Are you a strategic leader with a passion for driving operational excellence and delivering exceptional results in high-volume customer segments? Do you thrive in a fast-paced, data-driven environment where efficiency and innovation are key? If so, we have an exciting opportunity for you to join our team as Vice President, Core Accounts at Omdia part of Informa TechTarget.
About the Role
As the VP of Core Accounts, you will lead our global Core Accounts function, overseeing a portfolio of ~1,000 accounts. Your mission will be to maximize renewal efficiency, drive low-friction upsell growth, and maintain a strong, foundational customer base. This role is pivotal in ensuring operational excellence, high renewal rates, and scalable growth through digitized, low-touch playbooks. You will own the strategy and execution for reducing the Cost of Service (COS) while improving upsell efficiency.
Key Responsibilities
Renewal Strategy & Execution
- Develop and optimize scalable, self-serve renewal strategies to achieve top-tier Gross Renewal Rates (GRR).
- Proactively identify and mitigate risks for accounts with low product adoption or engagement.
- Manage high-volume contract execution and negotiation with speed and consistency.
Operational Efficiency & Digital Playbooks
- Collaborate with platform, Customer Success, and Marketing teams to design and implement low-touch playbooks using digital tools and automation.
- Optimize the use of technology stacks (CRM, marketing automation, Customer Success Platforms) to enhance efficiency and increase Account Manager capacity.
- Establish metrics and reporting to measure efficiency, such as revenue per Account Manager and time-to-renewal.
Low-Touch Upsell & Expansion
- Partner with Marketing and Product teams to create scalable upsell campaigns targeting the Core Account segment.
- Leverage data to identify quick-win upgrade opportunities requiring minimal sales intervention.
- Align incentive structures to balance high renewal rates with upsell efficiency.
Team Leadership & Scaling
- Lead and motivate a high-performing team focused on process-driven excellence and efficiency.
- Implement rigorous performance metrics, coaching routines, and development programs.
- Manage territory assignments and capacity planning to effectively cover the customer base.