Account Director

15 years exp

**Roles & Responsibilities**
- **Sales Management**:

- Business Development Carry a quota of upto $20 mn of revenue per annum by owning the sales lifecycle including opportunity identification, opportunity qualification, solution creation and finally negotiation and contracting
- Conduct proactive design thinking/problem identification workshops for the clients business and IT organizations to get a detailed understanding of pain points
- Receive clients problem statement through an RFP/RFI (Request for proposal/information), set up a pre-sales deal pursuit team, identify missing information and clarify them through Q&A; sessions
- Develop proposals for new business development/sales by hunting new accounts and identifying their technology requirements
- Understand the latest trends in the technology services and outsourcing markets to proactively understand customer needs and how LTI s services can support a particular customer need
- Post Mortem and creation of re-usable assets: Discuss and analyze winning themes on deals, prepare re-usable artefacts on internal knowledge management systems such as case studies and marketing collateral.
- Create a pipeline of opportunities for technology, digital and outsourcing services that will generate revenue in the short term, medium term and long term
- **P&L; Management**:

- Have iterative discussions with customer IT and business organizations to identify the right price points at which the deal is a win-win for both LTI and client organizations to create a long term growing partnerships
- Conduct data analysis, technology analysis and ideate with pre-sales pursuit team to reduce the cost of the technology services solutions delivered to the client to maximize LTI s margins
- Make decisions on the pricing of services within the scope of the Master Services Agreement or Statement of work that has been signed with the client organizations
- Ensure high cash flows on the account through diligently assessing and tracking accounts receivables to minimize delays in payments
- **Customer Relationship Management**:

- Identify stakeholders on individual deals, understand their technology & commerical requirements and problems to create a strategic partnership
- Risk Mitigation: Set the right expectations to the client on deliverables from the delivery organization, create project plans and minimize risk by engaging with the client on a regular basis to provide maximum customer centricity
- Coordinate with the delivery partner to address any people/infrastructure related issues in the delivery of a program
- **People Management**:

- Participate in interviews and talent acquisition activities to grow the business development team in the US and other geographies
- Mentor and coach sales team members as well as pre-sales & delivery consultants on the account for maximum customer satisfaction
- Create a meritocratic environment of high recognition and reward by providing transparent feedback to pre-sales teams and delivery organizations
- Regularly communicate any changes in organization, clients organizations through town hall meetings
- **Commercial Management**:

- Conduct discussions with clients about their fiscal budgets and create a commercial solution in both LTI s and the client organizations best interests
- Review and analyze other operational metrics like utilization, pyramid size to maximize growth and profitability for LTI
- Review and approve statements of work and work orders, provide inputs on SoW milestones and other delivery clauses to obtain a client sign-off and ensure minimum revenue at risk of no documentation
- **Additional responsibilities**:

- Accurately forecast revenue using Microsoft Excel on a quarterly basis taking into account any project ramp-ups/ ramp-downs and factoring any additional revenue through new opportunities
- Go-to-market alliances: Identify and develop partnerships with product vendors as well as client organizations to create combined offerings to take to the market. Create plans with alliance partners to grow mutual business with accounts in a certain geography and industry

**Qualifications**:

- MBA degree or foreign equivalent from an accredited institution in Information Systems/Computer Science is required.
- 15-17 years of experience in technology sales/account management preferably within a large enterprise software organization or global system integrator/professional services organization. Managing a P&L; of ~$15 mn/annum
- A background in requirements analysis, project management, setting client expectations and mitigate risks wherever needed. Capable of multi-tasking between changing work-streams in a dynamic environment.
- Ability to understand clients technology roadmaps including transform, run and compliance programs. Should have hands-on experience in creating and presenting strategic technology solution proposals to clients requirements with enterprise-wide implications
- Ability to collaborat