Account Director- Manufacturing

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Company : $1.4B NYSE listed IT services System Integrator
Compensation : Open
Type : Full Time
Location : Midwest / Southeast

Our client is seeking an Account Director for one its prime customers, a fortune 5 Manufacturing Conglomerate in the US mid-west region. This position requires experience in selling System Integration services using Global Delivery Model comprising of onsite/offshore.

Minimum Qualifications:

• Bachelor's degree or equivalent - MS/MBA strongly preferred; 10-12 years of experience in Sales and Marketing in the Software services industry. Business Development, Account management and Technology selling in an onsite- offshore engagement model
• Selling multi-year managed service deals that are multi million dollars in size with proven experience in driving new and existing revenue.
• Adept at assessing client needs, developing solutions, creating value propositions, and developing and delivering proposals.
• Broad domain knowledge of manufacturing industry with good background of IT systems like ERP or custom solutions servicing this sector
• Demonstrated professional stability and commitment as well as the ability to initiate, maintain, and sustain successful long-term relationships with clients, to establish client rapport and to persuasively present and represent client's business capabilities.
• Executive level presence and influence within this company and with client organizations
• Exceptional relationship building and influencing skills
• Excellent business and industry acumen
• Strong, clear, and concise writing skills. Polished and articulate verbal communication and platform skills demonstrating self-confidence, tact and diplomacy, and the ability to make high-level presentations. Must have an executive presence and the ability to perform in a fast-paced, deadline-oriented work environment
• Demonstrated resourcefulness and self-directed behavior
• Personal integrity and demonstrated commitment to sound, ethical, moral, and legal business standards and practices.
• Adaptability to changing requirements dictated by technical/professional services industry and the our team environment. Must have excellent multi-task capabilities and exceptional interpersonal skills
• Ability to guide others through complexity, ambiguity and uncertainty
• International/Global experience and perspective
• Very strong negotiation skills
• Strong mediation & conflict management skills
• Very strong team building, supervisory, and mentoring skills
• Results Oriented, with the commitment and ability to achieve agreed goals and overcome obstacles
• Commercially Oriented, understands client’s business and is responsive to changes in client’s business environment and requirements
• Strong understanding of IT Service Delivery, Software Engineering processes, SDLC, Agile programming, Quality processes viz. ISO, Six Sigma, LEAN etc and Project Management Methodologies

Responsibilities:

• Responsible of one of the key Accounts with $20M+ revenue, for one of our’s largest customers
• Grow the account by interacting with the C level. Ability to identify and cultivate a Coach within the account and its sub-accounts. Ability to interact and effectively work with multiple offshore and onsite project team - are all important factor
• Responsible for taking the account to $30-40M+
• Manage a team of 5-6 Account Managers and Onshore Delivery Managers
• Establishing and managing client relationships during deal structuring and through execution
• Individual works independently with freedom to determine results and methods within their business segment, receiving general direction from the Global Account Leader of the Business Unit and SBU head.
• Accountable for the attainment of annual revenue growth objectives and supports business unit sales.
• Collaborates well with the Delivery leadership and teams in other time zones which would entail early morning and late night calls
• Participates in various corporate presentations, client contact meetings, vendor, and teaming meeting to facilitate, coordinate, and/or negotiate contracts and/or other related our business interests.
• Maintains relationships with customer representatives and familiarity with their technology needs; familiarizes them with our capabilities and solutions for the purpose of securing task orders/contracts/generating revenue. Conducts cold marketing calls for a similar purpose.
• Ability to manage multiple stakeholders with conflicting interests and ability to create a favorable position for us
• Ability to negotiate extremely well and come out with win-win solutions
• The position would require travelling 50% of the times to around 5-6 locations within US in mid-west, southeast and northeast

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.