Strategic Accounts - Vice President

About the Role

iCapital is looking to hire a Vice President, Strategic Accounts to drive new business growth and develop long-term strategic relationships across the life insurance and annuity market. This individual will own the full client lifecycle and serves as both a strategic seller and trusted advisor, developing a deep understanding of clients’ businesses, priorities, and growth objectives and aligning iCapital’s solutions to support their success. This individual will work independently to develop and execute account strategies.

Responsibilities

• Generate sustainable revenue and take responsibility for achieving and exceeding assigned sales and growth targets.
• Identify, develop, and close new business opportunities while maintaining a healthy and well-managed sales pipeline.
• Own client relationships across the full commercial lifecycle, from prospecting and opportunity development through ongoing relationship management, retention, and expansion.
• Develop a deep understanding of prospective and existing clients’ businesses, strategic goals, priorities, challenges, and growth initiatives.
• Build and maintain trusted relationships with executive, business, technology, and operational stakeholders.
• Develop and execute strategic account plans that address client objectives, revenue opportunities, relationship priorities, and retention risks.
• Present and demonstrate iCapital products and services, connecting capabilities to client needs and strategic objectives.
• Conduct regular business reviews, strategic planning sessions, and account health assessments with key clients.
• Identify expansion opportunities, account risks, and client needs and develop appropriate action plans.
• Serve as the voice of the customer internally and partner with Product, Client Delivery, Production Support, and Leadership to address client needs and execute strategic initiatives.
• Support the resolution of escalated client issues through proactive communication, stakeholder alignment, and consistent follow-through.
• Maintain a deep understanding of iCapital’s platform, products, processes, capabilities, and product roadmap.
• Stay informed of life insurance, annuity, distribution, technology, and broader industry trends and incorporate relevant insights into client strategies.
• Maintain accurate Salesforce records, account plans, opportunities, forecasts, client activity, and other required documentation.
• Participate in industry events, conferences, working groups, and associations to develop relationships, identify opportunities, and strengthen iCapital’s industry presence.

Qualifications

• 8-10+ years of experience across 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 is preferred
• Demonstrated ability to build relationships with senior and executive-level stakeholders
• Strong strategic planning, consultative selling, presentation, negotiation, communication, and problem-solving skills
• Able 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 is preferred
• Proficiency with Microsoft Office Suite and Salesforce.com or comparable CRM platforms
• Able to travel up to 50% of the time