Senior Account Director

This is a fully remote position, open to applicants in Mexico.

📋 Description

• Manage a portfolio of key strategic accounts along with associated revenue objectives.

• Create and implement annual growth strategies for accounts.

• Identify and cultivate cross-sell and upsell opportunities across various domains including AI Solutions, Software Engineering, Cloud Services, Data & Analytics, Cybersecurity, Product Development, and Managed Services.

• Establish and nurture relationships with C-level executives, business leaders, and senior technology stakeholders.

• Facilitate Quarterly Business Reviews, Executive Business Reviews, strategic planning sessions, and discussions regarding technology roadmaps.

• Take ownership of pipeline generation, forecasting, growth strategies, and revenue objectives.

• Oversee commercial negotiations, renewals, and contract modifications.

• Collaborate with Delivery, Customer Success, Recruiting, and Executive Leadership teams.

• Monitor account health, customer sentiment, and business risks.

• Lead the development of account strategies, organizational mapping, stakeholder analysis, competitive assessments, growth opportunities, and risk mitigation.

• Address client escalations and coordinate cross-functional response plans.

• Maintain CRM data, track opportunities, manage account plans, forecasts, and revenue reports.

• Discover new business prospects utilizing emerging technologies and trends in digital transformation.

• Report on account performance, growth opportunities, risks, and revenue forecasts to Executive Leadership.

⛳️ Requirements

• A Bachelor’s Degree in Business Administration, Technology, Engineering, or a related field is preferred, or equivalent professional experience.

• Over 8 years of experience in Account Management, Client Services, Enterprise Sales, or Strategic Customer Success.

• More than 5 years of experience managing enterprise technology accounts, ideally within Software Development, Consulting, or Technology Services.

• A proven history of enhancing multi-million-dollar client relationships through upselling, cross-selling, renewals, and expansion efforts.

• In-depth knowledge of Software Development, Agile Delivery, Cloud Technologies, AI, and Digital Transformation.

• Demonstrated ability to create and execute strategic account plans.

• Experience in establishing and managing relationships with C-level and senior technology executives.

• Strong skills in commercial negotiation, forecasting, and pipeline management.

• Familiarity with CRM platforms.

• Comprehensive understanding of customer success principles, account health management, and strategies to prevent churn.

• Proficient in English and Spanish (C1+ / Fluent in both languages).

• Experience in a nearshore software development environment is a plus.

• Experience managing accounts within the Fortune 1000 is advantageous.

• Knowledge of AWS, Azure, Google Cloud, Data Platforms, and Generative AI is beneficial.

• Familiarity with MEDDICC, Challenger, or Value Selling methodologies is a plus.

🏝️ Benefits

• Employees have the flexibility to work remotely.

• Opportunities for rapid learning and ownership of projects.

• Collaborate with high-performing teams.

• Investment in modern working methods.

• Engage in large-scale AI-native transformation initiatives.