Strategic Account Manager

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.

What you bring

• A consistent track record of meeting or exceeding commercial targets in a senior enterprise sales or account management role, including full ownership of renewal and expansion outcomes for a portfolio of enterprise-level accounts (7-figure+ ARR relationships).
• Demonstrated ownership of renewals and expansion for an existing enterprise customer portfolio.
• Experience managing complex, multi-site accounts with multiple stakeholders, long sales cycles, and meaningful commercial negotiations.
• Strong executive presence and the ability to engage credibly with leaders across operations, IT, finance, procurement, and commercial functions.
• A disciplined, data-led approach to pipeline management, account planning, and forecasting.
• Consultative selling skills: the ability to understand a customer’s operating environment, diagnose priorities, and build a compelling commercial case.
• Strong written, verbal, and presentation skills in business English.
• Comfort operating independently across time zones, cultures, and a distributed EMEA team.
• Proficiency with Salesforce or comparable CRM platforms, plus the ability to adopt AI-enabled sales and productivity tools.
• Familiarity with European procurement practices and data-privacy expectations, including GDPR.
• Willingness to travel up to 50% within EMEA.

Preferred experience

• Experience selling or supporting ERP, MES, scheduling, quality, automation, or manufacturing software.
• Direct experience in corrugated, paper, or broader packaging operations is a plus.
• Understanding of the buying process, capital expenditure patterns, and operational priorities of box makers and packaging manufacturers.
• Experience selling to supply chain, operations, production, and technology leaders in manufacturing environments.
• Fluency in one or more additional major European languages, particularly German, French, Spanish or Italian.

Compensation

Base salary of £90,000–£110,000, with an £80,000 target incentive.

Candidates will be offered a rate that reflects their level of experience. Offers made at the low-to-mid end of the range come with room for the salary to grow as the candidate's experience and delivery in the role progress.

The Advantive Way 

How Advantive works, in brief: six values, five promises, and three AI habits, one way of working. The values are who we are; the promises are what we deliver. This is what we hire for, at every level, and it applies to this role in full. 

Our Values: who we are 

The bar below which no behavior is acceptable, on the floor, in the backbone, and in this role. 

The Five Promises: what we deliver 

The standard by which all work is measured. Not values, but promises: harder to walk back, easier to coach against. 

1.) Start where the work is. Go to the floor before the office; build from reality, not theory. 

2.) Make it run. Ship software that runs where the work happens, and own it in production. 

3.) Own the hard part. The customer's job is hard enough; we don't hand off the mess. 

4.) Show up as a team. Heroes burn out; teams compound. No vanishing reps. 

5.) Move their number. Outcomes, not activity. The number the customer is judged on, not ours. 

How we work with AI 

Openly Learn: share what works, failures included. Nurture Curiosity: ask the model why; don't accept first answers.

Earn Trust: the operator decides what's true; verify before you ship. 

Customer First and Customer Outcomes: a requirement of this role. Advantive measures itself by the customer's number, not internal activity ("Move their number"). This role keeps a relentless focus on the buyers we serve and the outcomes they are judged on: pipeline that converts, prospects who see real value before they ever sign, and revenue that reflects real problems solved, not leads logged. Candidates must demonstrate a customer-first, outcome-obsessed operating instinct, not activity- or throughput-thinking.