Owns strategic relationships with large manufacturing enterprise clients, growing revenue, profitability, and wallet share. Develops account plans, expands stakeholder relationships, identifies and closes solution opportunities, and coordinates cross-selling across service lines. Partners with delivery, marketing, solutions, and finance teams on client satisfaction, margins, procurement, invoicing, collections, and financial planning. Tracks account growth, pipeline, win rates, profitability, revenue, and CSAT/NPS metrics.
Role Description and Responsibilities
- Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account
- Consistently expands broader and deeper relationships at the client account
- Understands client problems and strategies/initiatives at a detailed level
- Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers
- Aligns with Marketing to provide account-based marketing targeting
- Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs
- Focus on cross-selling across Black Box solution portfolio to grow wallet share
- Works closely with solution selling team to support the development of and close-win of opportunities
- Supports contractual and client administration at the direction of relevant functional management
- Supports margin improvement initiatives with Delivery Managers/PMs
- Supports order management, procurement, client invoicing, collections and financial planning and analysis functions
- Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS
Job Specifications & Requirements
- Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting
- Skilled in overseeing and expanding client P&L, with a strong background in CRM programs and account planning
- Deep expertise in the vertical industry is essential
- Proficient in selling across various service lines
- Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations
- Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects
- Proven experience with global service delivery models, adept at managing cross-regional operations
- Bachelor’s or Master’s degree preferred
Key Metrics
- Qualified contacts created
- Account plan completion measures
- Number of opportunities created and average opportunity size
- Conversion Rate % to Formal Proposal
- Qualified Win Rate %
- Order Book Value
- Gross Margin % As Sold
- Revenue
- Gross Profit
- CSAT/NPS scores
- DSO
#LI - SS1
Similar Jobs
Artificial Intelligence • Cloud • Information Technology • Consulting
Leads strategic enterprise account growth across retail, insurance, manufacturing, and hospitality customers. Builds executive relationships, develops account business plans, identifies and closes complex technology deals, and positions networking, hybrid cloud, AI, compute, storage, and services solutions. Leads cross-functional and partner teams, manages pipelines, drives customer satisfaction, and advises executives on digital transformation and IT strategy.
Top Skills:
Artificial IntelligenceComputeHybrid CloudNetworkingStorage
Industrial • Manufacturing
Manages corporate customer accounts for Solenis’ manufacturing-related water and hygiene solutions. The provided description contains limited role-specific responsibilities, but the position likely supports customer relationships and commercial growth. Compensation ranges from $93,530 to $137,181 plus discretionary bonuses, with benefits including medical, dental, vision, and 401(k).
Biotech • Consulting • Pharmaceutical • Manufacturing
The Account Manager will expand Seran's drug manufacturing portfolio by managing client relationships, guiding them through project execution, and ensuring alignment with company capabilities. Responsibilities include opportunity identification, agreement negotiation, and collaboration across teams.
Top Skills:
Crm SystemsForecasting ToolsGmp RequirementsQuality Systems
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
