Account Manager - BFSI

Black Box; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Black Box seeks an experienced client account leader to manage relationships with large enterprise clients and drive revenue growth. You will develop strategic account plans, work with marketing and solutions teams, and ensure successful delivery across programs.

Assist with governance, contract administration, and margin improvement while maintaining high CSAT/NPS scores across global delivery teams.

Qualifications

• Minimum 8 years in client-facing roles or account leadership within IT solutions or management consulting.
• Strong track record in overseeing and expanding client P&L and account planning.
• Deep expertise in the relevant vertical industry and cross-service selling.

Responsibilities

• Owns primary relationship with large enterprise clients and grows revenue and profitability.
• Expands broader and deeper relationships at the client account.
• Develops and administers client account plans with Vertical leaders and Delivery managers.
• Collaborates with Marketing for account-based targeting and with solution selling teams to close opportunities.
• Supports contractual administration, margin improvement, procurement, invoicing, and financial planning.
• Monitors CSAT/NPS and ensures customer satisfaction across delivery.

Education

Bachelor’s or Master’s degree preferred

Tools

CRM software

Job description

• Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account


• Consistently expands broader and deeper relationships at the client account


• Understands client problems and strategies/initiatives at a detailed level


• Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers


• Aligns with Marketing to provide account-based marketing targeting


• Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs


• Focus on cross-selling across Black Box solution portfolio to grow wallet share


• Works closely with solution selling team to support the development of and close-win of opportunities


• Supports contractual and client administration at the direction of relevant functional management


• Supports margin improvement initiatives with Delivery Managers/PMs


• Supports order management, procurement, client invoicing, collections and financial planning and analysis functions


• Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS
  

Job Description

Role Description and Responsibilities

• Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account


• Consistently expands broader and deeper relationships at the client account


• Understands client problems and strategies/initiatives at a detailed level


• Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers


• Aligns with Marketing to provide account-based marketing targeting


• Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs


• Focus on cross-selling across Black Box solution portfolio to grow wallet share


• Works closely with solution selling team to support the development of and close-win of opportunities


• Supports contractual and client administration at the direction of relevant functional management


• Supports margin improvement initiatives with Delivery Managers/PMs


• Supports order management, procurement, client invoicing, collections and financial planning and analysis functions


• Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS
  

Job Specifications & Requirements

• Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting


• Skilled in overseeing and expanding client P&L, with a strong background in CRM programs and account planning


• Deep expertise in the vertical industry is essential


• Proficient in selling across various service lines


• Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations


• Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects


• Proven experience with global service delivery models, adept at managing cross-regional operations


• Bachelor’s or Master’s degree preferred
  

Key Metrics

• Qualified contacts created


• Account plan completion measures


• Number of opportunities created and average opportunity size


• Conversion Rate % to Formal Proposal


• Qualified Win Rate %


• Order Book Value


• Gross Margin % As Sold


• Revenue


• Gross Profit


• CSAT/NPS scores


• DSO
  

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