Job Description
Experience: 10+ years overall, with 5–7+ years in IT Services, IT Consulting, Professional Services, or Account Management.
Key Responsibilities
Manage and grow existing enterprise accounts through upselling and cross-selling.
Own ARR, revenue, pipeline, margin, utilization, and account profitability.
Build strong relationships with Director/VP/CXO-level clients and handle escalations.
Lead SOW creation, RFP responses, proposals, and commercial pitches.
Manage contract renewals, MSA and pricing negotiations.
Conduct QBRs/MBRs and monitor account health, delivery, SLAs, milestones and budgets.
Work closely with PMs, Tech Leads and Delivery teams to ensure successful project execution.
Translate Cloud, DevOps, AI and custom software solutions into business value for clients.
Must-Have
10+ years total experience.
5–7+ years in IT Services / Consulting / Professional Services / IT Account Management.
Proven account expansion/upselling/cross-selling track record.
Experience handling CXO-level relationships.
Strong commercial, negotiation and P&L understanding.
Experience leading SOW/RFP/proposals and contract renewals.
Good to Have
Cloud / DevOps / AI / Custom Software sales experience.
Salesforce or SaaS professional services exposure.
Experience setting up QBR/MBR governance.