Strategic Account Director

Employment Type: Full time, Remote

Reference Number: TBH47

About Us

At IES, we value People, Purpose and Innovation. We offer a flexible and supportive working environment and the opportunity to work with a team of friendly, interesting and diverse people from across the globe who are passionate about what we do.

For 30+ years, we have built a solid reputation as the leading global innovator in integrated performance-based analysis and are now home to the most advanced building-physics analytics team in the world. Our software solutions and expert consultancy services empower designers, engineers, building owners and operators to deliver more efficient, comfortable and sustainable buildings through design, retrofit and operation. Our Research & Innovation team ensures our technology remains best-in-class and at the forefront of innovation.

The Role

As Strategic Accounts Director, you will take ownership of the strategy, growth, and long-term success of IES’s most strategic existing accounts across the EMEA region.

Reporting to the Regional Head for EMEA, you will hold full commercial responsibility for a portfolio of high-value enterprise customers, driving retention, strengthening executive-level relationships, and unlocking expansion opportunities across AEC and corporate real estate markets.

This is a senior individual contributor role, suited to someone with strong commercial instinct and the ability to navigate complex, multi-stakeholder environments. You will act as a trusted partner to key clients, aligning their business objectives with the full value of IES’s software and consultancy offering.

What You’ll Do

• Own the strategy, growth, and retention of IES’s most strategic accounts across EMEA, partnering closely with Customer Success as the senior relationship owner.
• Build and maintain executive-level relationships across client organisations, from technical users to C-suite stakeholders.
• Develop a deep understanding of client strategies, market pressures, and decarbonisation goals, aligning IES solutions to deliver measurable value.
• Drive revenue growth through renewals, enterprise expansion, cross-sell, and upsell opportunities across the full IES portfolio.
• Define and execute multi-year account plans, identifying growth opportunities, managing risk, and ensuring long-term client success.
• Lead executive business reviews and strategic engagements, maintaining strong senior-level client relationships.
• Own pipeline and forecasting responsibilities, providing accurate reporting to senior leadership.
• Collaborate cross-functionally with marketing, product, and technical teams to deliver a consistent and high-impact customer experience.
• Lead complex negotiations, including multi-year and enterprise agreements.
• Act as the voice of the customer internally, feeding back product insight and emerging client needs.
• Mentor and support account managers across EMEA, sharing best practice and contributing to team development.
• Represent IES at industry events, conferences, and executive forums, strengthening relationships and brand presence.

Skills & Experience

• 10+ years’ experience in strategic account management, enterprise sales, or customer success within technical software or solutions environments.
• Proven track record of retaining and growing large, complex enterprise accounts.
• Experience engaging and influencing C-suite stakeholders across multinational organisations.
• Strong commercial acumen, with expertise in enterprise negotiations, renewals, and expansion strategies.
• Skilled in managing complex, multi-stakeholder account cycles and long-term client relationships.
• Excellent communication and stakeholder management skills, with experience working across EMEA markets and cultures.
• Experience collaborating cross-functionally with commercial, product, and technical teams.
• Proficiency in Salesforce for account planning, forecasting, and pipeline management.

Nice to Have

• Background within AEC, building performance, or related technology sectors.
• Experience with building performance software, digital twin technologies, or sustainability solutions.
• Degree in engineering or a related field, or equivalent experience (MBA or similar is advantageous).
• Familiarity with structured sales methodologies such as MEDDIC.

Why Join Us?

• Take ownership of some of the most strategic client relationships within a global climate tech leader.
• Play a key role in shaping long-term growth and customer success across the EMEA region.

Our Commitment to Inclusion

IES is committed to an inclusive workplace and welcomes applications from all backgrounds, even if you don’t meet every requirement listed. We can provide reasonable adjustments throughout the recruitment process, for example, sharing interview questions in advance, allowing breaks between stages, or offering extra time where needed.

If you require support at any point, please contact the IES HR team at careers@iesve.com or +44 141 945 8500.

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