Strategic Account Manager

Advantive is the intelligence platform for industrial operations. We unite systems, signals, and decisions into one operational truth so specialty manufacturers and distributors can move faster and compound advantage with every shift.

We are hiring a Strategic Account Manager to own a portfolio of established enterprise packaging customers across EMEA. This is a senior commercial role for someone who can protect and grow complex customer relationships: securing renewals, leading high‑stakes negotiations, building expansion pipeline, and earning credibility with executives and operational leaders alike.

You will operate as the commercial leader for your book of business. You will set the account strategy, create executive alignment, identify where Advantive can deliver additional value, and translate account activity into a reliable forecast. You will work closely with a shared Technical Account Manager, Solutions Engineering, Product, Support, and partners to keep commercial priorities and technical realities aligned.

This role is based in an EMEA hub location—UK, Switzerland, Germany, or France—and requires travel across the region.

• A portfolio of medium and large enterprise packaging accounts across EMEA, with accountability for renewal and expansion bookings.
• Renewal strategy from early positioning through commercial negotiation, close, and post‑renewal growth planning.
• Expansion pipeline generation across existing customers, including new modules, additional sites, users, and strategic initiatives — including AI and automation use cases that support customers' operational modernization.
• Senior stakeholder relationships across commercial, operational, technology, and executive teams.
• Accurate pipeline, renewal, and forecast reporting in Salesforce, grounded in account data, clear next steps, and quantified risk.
• Strategic account plans that define customer objectives, stakeholder maps, commercial opportunities, technical dependencies, risks, and mutual success measures.

• Build trusted relationships with Director-, VP-, and C‑level stakeholders across multi‑site and multi‑country packaging organizations.
• Lead regular business reviews and account planning sessions, including quarterly business reviews and at least two executive sessions per year for priority accounts.
• Establish renewal positioning early, maintaining clear commercial plans, risk mitigation actions, and executive alignment throughout the renewal cycle.
• Lead commercial negotiations, balancing customer outcomes, long‑term account value, and Advantive's commercial objectives.
• Identify operational and business priorities within each customer, then connect those priorities to the relevant Advantive capabilities and growth path.
• Create and progress qualified expansion opportunities in partnership with Solutions Engineering, the TAM, Product, Support, Marketing, and channel partners.
• Partner with the TAM on system health, operational check‑ins, adoption signals, and early indicators of account risk. Coordinate escalations with clear ownership, customer communication, and follow‑through.
• Set clear expectations with customers on service levels, roadmap process, product requests, and escalation paths. Route roadmap requests through the established Product intake process.
• Develop a practical understanding of each customer's operating model, sites, decision process, budget cycle, and procurement requirements.
• Position Advantive's AI and automation capabilities as part of customers' operational modernization and growth plans, with a focus on clear use cases and measurable business relevance. Use approved AI‑enabled sales tools for account research, meeting preparation,…