Business Development Director, Global Strategic Account Program (GSAP)
The Business Development Director, Global Strategic Account Program (GSAP), is responsible for leading the development of strategic global relationships from a variety of sources.Responsibilities include leading a Developmental Accounts Program by managing a portfolio of high-potential clients.This role drives strategic growth through structured account planning, cross-functional alignment, and execution of best practices while partnering with Account Managers, Regional Leadership, Office Leadership, and Subject Matter Experts (SMEs).The role also aligns global resources, and supports international opportunities.
The ideal candidate for this role will be able to both coach and lead, serving as a trusted expert to a variety of internal and external stakeholders.This role will require extensive ability to influence in a global matrix organization.
Essential Duties and Responsibilities
- Strategic Account Development & Growth
- Lead the GSAP Developmental Accounts Program by actively managing a portfolio of high-growth accounts and ensuring consistent execution against defined growth strategies.
- Partner with Account Managers to develop and implement detailed strategic account plans that align to client objectives and AVI-SPL growth goals.
- Apply Strategic Account Management Association (SAMA) principles, positioning AVI-SPL as a trusted advisor within each account.
- Drive revenue growth and profitability by aligning account strategies to annual revenue targets
- Conduct and support Quarterly Business Reviews (QBRs) with clients
- Internal Alignment & Global Coordination
- Align regional Account Managers to ensure consistent execution of global account strategies across all geographies.
- Coordinate global operational resources to ensure seamless delivery and support for accounts operating in multiple regions.
- Collaborate with Subject Matter Experts (SMEs) to bring innovative, differentiated, and scalable solutions to clients.
- Facilitate internal strategic account plan presentations to drive executive alignment and ensure organizational support.
- GSAP Framework Execution
- Ensure all accounts follow GSAP methodologies, tools, and governance standards to drive consistency and scalability.
- Oversee account data management and reporting within Valkre to maintain accurate and actionable account insights.
- Maintain visibility into pipeline, performance, and strategic initiatives to proactively identify risks and opportunities.
- Performance & Reporting
- Accountable for bookings and gross profit performance across developmental accounts to ensure targets are achieved.
- Monitor pipeline growth and opportunity progression to maintain a healthy and predictable revenue stream.
- Increase win rates on large global RFPs, evaluate effectiveness of pursuit strategies.
- Provide insights and recommendations to senior leadership on account readiness and progression into strategic account designation.
- Sales Enablement & Leadership
- Ability to coach experienced Account Managers, increasing value through alignment to proven principles and strategic account planning best practices.
- Identify and implement tools, processes, and frameworks that improve account management effectiveness and efficiency.
- Foster a collaborative, high-performance culture by aligning teams across regions and functions toward shared goals.
Skills and Abilities
- Demonstrated expertise in strategic account management frameworks, with familiarity in SAMA methodologies preferred.
- Proven ability to develop and execute complex global account strategies across multiple regions and stakeholders.
- Experience leading complex RFP processes involving cross-functional teams and executive-level engagement.
- Strong strategic thinking and problem-solving skills with the ability to translate insights into actionable plans.
- Executive presence with the ability to influence decision-making at all levels of the organization.
- Excellent communication and presentation skills for both internal and client-facing interactions.
- Ability to manage multiple priorities effectively within a fast-paced, matrixed organizational structure.
- Proficiency in customer relationship management (CRM) and account planning tools such as Valkre.
Education and/or Experience
- Bachelor's Degree in Business or a related field is required.
- A minimum of 10 years of experience in strategic account management, business development, or sales leadership roles.
- Experience within the audio visual, technology, or services integration industry is strongly preferred.
- Demonstrated success in strategic planning, global account expansion, and complex deal structuring.
- International business experience is considered a strong advantage.
Pay Type Min Base Max Base Salary $115k $130k This pay range represents the base salary for this position. Actual compensation within the range will depend on a variety of factors including but not limited to experience, skills, and location. Competitive base salary plus earning potential through a performance-based incentive plan designed to reward results and high achievement.
Business Development Director, Global Strategic Account Program (GSAP)
The Business Development Director, Global Strategic Account Program (GSAP), is responsible for leading the development of strategic global relationships from a variety of sources.Responsibilities include leading a Developmental Accounts Program by managing a portfolio of high-potential clients.This role drives strategic growth through structured account planning, cross-functional alignment, and execution of best practices while partnering with Account Managers, Regional Leadership, Office Leadership, and Subject Matter Experts (SMEs).The role also aligns global resources, and supports international opportunities.
The ideal candidate for this role will be able to both coach and lead, serving as a trusted expert to a variety of internal and external stakeholders.This role will require extensive ability to influence in a global matrix organization.
Essential Duties and Responsibilities
- Strategic Account Development & Growth
- Lead the GSAP Developmental Accounts Program by actively managing a portfolio of high-growth accounts and ensuring consistent execution against defined growth strategies.
- Partner with Account Managers to develop and implement detailed strategic account plans that align to client objectives and AVI-SPL growth goals.
- Apply Strategic Account Management Association (SAMA) principles, positioning AVI-SPL as a trusted advisor within each account.
- Drive revenue growth and profitability by aligning account strategies to annual revenue targets
- Conduct and support Quarterly Business Reviews (QBRs) with clients
- Internal Alignment & Global Coordination
- Align regional Account Managers to ensure consistent execution of global account strategies across all geographies.
- Coordinate global operational resources to ensure seamless delivery and support for accounts operating in multiple regions.
- Collaborate with Subject Matter Experts (SMEs) to bring innovative, differentiated, and scalable solutions to clients.
- Facilitate internal strategic account plan presentations to drive executive alignment and ensure organizational support.
- GSAP Framework Execution
- Ensure all accounts follow GSAP methodologies, tools, and governance standards to drive consistency and scalability.
- Oversee account data management and reporting within Valkre to maintain accurate and actionable account insights.
- Maintain visibility into pipeline, performance, and strategic initiatives to proactively identify risks and opportunities.
- Performance & Reporting
- Accountable for bookings and gross profit performance across developmental accounts to ensure targets are achieved.
- Monitor pipeline growth and opportunity progression to maintain a healthy and predictable revenue stream.
- Increase win rates on large global RFPs, evaluate effectiveness of pursuit strategies.
- Provide insights and recommendations to senior leadership on account readiness and progression into strategic account designation.
- Sales Enablement & Leadership
- Ability to coach experienced Account Managers, increasing value through alignment to proven principles and strategic account planning best practices.
- Identify and implement tools, processes, and frameworks that improve account management effectiveness and efficiency.
- Foster a collaborative, high-performance culture by aligning teams across regions and functions toward shared goals.
Skills and Abilities
- Demonstrated expertise in strategic account management frameworks, with familiarity in SAMA methodologies preferred.
- Proven ability to develop and execute complex global account strategies across multiple regions and stakeholders.
- Experience leading complex RFP processes involving cross-functional teams and executive-level engagement.
- Strong strategic thinking and problem-solving skills with the ability to translate insights into actionable plans.
- Executive presence with the ability to influence decision-making at all levels of the organization.
- Excellent communication and presentation skills for both internal and client-facing interactions.
- Ability to manage multiple priorities effectively within a fast-paced, matrixed organizational structure.
- Proficiency in customer relationship management (CRM) and account planning tools such as Valkre.
Education and/or Experience
- Bachelor's Degree in Business or a related field is required.
- A minimum of 10 years of experience in strategic account management, business development, or sales leadership roles.
- Experience within the audio visual, technology, or services integration industry is strongly preferred.
- Demonstrated success in strategic planning, global account expansion, and complex deal structuring.
- International business experience is considered a strong advantage.
Pay Type Min Base Max Base Salary $115k $130k This pay range represents the base salary for this position. Actual compensation within the range will depend on a variety of factors including but not limited to experience, skills, and location. Competitive base salary plus earning potential through a performance-based incentive plan designed to reward results and high achievement.
