VP Strategic Sales - Key Accounts

What You Will Do

Named Account Strategy & Penetration

• Own a defined portfolio of 15–25 named global enterprise accounts, personally accountable for strategy, engagement, and revenue generation
• Develop comprehensive account plans for each target: stakeholder maps, competitive landscape, buying process, pain points, entry strategy, and multi-year growth pathway
• Identify and engage decision-makers at the most senior levels CHROs, General Counsel, Chief People Officers, Heads of Global Mobility, and Procurement leaders
• Build and maintain deep, trust-based relationships that position Newland Chase as a strategic partner, not a transactional vendor
• Navigate complex, multi-stakeholder buying processes with 12–18 month sales cycles involving RFPs, competitive tenders, and sole-source advisory engagements

Deal Leadership & Incumbent Displacement

• Lead the full sales cycle from opportunity identification through commercial close on deals with annual contract values of $500K–$2M+
• Build compelling business cases for change against entrenched incumbent providers quantify the cost of fragmentation, non-compliance risk, programme inefficiency, and missed strategic value
• Shape RFPs and competitive tenders before they go to market engage prospects early, influence requirements, and pre-position Newland Chase before formal procurement begins
• Assemble and orchestrate cross-functional pursuit teams: immigration attorneys, consulting advisors, solution architects, pricing, bid management, and regional delivery leaders
• Lead in-person presentations, finalist pitches, and executive-level negotiations

Global Operating Model

• Act as the orchestrator across geographies: create the global account strategy, open senior relationships at headquarter level, and connect best-fit regional and country resources to create multi-tiered relationships
• Ensure all key client stakeholders have internal counterparts introduce global and local leaders for same-time-zone coverage and ongoing relationship development
• Stay close to named accounts to gather intelligence, identify new opportunities, and ensure the global strategy is being executed consistently across regions
• Coordinate with Regional VPs to ensure pursuit activity on named accounts is aligned and non-duplicative

Challenger & Consultative Selling

• Lead with insight challenge how prospects think about their immigration programme, reframe their understanding of risk, cost, and strategic value
• Identify transformation events as entry points: organisational restructures, M&A, mobility taking on travel compliance remit, regulatory changes, or new market entry moments when the status quo is most vulnerable
• Position Newland Chase Consulting and advisory services to elevate conversations beyond transactional immigration case processing
• Leverage market intelligence, regulatory change, and competitive insight to create urgency and differentiate our approach
• Identify unmet or unrealised needs within prospect organisations cross-border compliance gaps, fragmented provider landscapes, technology deficits and build solutions around them

Market Presence & Partnerships

• Represent CIBT | Newland Chase as a senior commercial presence at major industry events, client advisory boards, and partner conferences globally
• Build and maintain strategic relationships across the RMC ecosystem, Big Four mobility practices, and global HR consulting firms
• Develop a visible personal brand on LinkedIn and in industry forums, positioning yourself as a trusted authority on enterprise immigration strategy
• Contribute market intelligence, competitive insight, and client feedback to inform product development, pricing strategy, and service innovation

Pipeline & Commercial Discipline

• Maintain disciplined pipeline management in Salesforce with accurate deal staging, stakeholder detail, competitive intelligence, and probability-weighted forecasting
• Provide regular pipeline and deal reviews with the SVP Global Sales and CRO clear-eyed on probability, risk, and timeline
• Track and report on key metrics: pipeline coverage, win rate, average deal size, sales cycle length, and competitive displacement rate

Role Boundaries

This is a senior individual contributor role you will not manage a team. Your leadership is exercised through cross-functional pursuit orchestration, not line management

• You report to the SVP Global Sales, not the Regional VPs. Your named accounts sit outside regional territory allocation
• Regional teams own all non-named enterprise accounts and mid-market business within their territories your focus is strictly on the named account portfolio
• Network-led pursuit ownership must be agreed with the SVP Global Sales before engagement to avoid duplicating coverage with Regional VP territories
• You are expected to collaborate closely with Regional VPs introducing local resources, sharing intelligence, and ensuring coordinated client engagement but you retain strategic ownership of your named accounts

Required

What We Are Looking For

• 15+ years of B2B sales experience with a demonstrable track record of personally winning large, complex enterprise deals ($500K–$2M+ annual contract value) in professional services, consulting, or workforce solutions
• Experience managing strategic, named-account portfolios with extended sales cycles (12–18 months) and multi-stakeholder buying processes
• Proven ability to engage and influence at C-suite and VP level CHROs, General Counsel, Chief People Officers, Heads of Global Mobility
• Deep understanding of consultative and Challenger selling methodologies with the ability to lead with insight and reshape prospect thinking
• Track record of competitive displacement winning accounts away from entrenched incumbent providers by building the case for change
• Experience leading cross-functional pursuit teams across geographies without direct line management authority
• Strong commercial and financial acumen: complex pricing, value-based business case construction, competitive positioning, and negotiation at enterprise scale
• Comfortable with Salesforce and disciplined in pipeline management, deal qualification, and forecast accuracy
• Willingness and ability to travel globally as required for the right commercial reason client meetings, presentations, and industry events
• Executive presence, gravitas, and credibility you are the person the CHRO or General Counsel wants in the room

Preferred

• Direct experience in corporate immigration services, global mobility, or adjacent cross-border workforce services
• Established senior network across the immigration, mobility, and HR ecosystem RMCs, Big Four, industry bodies (WERC, FEM, SHRM, IBA)
• Experience with RFP-driven enterprise procurement in regulated, compliance-driven environments
• Familiarity with multi-jurisdictional immigration programmes and the complexity of global case management
• Prior experience selling advisory, consulting, or managed services alongside transactional service delivery
• Track record of cross-selling multiple service lines into enterprise accounts and growing share of wallet within strategic clients

What Success Looks Like

First 60 Days

• Complete deep immersion in