development.
Set performance standards, measurable objectives, and consistent coaching and development practices.
Identify capability gaps, address underperformance, and implement targeted development strategies.
Foster a collaborative, entrepreneurial environment in which teams take initiative, challenge assumptions, and deliver on commitments.
Lead by example through direct involvement in strategic customer engagements, high-value opportunities, and critical business decisions.
Partner across regions with Customer Success, Sales, Professional Services, Product Management, Solution Engineering, Value Consulting, and Support to deliver a consistent global customer experience.
Align account growth strategies with customer adoption, solution performance, business outcomes, and long-term satisfaction.
Collaborate with Product and Engineering leadership to communicate strategic customer requirements, market trends, and innovation opportunities.
Work with Customer Success and Professional Services to identify adoption challenges, address customer risks, and improve value realization.
Establish cross-regional executive escalation processes to resolve complex customer issues while protecting strategic relationships and recurring revenue.
Identify ways to leverage JAGGAER’s broader platform, including emerging AI-enabled capabilities, to improve customers’ procurement and supply chain performance.
Represent JAGGAER at global executive customer forums, international industry conferences, strategic business reviews, and key market events.