VP Account Management

Vice President, Account Management

Job Summary

The Vice President, Account Management is responsible for leading a team of Account Executives who manage and grow ACI's most strategic customer relationships. This leader owns the overall commercial relationship across a designated portfolio of enterprise customers, with accountability for customer retention, renewal execution, expansion, executive engagement, and long-term revenue growth.

Serving as the senior commercial owner of assigned accounts, the VP develops and executes multi-year account strategies designed to maximize customer value, strengthen strategic partnerships, and expand ACI's footprint across the customer organization.

Working in partnership with Product, Services, Revenue Operations, and New Business Development teams, the VP drives sustainable revenue growth through account expansion, cross-sell opportunities, and successful renewal outcomes. The VP retains overall ownership of the customer relationship and account growth strategy, and partners with New Business Developers to expand our customer relationships with new applications.

This role is responsible for achieving renewal, retention, expansion, and net revenue growth objectives across a portfolio of ACI's banking, issuing, and processing customers. The VP is expected to leverage AI-enabled insights, predictive analytics, and emerging digital technologies to improve customer retention, identify growth opportunities, increase forecasting accuracy, strengthen executive engagement, and enhance the effectiveness of strategic account planning and commercial execution.

Key Responsibilities

Strategic Account Ownership

• Own the overall commercial relationship and growth strategy for a portfolio of strategic enterprise customers.
• Serve as the executive sponsor and primary commercial leader for assigned accounts.
• Develop and execute multi-year account plans aligned to customer business objectives, technology priorities, and long-term strategic initiatives.
• Build trusted relationships with executive stakeholders across business, technology, operations, payments, and procurement functions.
• Drive customer advocacy, executive engagement, and long-term partnership development.
• Act as the voice of the customer within ACI and ensure alignment between customer objectives and ACI strategy.

Revenue Retention & Expansion

• Deliver renewal, retention, expansion, and revenue growth targets across assigned accounts.
• Lead all renewal strategies and negotiations, including large, complex, multi-year commercial agreements.
• Drive account expansion through cross-sell, upsell, increased transaction volumes, additional solution adoption, and broader enterprise deployment.
• Achieve annual growth objectives, including significant expansion opportunities within renewal cycles, driving growth across strategic customer relationships.
• Maintain accountability for Net Revenue Retention (NRR), Gross Revenue Retention (GRR), recurring revenue growth, forecast accuracy, and account profitability.
• Build and execute account-specific growth plans that maximize customer lifetime value.

Commercial Leadership

• Lead complex commercial negotiations involving renewals, pricing, contract restructures, service expansions, and strategic partnership agreements.
• Negotiate and close high-value enterprise agreements with major global financial institutions, processors, and merchants.
• Balance customer objectives, commercial outcomes, profitability, and long-term strategic value creation.
• Proactively identify and mitigate commercial risks that could impact retention or growth.

Expansion & New Opportunity Orchestration

• Identify whitespace opportunities and expansion potential across assigned customer portfolios.
• Partner with New Business Development teams on net-new application sales opportunities while maintaining executive account ownership.