Leads strategic IT services accounts, managing senior client relationships, account growth, renewals, commercial negotiations, delivery governance, and technical solution positioning. Owns upsell and cross-sell opportunities, proposals, contracts, profitability, account health, risk management, and executive reviews. Partners with delivery teams to maintain project quality, budgets, milestones, and SLAs while mentoring project and engagement teams.
𝗧𝗵𝗶𝘀 𝗿𝗼𝗹𝗲 𝗶𝘀 𝗳𝗼𝗿 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗪𝗲𝗲𝗸𝗱𝗮𝘆'𝘀 𝗰𝗹𝗶𝗲𝗻𝘁𝘀
𝗦𝗮𝗹𝗮𝗿𝘆 𝗿𝗮𝗻𝗴𝗲: 𝗥𝘀 𝟮𝟬𝟬𝟬𝟬𝟬𝟬 - 𝗥𝘀 𝟱𝟱𝟬𝟬𝟬𝟬𝟬 (𝗶𝗲 𝗜𝗡𝗥 𝟮𝟬-𝟱𝟱 𝗟𝗣𝗔)
Experience: 9+ yrs
Location: Remote (India), India
Job Type: Full-time
We are looking for a commercially driven and experienced Engagement Manager to lead strategic client relationships, drive account growth, and ensure successful delivery across a portfolio of IT services engagements. The role combines client management, revenue expansion, commercial ownership, delivery governance, technical solutioning, and people leadership.
The ideal candidate will be equally comfortable discussing account strategy with a C-suite stakeholder, reviewing project health with delivery teams, negotiating commercial terms, and identifying opportunities for upselling, cross-selling, team extensions, and new business within existing accounts.
Requirements
Key Responsibilities
- Own strategic client relationships and act as the primary escalation point for senior stakeholders.
- Identify and convert upsell, cross-sell, team-extension, renewal, and account-expansion opportunities.
- Build account-growth strategies and proactively develop relationships across new client business units.
- Lead SOW development, RFP responses, commercial proposals, solution pitches, and contract discussions.
- Manage contract renewals, MSA negotiations, pricing discussions, margins, utilisation, and overall commercial health.
- Conduct regular MBRs, QBRs, governance reviews, and account-health discussions with senior stakeholders.
- Partner with Project Managers and Technical Leads to ensure milestones, SLAs, quality, budgets, and delivery commitments remain on track.
- Establish and enforce strong delivery governance across RAID logs, RACI, change control, milestone tracking, and risk management.
- Ensure scope, timeline, or budget changes are formally assessed, documented, approved, and communicated.
- Develop and maintain a portfolio-wide account and project health scorecard and review it on a defined cadence.
- Identify delivery, commercial, and relationship risks early and drive appropriate corrective actions.
- Translate complex technical offerings across Cloud, DevOps, AI, and custom software into compelling business solutions.
- Lead commercial and technical conversations that move opportunities from discovery through closure.
- Mentor and develop Project Managers and engagement teams while establishing clear standards for delivery and client management.
- Drive initiatives independently and ensure consistent execution across the account portfolio.
- Maintain strong client retention, satisfaction, profitability, and long-term account growth.
What Makes You a Great Fit
- 9+ years of experience in IT professional services, technology consulting, client engagement, account management, or a related field.
- Proven track record of driving account expansion, upselling, cross-selling, renewals, and incremental revenue.
- Strong experience leading SOWs, RFP responses, commercial proposals, and client pitches through to successful closure.
- Strong financial acumen with practical understanding of margins, utilisation, budgets, profitability, pricing, and commercial negotiations.
- Proven experience managing strategic accounts and senior client relationships, including VP and C-suite stakeholders.
- Strong experience running MBRs, QBRs, governance forums, and executive-level client reviews.
- Demonstrated ability to establish delivery discipline across RAID, RACI, change control, milestones, SLAs, and project health management.
- Strong understanding of IT services and the ability to position Cloud, DevOps, AI, custom software, and technology consulting solutions against business requirements.
- Excellent negotiation, presentation, communication, and stakeholder-management skills.
- Strong people-management capabilities with experience mentoring Project Managers, Technical Leads, and client-facing teams.
- Ability to operate independently, make commercially sound decisions, and manage multiple accounts and priorities.
- Strong analytical and problem-solving skills with a focus on client outcomes and business growth.
- Experience with Salesforce or similar CRM platforms is an advantage.
- Experience selling or managing engagements involving Cloud, DevOps, AI, or digital transformation is highly desirable.
- Strong ownership mindset with the ability to balance revenue growth, client satisfaction, delivery quality, and commercial performance.
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