Strategic Account Manager

Job Summary:

The Strategic Account Manager will be responsible for building and maintaining strong, long-lasting relationships with a portfolio of key strategic accounts. This role involves understanding the clients' business objectives, identifying opportunities for growth, and ensuring the delivery of exceptional IT engineering services that meet their evolving needs. The ideal candidate will be a results-oriented individual with a proven track record of managing and expanding high-value client relationships within the IT services industry.

Responsibilities:

• Strategic Account Management: Develop and execute strategic account plans for assigned key clients, outlining objectives, strategies, and key performance indicators (KPIs).

• Relationship Building: Establish and nurture strong, trusted advisor relationships with key stakeholders at all levels within client organizations, including C-level executives.

• Business Development: Proactively identify and pursue opportunities to expand the scope of services and solutions within existing strategic accounts, aligning with their business goals.

• Needs Assessment: Deeply understand clients' business challenges, technical requirements, and future needs, and translate them into relevant IT engineering service proposals.

• Solution Selling: Effectively communicate the value proposition of the company's IT engineering services and tailor solutions to meet specific client needs.

• Proposal Development: Collaborate with internal technical teams to develop compelling and accurate proposals, presentations, and statements of work (SOWs).

• Contract Negotiation: Lead and manage the negotiation of contracts and service agreements with strategic clients.

• Delivery Oversight: Act as a point of escalation and ensure the successful delivery of projects and services to strategic accounts, working closely with delivery teams.

• Performance Monitoring: Track and analyze key account metrics, identify trends, and implement strategies to improve client satisfaction and revenue growth.

• Forecasting and Reporting: Provide accurate and timely forecasts of account growth and revenue, and report on key account activities and performance to management.

• Market Awareness: Stay updated on industry trends, competitive landscape, and emerging technologies to identify new opportunities and maintain a competitive edge.  

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• Internal Collaboration: Work closely with sales, marketing, delivery, and technical teams to ensure a seamless and integrated approach to serving strategic clients.

Qualifications:

• Bachelor's degree in Engineering, Computer Science, Business Administration, or a related field. A Master's degree is a plus.  

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• Minimum of [Specify number, e.g., 8-12] years of experience in account management or business development within the IT services industry, with a focus on managing large and complex accounts.

• Proven track record of successfully managing and growing strategic accounts, achieving revenue targets, and building strong client relationships.

• Deep understanding of the IT engineering services landscape, including various technologies, methodologies, and delivery models.

• Experience in selling IT services such as software development, cloud computing, data analytics, AI/ML, infrastructure management, etc.

• Familiarity with account management methodologies and CRM tools (e.g., Salesforce, HubSpot).

Skills:

• Excellent Communication and Interpersonal Skills: Ability to communicate effectively with both technical and non-technical audiences, build rapport, and influence stakeholders.  

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• Strategic Thinking and Problem-Solving Skills: Ability to understand complex business issues, develop strategic plans, and identify creative solutions.

• Sales and Negotiation Skills: Proven ability to identify opportunities, develop compelling proposals, and negotiate favorable agreements.

• Client-Centric Approach: Strong focus on understanding and meeting client needs, and building long-term partnerships.

• Business Acumen: Understanding of business principles, financial concepts, and market dynamics.

• Technical Aptitude: Ability to understand and discuss technical concepts and solutions with clients and internal teams.

• Leadership and Collaboration Skills: Ability to lead internal teams, work effectively across departments, and influence stakeholders.

• Presentation Skills: Ability to deliver compelling presentations to clients and internal stakeholders.

• Time Management and Organizational Skills: Ability to manage multiple priorities, meet deadlines, and maintain organized records.