Head of Southeast Business Unit

Scope And Responsibilities

Own performance and growth of a large Southeast portfolio, including:

• One anchor account at approximately 50M in annual revenue
• Four large accounts exceeding 10M each
• A broader portfolio of strategic and emerging accounts
• Deliver consistent annual growth of at least 10 percent across the portfolio
• Define and execute the regional strategy across both mature and emerging markets
• Build and expand the company's footprint in untapped markets through targeted business development and ecosystem engagement

Client Growth and Account Expansion

Ensure disciplined account management across a team of account managers, driving proactive growth within existing clients

• Personally engage in key client relationships and high-value strategic pursuits
• Expand relationships within large enterprise accounts to increase share of wallet

New Logo Acquisition

Drive acquisition of 34 major new clients annually, targeting organizations with the potential to scale into 510M+ accounts

• Lead strategic pursuits and play an active role in deal origination, shaping value propositions, and closing

Sales and GotoMarket Execution

Partner with a matrixed sales organization to build and convert a strong pipeline

• Establish consistent gotomarket motions across the region, including account planning, pipeline development, cross-selling of the firm's capabilities and offerings
• Leverage global delivery and solution capabilities to position differentiated solutions in the market

Delivery Partnership

Partner closely with the regional Head of Delivery to ensure tight alignment between business development and delivery execution

• Maintain high levels of client satisfaction and delivery quality
• Ensure delivery excellence supports long-term account growth and referenceability

Alliance and Ecosystem Engagement

Drive joint gotomarket initiatives with key strategic partners, including major cloud hyperscalers and data/CRM platforms (e.g., AWS, Microsoft, Google Cloud, Databricks, Salesforce)

• Leverage partner channels as a significant source of qualified pipeline and incremental revenue

Market Presence

Represent the company within the Southeast business and technology community

• Build relationships with clients, partners, and local organizations to strengthen the firm's regional presence
• Increase external visibility through events, executive roundtables, and broader industry engagement

Team Structure

Lead a VP-level market leader responsible for a key metro or sector

• Oversee approximately 10 Account Managers
• Partner with three Sales Managers in a matrix reporting structure
• Partner with a Regional Head of Delivery overseeing 10-20 Delivery Managers

Success Metrics

• Achieve at least 10 percent annual growth across the existing portfolio
• Win 34 new strategic clients annually with strong multi-year expansion potential
• Establish consistent, high-quality gotomarket execution across the region
• Strengthen the firm's overall presence across established and emerging Southeast markets

Candidate Profile

• Experience: 15-20+ years of experience in IT services, consulting, or digital engineering organizations
• Industry Expertise: Experience in one or more of the following sectors is preferred: Software and High Tech, Manufacturing, Travel and Hospitality
• Leadership and Operating Model: Proven ability to lead large, complex organizations across multiple markets and territories
• Scaling Large Enterprise Accounts: Strong track record of scaling large enterprise accounts and driving new client acquisition
• Ability to Orchestrate Teams: Demonstrated ability to orchestrate teams across account management, sales, delivery, and partner ecosystems
• Sales and Client Leadership: Demonstrated success in growing strategic accounts and winning new enterprise clients
• Complex Deals Management: Demonstrated understanding of partner-driven sales models and multi-party deal structures