Account Manager II – App Innovation, Software Development

Jobtailor; São Paulo; Presencial; BRL 12 000 000 - 18 000 000; Tempo integral

Resumo da oferta

Jobtailor in Brazil seeks an experienced Account Manager to drive technical-commercial engagements for App Innovation, modernization, APIs, and AI-enabled services. You will map client needs to digital solutions, build prospecting plans, and lead complex sales cycles with cross-functional teams.

The role focuses on expanding B2B software development services, cloud-enabled modernization, and AI-enabled delivery models. Strong collaboration with Tech Leads and architects is essential for success.

Qualificações

• Experience in consultative sales of software development services (projects, squads, maintenance/evolution), with B2B experience.
• Technical-commercial knowledge of SDLC fundamentals, Agile (Scrum/Kanban), application architecture (APIs, microservices, integrations) and cloud platforms (Azure/AWS).
• Experience managing client relationships and leading complex sales cycles (discovery, diagnosis, proposal, negotiation, and closing).
• Ability to articulate value to different stakeholders (IT, Product, Business), building business cases and defending solutions with technical teams.

Responsabilidades

• Provide technical-commercial account management, understanding the client context and translating business needs into App Innovation opportunities (new digital products, modernization, and integrations).
• Build and execute prospecting plans (ICP, segments, target accounts, cadences, and pipeline) for software development services.
• Develop and apply account action plans, identifying initiatives such as application modernization, cloud-native migration/architecture, APIs and integrations, data/analytics, and automation.
• Identify, position, and lead consultative sales of AI products and services (e.g., copilots/assistants, chatbots and agents, RAG/semantic search, intelligent automation), working closely with Tech Leads and Architecture/Engineering teams to design use cases, value propositions, and delivery models.
• Orchestrate collaboration across teams to ensure viable proposals and successful deliveries.
• Lead B2B sales processes with a focus on software development projects and managed application services.
• Plan activities to meet targets (campaigns, events, co-marketing with partners, demand generation) and strengthen the company’s presence in digital solutions.
• Participate in App Innovation initiatives and projects, expanding relationships within the ecosystem (partners, hubs, and events).
• Prospect new business and expand existing accounts (upsell/cross-sell) for services such as software factory, maintenance/evolution, QA, and DevOps.
• Prepare technical and commercial proposals (scope, assumptions, estimates, delivery model, and pricing), while qualifying and prioritizing opportunities.
• Support clients on their digital transformation journey, defining roadmaps and reference architectures for modernization and application development.
• Manage post-sale relationship and governance (QBRs, KPIs, account health), ensuring satisfaction, renewals, and expansion.
• Keep CRM records and maintain funnel predictability, ensuring accurate forecasting, results reporting, and coverage plans to meet targets.
• Perform other relevant duties, supporting the evolution of the App Innovation portfolio as needed by the company.

Conhecimentos

Consultative sales

SDLC knowledge

Agile methodologies

Cloud platforms

Relationship mgmt

Business case

Stakeholder alignment

Descrição da oferta de emprego

Responsibilities

• Provide technical-commercial account management, understanding the client context and translating business needs into App Innovation opportunities (new digital products, modernization, and integrations).
• Build and execute prospecting plans (ICP, segments, target accounts, cadences, and pipeline) for software development services.
• Develop and apply account action plans, identifying initiatives such as application modernization, cloud-native migration/architecture, APIs and integrations, data/analytics, and automation.
• Identify, position, and lead consultative sales of AI products and services (e.g., copilots/assistants, chatbots and agents, RAG/semantic search, intelligent automation), working closely with Tech Leads and Architecture/Engineering teams to design use cases, value propositions, and delivery models.
• Orchestrate collaboration across teams to ensure viable proposals and successful deliveries.
• Lead B2B sales processes with a focus on software development projects and managed application services.
• Plan activities to meet targets (campaigns, events, co-marketing with partners, demand generation) and strengthen the company’s presence in digital solutions.
• Participate in App Innovation initiatives and projects, expanding relationships within the ecosystem (partners, hubs, and events).
• Prospect new business and expand existing accounts (upsell/cross-sell) for services such as software factory, maintenance/evolution, QA, and DevOps.
• Prepare technical and commercial proposals (scope, assumptions, estimates, delivery model, and pricing), while qualifying and prioritizing opportunities.
• Support clients on their digital transformation journey, defining roadmaps and reference architectures for modernization and application development.
• Manage post-sale relationship and governance (QBRs, KPIs, account health), ensuring satisfaction, renewals, and expansion.
• Keep CRM records and maintain funnel predictability, ensuring accurate forecasting, results reporting, and coverage plans to meet targets.
• Perform other relevant duties, supporting the evolution of the App Innovation portfolio as needed by the company.

Requirements

• Experience in consultative sales of software development services (projects, squads, maintenance/evolution), with B2B experience.
• Technical-commercial knowledge of SDLC fundamentals, Agile (Scrum/Kanban), application architecture (APIs, microservices, integrations) and cloud platforms (Azure/AWS).
• Experience managing client relationships and leading complex sales cycles (discovery, diagnosis, proposal, negotiation, and closing).
• Ability to articulate value to different stakeholders (IT, Product, Business), building business cases and defending solutions with technical teams.

Additional Qualifications

• Previous experience as an Account Manager with an App Innovation portfolio (development, modernization, integrations, maintenance).
• Experience with partners and/or ecosystems (Microsoft, AWS, vendors and ISVs) and familiarity with application security concepts (DevSecOps, IAM, OWASP).
• A hunter sales profile.
• Desirable certifications: Microsoft (Sales/Cloud Fundamentals), AWS (Cloud Practitioner), or tracks related to Agile/DevOps (Scrum, ITIL, SAFe, etc.).
• Experience in industry verticals (e.g., Retail, Financial Services, Healthcare, Manufacturing) and deep understanding of common pain points for building products and digital journeys.