Lead and grow enterprise accounts by driving ARR, revenue, pipeline, margin and profitability. Manage CXO relationships, handle escalations, lead SOW/RFP/proposal processes, negotiate contracts and renewals, run QBRs/MBRs, and coordinate with PMs, tech leads and delivery to ensure successful Cloud/DevOps/AI and custom software engagements.
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.
- 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.
- Cloud / DevOps / AI / Custom Software sales experience.
- Salesforce or SaaS professional services exposure.
- Experience setting up QBR/MBR governance.
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