Senior Director-Strategic Account Executive

Senior Director-Strategic Account Executive

15+ years of experience within IT Services industry as Enterprise Solutions Executive for large technology solutions & services deals to strategic customers.

Ability to work directly with customer executives to develop strategic opportunities.

Ability to engage in thought leadership forums with customers (IT & Business)

Ability to identify, prospect, close strategic deals in lock step with Client Partners, BD teams, Marketing and Practice teams.

Identify leads, develop and track opportunities from identification to the close.

Work with Client Partners and BD teams to develop account plans.

Undertake effective pipeline creation, management and forecasting for strategic accounts

Create the response for RFPs through collaboratively engagement with various practices teams, solution groups and act as the solution leader in collaboration with Client Partners / BD Teams.

50% travel required

Roles and Responsibilities :

Identify & develop strategic opportunities within existing Platinum and Gold Accounts in collaboration with CP / BD teams.

Act as the Opportunity Owner - in support of qualifying opportunities, assembling bid team with the technology or domain knowledge required to create a differentiated solution and winning proposal.

End to End owner of the Solution Process in collaboration with CP / BD / SL

Work with the Sales or Account team to ensure appropriate messaging and strategy is reflected during the Pursuit Process.

Works with Sales or Account team to define Solution schedule using standard processes & tool sets.

Creates and maintains a forecast of the resource requirements of each opportunity with a clear and comprehensive description of expected tasks, deliverables and timelines.

Ensures the proposal team understands solution process, deliverables, and due dates.

Coordinate with our partners / advisors and other Third Parties for the opportunities wherever required.

Work with the SL / IBU teams and assist them in developing an accurate understanding of business needs and related issues.

Identifies probable competition and evaluates relative Jade Global strengths

Identifies required client deliverables, defines document structure, responsibilities and creates / maintains an outline to track files

Tracks the status of each client deliverable and escalates issues in a timely manner

Ensures compliance with corporate Delegation of Authority for sales transaction and associated governance process

Delivers a quality and compliant solution, on time and to budget.

Creates, maintains and communicates risk and issues log for all opportunities.

Other Requirements :

Familiar with Technology and IT Service principles is required

Holds a bachelor's degree in Science / Engineering / Business Management from an accredited University

Experience as Enterprise Solution Manager with Tier 1 IT Services Company highly recommended.

TOGAF or similar certification highly recommended.

A Project / Program Management certification highly recommended.

Formal Sales / Solution Management certification highly recommended but not necessary

Fluency in written and verbal communication is required.

Personal Skills and Qualities :

Strong client facing skills; builds client trust and engagement

Understands technical and business objectives of client

Makes the connection between industry trends and client needs

Demonstrates flexibility and adaptability to operate effectively, making modifications to reflect changing circumstances

Strong collaboration and leadership skills