About the Job:

We are seeking a dynamic and results-driven Account Growth Manager to spearhead business expansion within our established portfolio of IT clients.

This pivotal role demands a strategic and proactive individual with a proven ability to cultivate deep client relationships and identify lucrative opportunities for revenue growth.

The ideal candidate will possess a strong understanding of the IT services and solutions landscape, exceptional communication and negotiation skills, and a passion for exceeding client expectations while driving significant business outcomes.

As an Account Growth Manager, you will be instrumental in maximizing the value we deliver to our existing clients and achieving ambitious growth targets for the organization.

Key Responsibilities:

Develop and Execute Account Growth Strategies:

- Formulate and implement comprehensive account growth strategies tailored to individual client needs and business objectives.

- This includes identifying key growth areas, setting clear targets, and outlining actionable plans to achieve them.

Identify Upselling and Cross-selling Opportunities:

- Proactively analyze client environments and business challenges to identify and pursue opportunities for upselling existing IT services and solutions, as well as cross-selling complementary offerings.

- This requires a deep understanding of our service portfolio and the ability to align it with client requirements.

Build and Maintain Strong Client Relationships:

- Cultivate and nurture strong, long-lasting relationships with key stakeholders, decision-makers, and influencers within assigned client organizations.

- This involves regular communication, proactive engagement, understanding their business priorities, and acting as a trusted advisor.

Collaborate with Internal Teams:

- Work closely and effectively with internal teams, including service delivery, recruitment, pre-sales, and sales leadership, to ensure seamless service delivery, address client needs promptly, and collaboratively develop compelling solutions.

Monitor Industry Trends and Client Needs:

- Stay abreast of the latest industry trends, technological advancements, and evolving client business needs.

- Proactively identify how our offerings can address these needs and provide strategic recommendations to clients.

Drive Revenue Growth and Achieve Targets:

- Take ownership of revenue growth within assigned accounts by actively pursuing identified opportunities, effectively presenting value propositions, and consistently achieving and exceeding account expansion targets.

Negotiate Contracts and Agreements:

- Lead and manage the negotiation of contracts, service agreements, and pricing proposals to ensure mutually beneficial outcomes and maximize profitability for the organization.

Maintain Accurate Account Records:

- Diligently maintain detailed and up-to-date records of all account interactions, growth initiatives, opportunities, and progress within our CRM and account management tools.

- This includes accurate forecasting and reporting.

Develop and Deliver Client Presentations:

- Create and deliver compelling presentations and proposals to articulate the value of our services and solutions to client stakeholders.

Act as a Client Advocate:

- Serve as the primary point of contact and advocate for client needs within the organization, ensuring their concerns are addressed and their expectations are met or exceeded.

Contribute to Continuous Improvement:

- Provide feedback and insights to internal teams regarding client needs, market trends, and opportunities for service and process improvement.

Key Requirements:

Experience: Minimum of 4+ years of progressive experience in account management, business development, client success, or a related role within the IT services or IT consulting industry.

Industry Knowledge: Strong understanding of IT services, staffing solutions, technology consulting, and the ability to articulate their value to clients.

Sales Acumen: Proven track record of successfully growing existing accounts, identifying and closing upselling and cross-selling opportunities, and consistently achieving or exceeding revenue targets.

Communication and Interpersonal Skills: Excellent verbal and written communication, presentation, negotiation, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels.

Collaboration and Teamwork: Demonstrated ability to work effectively and collaboratively across internal teams to deliver client-focused solutions and achieve shared goals.

Problem-Solving and Analytical Skills: Strong analytical and problem-solving skills with the ability to understand client business challenges and develop effective solutions.

Technical Proficiency: Proficiency in using CRM (e.g., Salesforce, HubSpot) and other account management tools for tracking activities, managing opportunities, and generating reports.

Education: Bachelor's degree in Business Administration, Marketing, Computer Science, or a related field.

MBA: A Master of Business Administration (MBA) degree is highly preferred