Requirements
- Experience : 16+ years
- Relevant experience in key account leadership, strategic account growth, or a similar client-facing business development role within a well-established professional services firm.
- Proven track record of managing and expanding large enterprise accounts, preferably with an account portfolio valued at $20 million or more.
- Demonstrated ability to achieve double-digit year-over-year account growth and deliver measurable revenue expansion.
- Strong experience in strategic account planning, opportunity identification, deal shaping, business development, and commercial negotiations.
- Ability to engage credibly with senior client executives, including CIOs, CTOs, CDOs, and business heads, and build trusted, long-term relationships.
- Strong AI fluency within at least one industry vertical, with the ability to lead value-driven conversations about AI transformation and business outcomes.
- Proven ability to develop, present, and defend business cases, value propositions, and commercial proposals.
- Experience working with procurement and legal teams on commercial negotiations, contracts, and engagement agreements.
- Strong understanding of professional services offerings and the ability to translate client business priorities into relevant technology and transformation solutions.
- Demonstrated ability to collaborate effectively with engineering teams, capability leaders, delivery teams, and internal stakeholders to develop and close growth opportunities.
- Strong commercial acumen, strategic thinking, negotiation, communication, and stakeholder management skills.
- High accountability, a collaborative mindset, and a low-ego approach to building trust and achieving shared business outcomes.
- Ability to operate in a fast-paced, high-intensity environment while maintaining focus on client value, account growth, and long-term strategic partnerships.
Responsibilities
- Drive strategic account growth and deliver double-digit year-over-year (YOY) revenue growth across one or more key client accounts.
- Grow the assigned account portfolio by at least 15% YOY while achieving revenue targets in collaboration with the account’s Custodian of Client Success.
- Position Nagarro as a strategic partner for AI transformation by engaging with client CXOs and aligning technology solutions with business priorities.
- Build and execute structured account growth plans to expand the breadth and depth of client engagements and identify new revenue opportunities.
- Shape the CXO agenda by identifying business challenges, transformation priorities, and opportunities for AI-led innovation.
- Establish and maintain a strategic presence in client leadership discussions around AI transformation, working closely with AI for Change advisors and capability leads.
- Identify, shape, and sell expanded service offerings by collaborating with engineering teams, capability leaders, and internal stakeholders.
- Develop compelling business cases, value propositions, and commercial proposals that demonstrate measurable business outcomes for clients.
- Lead commercial discussions and negotiations with procurement, legal teams, and senior client stakeholders to secure new business and expand existing engagements.
- Build trusted relationships with CIOs, CTOs, CDOs, business heads, and other key decision-makers to strengthen client partnerships.
- Collaborate with account leadership and delivery teams to ensure client satisfaction, identify account expansion opportunities, and maintain long-term engagement growth.
- Obtain public client testimonials, references, and endorsements that demonstrate the quality and impact of Nagarro’s services.
- Maintain accountability for account growth, revenue performance, stakeholder engagement, and strategic relationship development.
Bachelor’s or master’s degree in computer science, Information Technology, or a related field.