Sr. Account Manager (IT Sales)

Job Family Description:

Services General Management job family is accountable for company’s financial performance and client business outcomes.

Manages client relationships and acts as a trusted advisor, thought leader and general manager to grow the business through sales Develops a client-centered agenda (plan), improves the financial quality of the account [s] (grow), harnesses innovations to meet contractual commitments (deliver) and provides the leadership that aligns teams and holds members accountable for results (lead). Provides pan-company leadership working across company and with the customer as one unified company account team. Use of this job family is restricted: must own an account, sub-region/region P & L.


Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories, or techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovated solutions. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and set functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function. Leads large, cross-division functional teams or projects the (to be replaced with that?) affect the organizations long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees.


  • Delivers Account Business Plan (ABP), Account Financial Plan (AFP), and Account Operating Plan (AOP)
  • Leads, coordinates, and manages the long-term, consultative, C-suite client relationship to become the client’s trusted advisor
  • Establishes and manages, a program to achieve client service excellence
  • Presents pan-company Portfolio
  • Meets or exceeds financial commitments
  • Exercises responsibility for growing company’s year over year share of wallet and shareholder return
  • Delivers technological and service delivery innovations that reduce costs and delight customers
  • Delivers on company’s contractual commitments, technical or process innovations, reduces costs and delight customers

Enforces a change management mechanism for requests outside the agreed scope

  • Ensures a strong governance framework and meeting cadence within company and between company and the customers
  • Leads all employees who provide services to the client, either directly or indirectly

Education and Experience:

  • Bachelor’s Degree or equivalent, MBA or equivalent preferred
  • 10-12 years experience in account leadership roles such as sales, delivery or business management
  • Experience working in a matrixed environment
  • Experience in IT industry required and vertical industry preferred
  • P & L, sales and risk management skills required

Knowledge and Skills:

  • General Management Skills
  • Consultative sales skills
  • Financial Acumen
  • Knowledge of IT Industry, including trends and competitors
  • In depth knowledge of vertical industry
  • Change Management skills
  • Strong communication skills

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