Account Director / Senior Account Director
Description
As an <Account Director / Senior Account Director>, you will be responsible for leading engagements
with existing customer with overall responsibility of customer relationship management, revenue
growth and differentiating Virtusa from the competition. You will act as a client advocate and work
with internal departments to ensure that client needs are understood and satisfied.
Responsibilities
Perform as the engagement architect, develop, and execute account’s strategy for long-term
profitable growth and position Virtusa as a thought partner and business leader within the
client.
Identify the key and large deal opportunities and involve the right teams to position
Virtusa’s credentials, assets and value to the client and qualify, prioritise, and assign
opportunities to deliver the highest percentage of wins.
Cultivate long-term client relationships and aim to broaden Virtusa’s relationship footprint
with key clients within the account to maximize growth; Invest time in creating client
advocates for Virtusa by going above and beyond in relationship development.
Stay updated with industry trends, market dynamics, and competitive landscape. Leverage
this knowledge to identify opportunities for business expansion and differentiation.
Provide leadership and coaching to account teams, fostering a Collaborative and high[1]performance culture. Set clear goals, provide regular feedback, and mentor team members
to enhance their skills and Capabilities.
Accountable for Identifying and closing BAU deals within the account e.g. extensions, scope
changes, other change requests and so on
Drive contract Negotiations, ensuring favourable terms and Conditions for Virtusa. Monitor
contract performance, manage scope changes, and resolve any conflicts or issues that arise.
Efficiently managing Operations, including accurate revenue Forecasting, Timely closure of
contracts (including master services agreements, rate cards, statement of works, renewals,
etc.), minimizing billing losses, and maximizing Collections. Ensure compliance with relevant
financial Regulations and policies.
Skills and QualificaTIons
Bachelor's degree required, Post Graduate Diploma in Management/MBA degree is preferred
Minimum 15 years of experience in a client facing role in a Consulting firm or an
account/engagement management role in the IT professional services industry.
