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 the growth, retention, and long-term value of its most important customer relationships worldwide. This highly visible global executive leadership role will define and execute a unified strategic account management strategy across regions, lead geographically distributed teams of Strategic Account Managers, and drive sustainable revenue growth through customer retention, account expansion, executive engagement, and value realization. The SVP will oversee JAGGAER’s largest and most complex multinational customer relationships, ensuring a coordinated 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. Strong knowledge of Source-to-Pay (S2P), Procure-to-Pay (P2P), procurement technology, supply chain operations, and enterprise digital transformation is expected; experience supporting complex manufacturing organizations is particularly valuable. The leader will translate customer relationships into measurable business outcomes, develop exceptional talent, and establish 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 deliver customer value and a consistent global experience.

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 decision processes.
Demonstrated ability to build scalable account management processes, establish performance metrics, and drive forecasting discipline.
Strong financial and analytical capabilities, including managing revenue forecasts, evaluating customer profitability, and developing data-driven growth strategies.
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, accountable 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 comprehensive strategic account management framework focused on customer value realization, executive engagement, revenue protection, and expansion opportunities.
Drive portfolio growth through cross-selling, upselling, increased platform adoption, and strategic commercial initiatives.
Partner with Sales leadership to identify and pursue targeted new business opportunities within designated 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 global view of portfolio performance, regional growth opportunities, competitive threats, and customer risks.
Serve as an executive sponsor and trusted advisor to JAGGAER’s largest and most strategically important multinational customers.
Build and maintain relationships with Chief Procurement Officers, Chief Supply Chain Officers, Chief Financial Officers, Chief Information Officers, and other senior executives.
Guide comprehensive, multi-year global account plans that align JAGGAER’s capabilities with enterprise 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, connecting headquarters priorities with regional opportunities.
Develop executive sponsor relationships that support customer advocacy, reference programs, advisory boards, and long-term partnerships.
Set consistent 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 evaluating 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 within Salesforce.
Identify operational inefficiencies and implement scalable processes that 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 geographically distributed organization.
Establish a culture of commercial ownership, customer advocacy, accountability, and continuous improvement.
Recruit, retain, and develop exceptional account management talent across regions.
Coach team members on executive relationship management, strategic account planning, value-based selling, commercial negotiations, and opportunity development.
Establish clear 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 where teams take initiative, challenge assumptions, and deliver against 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, emerging market trends, and innovation opportunities.
Work with Customer Success and Professional Services to identify adoption challenges, address customer risks, and improve value realization.
Establish coordinated cross-regional executive escalation processes to resolve complex customer issues while protecting strategic relationships and recurring revenue.
Identify opportunities 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.