Account Executive/Manager - West Market Unit
Role Overview:
The Account Executive/Account Manager (AE/AM) at Exadel is a vital "Hunter/Farmer" leadership role responsible for the profitable growth, strategic management, and overall health of our largest, most strategic client accounts or a select portfolio of high-potential clients. This role demands a strong entrepreneurial mindset. The AE/AM is the primary relationship owner, tasked with both defending existing revenue and originating net new business across all functions and buying centers within the assigned accounts.
This is a high-impact role for a proactive, commercially savvy professional that can navigate complex enterprise organizations, establish trusting relationships and lead sales cycles with senior stakeholders across business, technology, data, and digital transformation functions.
Key Responsibilities:
- Strategic Account Planning & Execution: Develop, own, and execute comprehensive multi-year account growth strategies and tactical plans. This includes identifying opportunities for net new work, mapping expansion into new buying centers, and defining the value proposition for each area of growth.
- Revenue Growth & Origination: Function as an active hunter within the assigned account(s), consistently originating and qualifying net new work (eg., new projects, new platforms, new buying centers). Responsible for expanding Exadel's footprint beyond existing engagements to maximize revenue potential.
- Relationship Management & Mapping: Build and maintain deep, trusted relationships at all levels of the client organization, from the operational level up to the C-suite. Develop detailed relationship maps, identifying economic buyers, technical influencers, coaches, and detractors to ensure political support for Exadel's initiatives.
- Financial Stewardship & Forecasting: Responsible for achieving financial targets, including order bookings, revenue, and profitability. Develop and maintain highly accurate revenue forecasts by combining current backlog, anticipated renewals/extensions, and the weighted pipeline of net new opportunities.
- Sales Process Ownership & Rigor: Maintain rigor in managing the full sales cycle for all opportunities within the account (from lead to close). Ensure the CRM is meticulously updated with accurate and timely data regarding contacts, account activity, and opportunity stages to ensure leadership has a single, reliable source of truth.
- Client Retention & Defense: Actively monitor client satisfaction and deliverable quality to ensure contract renewal and protect existing revenue streams. Proactively identify and mitigate risks that could jeopardize the client relationship or ongoing work.
- Cross-Functional Orchestration: Serve as the internal voice of the customer, partnering closely with Delivery Leads, Solution Architects, and internal Practice Leaders (Data, AI, Engineering) to ensure service excellence and the successful delivery of complex programs.
Qualifications:
- 7+ years of experience in a sales, account management, or client partner role within the engineering services, software engineering, or technology consulting industry.
- Proven track record of managing and significantly growing complex, multi-million dollar enterprise accounts (often $8M+ annual revenue potential).
- Demonstrated ability to function as both a Hunter (originate new business) and a Farmer (grow existing accounts), with a clear history of expanding client footprint.
- Expertise in developing and executing detailed, multi-faceted account plans and relationship maps.
- Deep understanding of the value drivers for Exadel’s suite of services.
- Exceptional executive presence, negotiation skills, and ability to present complex solutions to C-level business and technology executives.
- Demonstrable history of accurate revenue forecasting and rigorous CRM/pipeline management.
- Bachelor’s degree required; advanced technical or business degree preferred.