Senior Account Manager - GCC

Senior Sales Account Manager - GCCRole DescriptionPrimary relationship holder for set of GCC accounts; owns, leads and manages revenues and sold margins on the accountsStrengthens relationships with existing clients, and maintains a strong pipeline for growth through renewals & new selling new offerings to the existing GCC clientsBuild in-roads in existing accounts to cross-sell offerings and expand EN revenuesJob Specifications & RequirementsAt least 12 years of experience in client-facing roles or account leadership within IT professional services or management consulting.Proven experience with global service delivery models, adept at managing cross-regional operations.Skilled in overseeing and expanding client P&L, with a strong background in reporting and performance metric assessment for accounts.Deep expertise in the GCC industry is essential.Proficient in selling across various service lines, including Infrastructure, Digital Services, and Application Services.Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations.Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects.Key ResponsibilitiesDrive account growth with focus on renewals and selling new offeringsCollaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirementDrive renewal through overall pursuit strategy, solution due diligence /contract assurance review via coordination with Client Delivery ManagerIdentify opportunities for cross-sell and areas of growth within existing accounts by collaborating with Client Delivery ManagerDevelop negotiation strategy & negotiate contract / agreement; work with Bid Managers to draft SoW for contract with collaboration with Solution Architect/ Practitioner Sales/Client Delivery Lead; participate in win/loss reviewOrchestrate account governance activitiesDevelop robust account plan with inputs from Client Delivery Lead and Practitioner SalesDetermine review cadence and KPIs to be monitored with Client Delivery LeadDrive customer satisfaction along with Delivery team by being primary relationship holder with account stakeholdersBecome a trusted client partner by empathizing and gaining trust of the clients. Walk the halls; develop discussion docs. to take to the client; understand customer requirementsJointly responsible to maintain customer satisfaction; track and report CSAT / NPSPrimary client contact for all escalationsCoordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & trackingCoordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligationsMonitor cost metrics for an account - with inputs from Client Delivery Managers of individual projectsIdentify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiativesKey InterfacesDevelop account strategy, prioritize offerings in consultation with Practitioner sales and Client Delivery LeadOrchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery LeadProvide input to finance on financial forecasting of account revenue. Validation of invoice generated by finance team and collection follow-ups Internal account-level reporting (if applicable) along with Vertical Bid Management ExecutiveKey MetricsKPIsRevenueOrder book% gross margin deliveredClient satisfaction (CSAT)Average deal sizePipeline sizeNumber of renewals : Win rate / close rateKRAsAs-sold marginsLead mortality rate% Variance in forecasted Vs. actual rev.% Variance in forecasted Vs. actual GMCost overruns-Negative margin accounts (#, Revenue, Gross Margin)