VP Strategic Sales - Key Accounts

Business Unit: Newland Chase / CIBT

Location: UK based

Reports To: SVP Global Sales

Role Type: Full-Time, Senior Individual Contributor (VP Level)

Direct Reports: None (cross-functional pursuit team orchestration)

Target Segment: Named strategic and enterprise accounts (global)

Travel: As required for the right commercial reason

Position Overview:

We are looking for a Strategic Sales Leader to drive growth across a portfolio of high-value global enterprise accounts. This senior individual contributor role will lead complex, strategic sales pursuits, develop named-account strategies, engage C-suite decision-makers, and win and grow large enterprise relationships. The successful candidate will manage extended sales cycles, lead cross-functional global pursuit teams, and use consultative and Challenger selling to displace incumbent providers and expand strategic accounts. Strong enterprise B2B sales, commercial acumen, executive engagement, and experience in professional services, global mobility, or related solutions are essential.

The Opportunity

This is a newly created, global senior individual contributor role designed to win and grow the most strategically important enterprise accounts. The role sits outside the regional team structure it complements, not duplicates, the regional go-to-market. While Regional VPs of BD own their territories and team performance, the Strategic Sales Leader focuses exclusively on a curated list of named global accounts where the opportunity size, complexity, and strategic importance demand dedicated senior pursuit capability.

Many of these accounts are served by entrenched incumbent providers. Your job is to build the case for change demonstrating why a fragmented, transactional approach to immigration is a strategic risk, and positioning CIBT | Newland Chase as the integrated alternative. You will displace incumbents by leading with insight, not price, and by articulating a compelling vision of what a best-in-class global immigration programme looks like.

You will report directly to the SVP Global Sales and work closely with the Regional VPs, Chief Revenue Officer, Partnerships, Marketing, Consulting, and Service Delivery leadership. This is a role for someone who thrives on complex, high-stakes pursuits not volume and who has the executive credibility and commercial acumen to operate at the most senior levels of Fortune 500 organisations.

Account Portfolio

Your portfolio is structured across three tiers, each with a distinct commercial objective:

Tier A: Existing Global Key Accounts

• Grow share of wallet with a small number of CIBT | Newland Chase’s most important existing clients where the relationship is established but the commercial footprint is underleveraged
• Focus is on cross-sell and deepening: analysing what the client currently buys, identifying services they do not yet purchase, and building integrated account plans across all four businesses

Tier C: Named Enterprise Targets

• Increase penetration within a defined list of high-value prospect accounts typically Fortune 500 / Global 2000 organisations with complex, multi-jurisdiction immigration programmes and annual contract potential in the $500K–$2M+ range
• These are headquarter-level relationships requiring senior engagement with CHROs, General Counsel, and Heads of Global Mobility

Tier C: Network-Led New Business

• Opportunities sourced from your personal network, industry relationships, and market intelligence accounts not currently on the regional teams’ target lists
• Pursuit ownership must be agreed with the SVP Global Sales to avoid duplicating coverage with Regional VP territories

What You Will Do

Named Account Strategy & Penetration

• Own a defined portfolio of 15–25 named global enterprise accounts, personally accountable for strategy, engagement, and revenue generation
• Develop comprehensive account plans for each target: stakeholder maps, competitive landscape, buying process, pain points, entry strategy, and multi-year growth pathway
• Identify and engage decision-makers at the most senior levels CHROs, General Counsel, Chief People Officers, Heads of Global Mobility, and Procurement leaders
• Build and maintain deep, trust-based relationships that position Newland Chase as a strategic partner, not a transactional vendor
• Navigate complex, multi-stakeholder buying processes with 12–18 month sales cycles involving RFPs, competitive tenders, and sole-source advisory engagements

Deal Leadership & Incumbent Displacement

• Lead the full sales cycle from opportunity identification through commercial close on deals with annual contract values of $500K–$2M+
• Build compelling business cases for change against entrenched incumbent providers quantify the cost of fragmentation, non-compliance risk, programme inefficiency, and missed strategic value
• Shape RFPs and competitive tenders before they go to market engage prospects early, influence requirements, and pre-position Newland Chase before formal procurement begins
• Assemble and orchestrate cross-functional pursuit teams: immigration attorneys, consulting advisors, solution architects, pricing, bid management, and regional delivery leaders
• Lead in-person presentations, finalist pitches, and executive-level negotiations

Global Operating Model

• Act as the orchestrator across geographies: create the global account strategy, open senior relationships at headquarter level, and connect best-fit regional and country resources to create multi-tiered relationships
• Ensure all key client stakeholders have internal counterparts introduce global and local leaders for same-time-zone coverage and ongoing relationship development
• Stay close to named accounts to gather intelligence, identify new opportunities, and ensure the global strategy is being executed consistently across regions
• Coordinate with Regional VPs to ensure pursuit activity on named accounts is aligned and non-duplicative

Challenger & Consultative Selling

• Lead with insight challenge how prospects think about their immigration programme, reframe their understanding of risk, cost, and strategic value
• Identify transformation events as entry points: organisational restructures, M&A, mobility taking on travel compliance remit, regulatory changes, or new market entry moments when the status quo is most vulnerable
• Position Newland Chase Consulting and advisory services to elevate conversations beyond transactional immigration case processing
• Leverage market intelligence, regulatory change, and competitive insight to create urgency and differentiate our approach
• Identify unmet or unrealised needs within prospect organisations cross-border compliance gaps, fragmented provider landscapes, technology deficits and build solutions around them

Market Presence & Partnerships

• Represent CIBT | Newland Chase as a senior commercial presence at major industry events, client advisory boards, and partner conferences globally
• Build and maintain strategic relationships across the RMC ecosystem, Big Four mobility practices, and global HR consulting firms
• Develop a visible personal brand on LinkedIn and in industry forums, positioning yourself as a trusted authority on enterprise immigration strategy
• Contribute market intelligence, competitive insight, and client feedback to inform product development, pricing strategy, and service innovation

Pipeline & Commercial Discipline

• Maintain disciplined pipeline management in Salesforce with accurate deal staging, stakeholder detail, competitive intelligence, and probability-weighted forecasting
• Provide regular pipeline and deal reviews with the SVP Global Sales and CRO clear-eyed on probability, risk, and timeline
• Track and report on key metrics: pipeline coverage, win rate, average deal size, sales cycle length, and competitive displacement rate

Role Boundaries

• This is a senior individual contributor role you will not manage a team. Your leadership is exercised through cross-functional pursuit orchestration, not line management
• You report to the SVP Global Sales, not the Regional VPs. Your named accounts sit outside regional territory allocation
• Regional teams own all non-named enterprise accounts and mid-market business within their territories your focus is strictly on the named account portfolio
• Network-led pursuit ownership must be agreed with the SVP Global Sales before engagement to avoid duplicating coverage with Regional VP territories
• You are expected to collaborate closely with Regional VPs introducing local resources, sharing intelligence, and ensuring coordinated client engagement but you retain strategic ownership of your named accounts

What We Are Looking For

Required

• 15+ years of B2B sales experience with a demonstrable track record of personally winning large, complex enterprise deals ($500K–$2M+ annual contract value) in professional services, consulting, or workforce solutions
• Experience managing strategic, named-account portfolios with extended sales cycles (12–18 months) and multi-stakeholder buying processes
• Proven ability to engage and influence at C-suite and VP level CHROs, General Counsel, Chief People Officers, Heads of Global Mobility
• Deep understanding of consultative and Challenger selling methodologies with the ability to lead with insight and reshape prospect thinking
• Track record of competitive displacement winning accounts away from entrenched incumbent providers by building the case for change
• Experience leading cross-functional pursuit teams across geographies without direct line management authority
• Strong commercial and financial acumen: complex pricing, value-based business case construction, competitive positioning, and negotiation at enterprise scale
• Comfortable with Salesforce and disciplined in pipeline management, deal qualification, and forecast accuracy
• Willingness and ability to travel globally as required for the right commercial reason client meetings, presentations, and industry events
• Executive presence, gravitas, and credibility you are the person the CHRO or General Counsel wants in the room

Preferred

• Direct experience in corporate immigration services, global mobility, or adjacent cross-border workforce services
• Established senior network across the immigration, mobility, and HR ecosystem RMCs, Big Four, industry bodies (WERC, FEM, SHRM, IBA)
• Experience with RFP-driven enterprise procurement in regulated, compliance-driven environments
• Familiarity with multi-jurisdictional immigration programmes and the complexity of global case management
• Prior experience selling advisory, consulting, or managed services alongside transactional service delivery
• Track record of cross-selling multiple service lines into enterprise accounts and growing share of wallet within strategic clients

What Success Looks Like

First 60 Days

• Complete deep immersion in CIBT | Newland Chase service lines, competitive positioning, pricing, and delivery model across all four businesses
• Conduct a thorough review of the named account list: validate targets, assess existing relationships, identify current product coverage, and prioritise the highest-probability pursuits
• Develop detailed account plans for the top 25 priority targets, including stakeholder maps, competitive landscape, and entry strategies
• Begin active engagement on at least 3–5 named accounts meetings booked, discovery underway, or RFP pipeline identified
• Build internal relationships with Regional VPs, Consulting, Legal, Bid Management, and Service Delivery leadership
• Agree named account list and network-led pursuit boundaries with SVP Global Sales and Regional VPs

First 12 Months

• Build a qualified enterprise pipeline of 3–5x annual revenue target
• Deliver measurable cross-sell growth increase the number of services purchased by existing key accounts
• Convert at least one local or single-service relationship pocket into a global, multi-service programme
• Establish Newland Chase as a credible contender in 5+ competitive or sole-source enterprise opportunities
• Achieve competitive displacement on at least one named target account
• Build visible market presence through industry events, partner engagement, and thought leadership

Benefits:

• Hybrid working model
• 25 days annual leave plus bank holidays
• Private healthcare (single cover)
• Auto-enrolment pension scheme (3% employer contribution / 5% employee contribution)
• Life assurance (4x annual salary)
• Eyecare vouchers
• Enhanced sick pay and family leave
• Perkbox rewards & benefits platform
• Employee referral program
• Recognition awards (Above & Beyond)
• Long service awards

Why Join CIBT | Newland Chase

• Market leader: 30 years of heritage, 70+ offices globally, and a client base that includes 75% of the Fortune 500
• Greenfield mandate: this role is being created to go after the market’s biggest prizes you will define the playbook
• Expert-led selling: you will be backed by immigration attorneys, regulatory consultants, and advisory specialists with deep jurisdictional expertise
• Full platform: cross-sell across immigration, consulting, travel compliance, and document services for enterprise-scale value propositions
• Transformation moment: new commercial leadership, genuine investment, and a clear strategic mandate to win at the top of the market
• Global stage: named accounts span continents this is a role for someone who wants to operate at global scale
• Uncapped earning potential: US$2M target with uncapped commission your income reflects your impact

About Us

CIBT is a leading global provider of immigration and visa services for corporations and individuals, operating in 25 countries worldwide. With more than 30 years of experience, CIBT is the trusted service provider to many of the world’s leading companies, including a majority of the Fortune 500.

CIBT delivers a comprehensive suite of services through two primary brands: Newland Chase, a wholly owned subsidiary specializing in global immigration strategy and advisory services for corporate clients worldwide, and CIBTvisas, a market leader in business and travel visa services for both corporate and individual clients.

Through its global expertise and extensive network, CIBT helps organizations and travelers navigate complex travel and immigration requirements in a fast, convenient, and secure manner.

Equal Employment Opportunity

CIBT is committed to building a diverse, equitable, and inclusive workplace where all employees and applicants are treated with respect and dignity. We provide equal employment opportunities to all qualified applicants and employees without regard to race, color, ethnicity, national origin, religion or belief, sex, gender, gender identity or expression, sexual orientation, age, disability, medical condition, marital or family status, veteran status, genetic information, or any other characteristic protected by applicable local law.

CIBT is committed to providing reasonable accommodations throughout the recruitment and employment process for individuals with disabilities or other accessibility needs. If you require assistance or an accommodation, please contact us at GlobalRecruiting@cibt.com