Vice President, Client Growth Sales

Key Responsibilities:

Own and drive the IB sales strategy and pipeline, delivering against quarterly and annual growth targets for scope expansion, upsell/cross-sell, product migrations, and upgrades.
Lead, coach, and develop a team of IB Sales Account Executives (SAEs), setting activity, pipeline, and results standards consistent with the Sales Management System.
Build repeatable qualification and account-planning discipline (MEDPICC, whitespace mapping) so reps consistently uncover and pursue expansion opportunities.
Partner with Client Experience Managers (CXMs) to maintain a shared, real-time view of account health, so growth signals and satisfaction/renewal risk are routed to the right owner without gaps.
Partner with Solutions Architecture to ensure technical proposals map cleanly to client business outcomes and drive higher win rates on expansion deals.
Own accurate, Sales Ops-validated pipeline reporting and forecasting for the IB motion; eliminate self-reported pipeline in favor of validated data.
Collaborate with Marketing and Channel on demand generation and co-sell motions that surface new expansion opportunities within existing accounts.
Represent the voice of the installed base client in cross-functional planning — product roadmap input, pricing, and packaging decisions.
Recruit, hire, and ramp new SAEs; maintain a leadership bench and succession plan for the IB team.
Report regularly to the CSO and executive leadership on IB pipeline health, growth attainment, and team performance against KPIs.

What Success Looks Like:

Consistent quarter-over-quarter growth in expansion bookings (MRR) across the existing client base.
Healthy, validated pipeline coverage against the IB quota, with clean MEDPICC/BANDT qualification at every stage.
Low account “whitespace” — clients are proactively offered relevant new products/services well ahead of their own initiatives.
Strong cross-functional trust with CXM, Solutions Architecture, and Channel, evidenced by smooth account handoffs and joint wins.
A well-coached, retained IB SAE team with a clear development path and strong rep-level attainment.

Qualifications:

15+ years of B2B technology/managed services sales experience, including 10+ years leading a quota-carrying sales team, ideally in an installed-base, account management, or customer growth capacity.
Experience selling into IT infrastructure, cloud, colocation, or managed services environments; familiarity with IBM Power and/or VMware ecosystems strongly preferred.
Track record of building and scaling a sales team against a documented sales methodology and management system (e.g., MEDDIC/MEDPICC, BANT/BANDT).
Strong cross-functional collaborator, comfortable partnering with Customer Success/Client Experience, Solutions Architecture, Marketing, and Channel teams.
Data-driven approach to pipeline management and forecasting; comfortable operating in a Sales Ops-validated reporting environment.
Excellent executive communication skills, with experience presenting to senior leadership.