Account Partner Senior Director (TMT)

Responsibilities

• Commercial Orchestration Lead E2E go-to-market motion to build 7- and 8-figure proposals to accelerate customer value in partnership with cross-functional teams across License Sales, Product, and Services
• Serve as the primary conductor for Digital Transformation roadmaps and operating models, moving customers from Legacy Systems to AI-First Enterprises
• Act as the closer for complex services pursuits, leveraging compelling direct & indirect communication to align diverse CxO stakeholders (e.g., CIO, CFO, Head of Business)
• Drive account planning across strategic Technology, Media and Telecommunications customers, designed to deliver customer value by mapping program outcomes to commercial milestones
• Self-originate pipeline and accelerate high-value opportunities by identifying untapped value within the Technology, Media and Telecommunications ecosystem
• Demonstrate commercial excellence through rigorous territory planning, deal progression, and close plans
• Engage at the CxO level positioning yourself as a long-term trusted advisor from initial vision white-boarding through Program Executive Steering Committee meetings
• Inspire cross-functional teams, often leading with indirect authority across matrixed teams, including with various internal executive sponsors and external partners (i.e., system integrators and other ecosystem partners)
• Utilize industry and market trends to build tangible pathways to drive scalable and sustainable Agentic innovation

Requirements

• 8+ years experience leading technology transformation programs at Fortune 500 companies
• 6+ years of management or internal consulting experience leading large strategic programs, including business development, management of client relationships, and/or delivery oversight
• 5+ years of experience leading, managing, coaching, and developing staff
• Expertise in at least one of the following areas: Sales, Service, Marketing, Omni-channel, Customer Experience, Technology Delivery, and Operations
• Present business value led pitches and effectively negotiate terms with commercial rigor & sound business judgment
• Significant experience managing C-suite customer relationships and executive objection handling
• Demonstrated ability and willingness to balance strategic thinking and ‘roll up sleeves’ to drive customer and team success
• High emotional intelligence, including empathy, curiosity, and desire to improve and constantly learn
• Travel is an integral part of this role (25-50%)

Preferred Requirements

• Track record of strong performance across blended consultative sales, technology sales and/or technology program delivery
• Demonstrated negotiation and conflict management skills
• Experience owning pursuit teams and participating in the proposal development process
• Strong technical acumen and experience working with technical teams
• Prior role as an executive with excellent verbal, interpersonal, and presentation skills, with a track record of decisive decision making
• Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment