Strategic Account Director - Software Product Engineering

Location:
United States (Hybrid in Boston is a plus; Fully remote possible)

Job Type: Full-Time

Start Date: ASAP

Sponsorship is Not Available

Our client, a leader in Software Product Engineering, is looking for a Director of Account Management. This job is for a detail-oriented, relationship building individual who will balance in-depth understanding and work with over three dozen accounts of all shapes and sizes.

The goal is to combine the information gathered from the off-shore engineering teams, on-shore technical leadership and market signals with the information gleaned from the clients’ decision makers and influencers. That combination is never static - it has to be refreshed frequently. The right person will use that knowledge to maintain the client’s trust, stay in constant communications, expand the intra-client network, keep the client happy and educate diverse stakeholders.

The ultimate goal is to protect and expand the revenue stream.

This role is reporting to the Chief Revenue Officer located in the Boston area. The initial account portfolio has a run-rate of about $10M/year and spans multiple verticals primarily located on the Eastern Seaboard. Strategically you will develop account growth roadmaps and consistently drive towards fulfilling the goals. This is an excellent opportunity to work in the close-knit senior leadership group while growing professionally and seeing direct, unlimited results of your success.

• Own the commercial success and revenue growth Software Engineering portfolio made up of three dozen accounts
• The initial portfolio consists of three dozen accounts with combined $10M annual revenue stream. It is expected to grow both in revenue and number of accounts.
• Drive expansion, retention, and overall account profitability within your portfolio
• Achieve and exceed growth targets; increase wallet share and long-term account value
• Build and maintain executive-level relationships; develop trusted advisor relationships
• Understand and update the customer's business goals; financial position; technology goals; technology infrastructure
• Source RFPs and spearhead generating the successful response
• Quarterback acute selling phase in competitive situations
• Be conversant in each client’s tech roadmaps and investment decisions
• Bring senior tech into the conversation when needed - and don’t bring them in when superfluous
• Develop and execute structured account plans for each account no matter how small
• Partner cross-functionally with delivery, architecture, engineering, marketing, sales and executive leadership
• Serve as the internal voice of the customer

• 6+ years of Account Management in Software Engineering services, preferably in full-service Product Engineering environment
• 2+ years of end-to-end custom application solutions experience
• Must have experience managing account portfolio of at least $5M
• Must have experience actively participating in and leading RFP and RFI responses with winning outcomes
• Proven track record of expanding intra-client network
• Proven record of account growth
• Software/Technology background, such as a computer science degree is preferred
• Tremendous willingness to learn, including taking certifications especially in GenAI arena
• Extremely hard working and self-motivated to keep track and act upon three dozen diverse information streams