VP Key Accounts; KAM

Company Overview

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one:
Zones – First Choice for IT. Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done.

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The Vice President of Key Account Management (KAM) is a senior commercial leader responsible for developing and executing the global strategy for the company’s most strategic customers. This role oversees the full lifecycle of key account engagement—from executive relationship development and contract strategy to revenue expansion, retention, and long‑term value creation. The VP KAM leads a high‑performing team of Key Account Directors/Managers and ensures consistent, customer‑centric execution across regions and business units.

This role requires a strategic thinker with strong commercial acumen, exceptional stakeholder‑management skills, and a proven ability to grow complex, multinational accounts.

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

• Define and execute the global Key Account Management strategy aligned with corporate growth objectives.
• Develop multi‑year account plans for top strategic customers, including revenue targets, expansion opportunities, and risk mitigation strategies.
• Serve as the executive sponsor for major accounts, building trusted relationships with C‑suite and senior decision‑makers.

• Own revenue performance across key accounts, ensuring consistent growth, retention, and upsell/cross‑sell execution.
• Lead strategic negotiations, renewals, and long‑term commercial agreements.
• Identify new business opportunities within existing accounts, including product adoption, geographic expansion, and solution integration.

• Build, mentor, and scale a high‑performing KAM organization across multiple regions.
• Establish best‑in‑class account management methodologies, playbooks, and governance frameworks.
• Drive a culture of accountability, customer advocacy, and continuous improvement.

• Partner with Sales, Product, Marketing, Customer Success, Finance, and Operations to ensure seamless delivery and alignment with customer needs.
• Provide customer insights to influence product roadmap, service enhancements, and strategic initiatives.
• Ensure internal teams are aligned on account priorities, risks, and growth strategies.

• Oversee forecasting, pipeline management, and account health reporting for key accounts.
• Ensure CRM accuracy, account planning discipline, and data‑driven decision‑making.
• Monitor KPIs across retention, expansion, customer satisfaction, and revenue performance; implement corrective actions as needed.

• Represent the voice of strategic customers internally, ensuring their needs are prioritized and addressed.
• Lead executive business reviews, strategic planning sessions, and…