Strategic Account Manager

Advantive; United Kingdom; On-site; GBP 90,000 - 140,000; Full time

Job summary

Advantive is seeking a Strategic Account Manager to own a portfolio of enterprise packaging customers across EMEA. You will set the account strategy, drive renewals and expansion, and align with cross-functional teams to deliver value.

Based in a UK/EMEA hub location, travel across the region is required. You will work closely with a TAM, Solutions Engineering, Product, Support, and channel partners to keep commercial priorities aligned with technical realities.

Qualifications

• Senior commercial professional with experience managing enterprise packaging accounts across multiple countries.
• Comfortable with executive-level negotiations and cross-functional collaboration.
• Willingness to travel across EMEA.

Responsibilities

• Own a portfolio of medium and large enterprise packaging accounts across EMEA.
• Lead renewal negotiations and expansion opportunities.
• Maintain accurate pipeline, renewal, and forecast in Salesforce.
• Develop strategic account plans with stakeholder maps.
• Coordinate with TAM, Solutions Engineering, Product, Support, Marketing and channel partners.
• Represent Advantive at EMEA packaging events.

Skills

Strategic account management

Executive stakeholder management

Renewals & negotiations

Tools

Salesforce

Job description

Strategic Account Manager, EMEA Packaging

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.

What you will own

• 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.

What you will do

• 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, opportunity strategy, and forecast quality.
• Work with Product and Solutions Engineering to surface customer use cases for Advantive ONE and other Advantive capabilities across corrugated and packaging operations, including planning, quality, plant performance, and decision support, and stay current on the AI, automation, and manufacturing trends that matter to EMEA packaging leaders.
• Represent Advantive at relevant EMEA packaging events, customer forums, industry conferences, and webinars.
• Maintain disciplined account records, opportunity plans, activity history, and forecast data in Salesforce, and prioritize time and executive attention across the portfolio according to account value, complexity, risk, and growth potential.

What success looks like

Within your first year, you will have built credible executive relationships across your portfolio, established clear account and renewal plans, developed a qualified expansion pipeline, and delivered dependable forecast accuracy. Most importantly, your customers will see Advantive as a strategic partner in improving how their operations run and how their decisions move.