Account Manager

ACL Digital; Bengaluru; On-site; INR 2,600,000 - 4,200,000; Full time

Job summary

ACL Digital in Bengaluru seeks a seasoned Account Manager to own end-to-end client growth and fulfillment, bridging sales, recruitment, and delivery. You will manage GCC and large enterprise relationships, drive SOW negotiations, and ensure targets are met.

The role emphasizes strategic mapping, bid management, and revenue governance, with daily collaboration across delivery teams to meet SLAs, quality of hire, and collections targets.

Qualifications

• 10+ years of career growth with 8+ years in client/account management for IT services or staffing.
• Experience handling GCC/Captive accounts and large enterprises in India.
• Strong negotiation, data presentation, and stakeholder management skills.

Responsibilities

• Strategic account management and mapping with CXOs and procurement teams.
• Lead SOW drafting for FP and T&M, plus bid responses for RFIs/RFPs.
• Partner with delivery to ensure Quality of Hire, TAT, and SLAs are met.
• Oversee billing accuracy and collections to maintain healthy DSO.

Skills

Strategic Account Management

Client Relationship Building

Negotiation

Forecasting & Analytics

Billing & Collections

Tools

CRM systems

MS Excel

Job description

We are looking for a seasoned Account Manager with a dual-focus mindset: Sales/Growth and Recruitment/Fulfillment. You will be the face of the organization for Global Capability Centers (GCCs) and large enterprises, responsible for the entire account health from initial requirement discovery and SOW negotiation to ensuring recruitment targets are met and payments are collected.

Location: Bengaluru

Experience: 10+ Years (8+ Years in Client/Account Management)

Key Responsibilities

1. Strategic Account Management & Mapping
   • Relationship Building: Cultivate deep-rooted relationships with CXOs, Business Heads, HRBP leads, and Procurement teams within GCCs.
   • Client Intelligence: Perform comprehensive "Client Mapping" to identify organizational hierarchies, key influencers, and hidden budget owners to ensure the account is "sticky."
   • Escalation Management: Serve as the definitive SPOC for all client concerns, ensuring high CSAT (Client Satisfaction) scores.
2. Business Development & Commercial Strategy
   • Account Farming: Proactively identify new service lines or departments within existing accounts to expand the business footprint.
   • SOW Management: Lead the end-to-end drafting of Statements of Work (SOWs) for both Fixed Price (FP) and Time & Material (T&M) engagements.
   • Bid Management: Orchestrate internal responses for RFPs and RFIs, ensuring pricing models are competitive yet profitable.
   • Negotiations: Lead commercial discussions for contract renewals, rate revisions, and service extensions.
3. Fulfillment & Delivery Excellence
   • Demand Forecasting: Partner with clients to understand future hiring needs and translate them into actionable pipelines for the recruitment team.
   • Recruitment Liaison: Work daily with internal delivery teams to prioritize mandates, ensuring "Quality of Hire" and "Turnaround Time (TAT)" meet contractual SLAs.
   • Metric Tracking: Monitor fulfillment ratios and interview-to-select ratios to identify bottlenecks in the hiring funnel.
4. Financial Governance
   • Billing & Revenue: Coordinate with PMO and Finance to ensure monthly billing is accurate and aligned with client expectations or SOW milestones.
   • Collections: Take full ownership of the collections process, following up on aged invoices and resolving any billing discrepancies to maintain a healthy DSO (Days Sales Outstanding).

Candidate Profile

• Professional Experience: 10+ years of career growth, with at least 8 years dedicated to managing high-value IT services or staffing accounts.
• Domain Expertise: Prior experience navigating the GCC/Captive ecosystem in India is highly preferred.
• Technical Breadth: Familiarity with IT infrastructure, software development roles, and digital transformation trends to effectively gather requirements.
• Soft Skills: Exceptional negotiation skills and the ability to present complex data/dashboards to senior leadership.