Director / Client Partner - Strategic Technology Accounts, Enterprise AIRemote - United States
Scope of the RoleThe next wave of Enterprise AI adoption is being driven by the world's largest technology companies. These organizations are rapidly expanding investments across AI engineering, agentic AI, AI-ready data, evaluation and assurance, and managed AI operations. As a trusted partner to many of these organizations, Innodata is uniquely positioned to help them build, deploy, and scale production AI systems.
We are seeking a Director / Client Partner to drive growth across Innodata's strategic technology accounts portfolio. This is a senior account leadership role focused on expanding existing relationships and identifying new opportunities within major technology, hyperscaler, and AI platform companies. Unlike a traditional new-logo sales role, this position is centered on growing established accounts by opening new buying centers, building executive relationships, and expanding current engagements into larger Enterprise AI programs.
You will own account strategy, revenue growth, pipeline development, executive engagement, and commercial success across a portfolio of strategic technology customers. Working closely with Innodata's Field Delivery Executives, solution architects, AI specialists, and engineering leaders, you will help customers solve complex business challenges through Enterprise AI solutions and services.
Success in this role will come from your ability to expand wallet share, create new Enterprise AI opportunities, and build long-term strategic partnerships that drive measurable business outcomes for both Innodata and our customers.
What You'll Own:- Own the overall strategy, growth plan, bookings, pipeline, forecasting, and revenue performance across a portfolio of strategic technology accounts.
- Expand existing customer relationships by identifying new buying centers and Enterprise AI opportunities within major technology organizations.
- Build and maintain executive-level relationships across AI/ML, Engineering, Data, Cloud, Product, Operations, Procurement, and Transformation teams.
- Identify, qualify, and close complex Enterprise AI, data engineering, cloud, software engineering, and managed services engagements.
- Drive expansion into new AI initiatives including Generative AI, Agentic AI, AI-ready data, AI evaluation and assurance, RAG and context engineering, and managed AI services.
- Partner with Field Delivery Executives, solution architects, delivery leaders, and subject matter experts to shape customer solutions and transformation programs.
- Position and cross-sell Innodata's capabilities across AI engineering, GenAI application development, AI evaluation, HITL workflows, data engineering, and managed production support.
- Lead commercial negotiations, proposal development, opportunity qualification, procurement discussions, and contract execution.
- Build multi-threaded relationships across business, technical, operational, and executive stakeholders to accelerate account growth.
- Serve as the voice of the customer internally and help shape Innodata's Enterprise AI offerings and growth strategy.
You'll Thrive in This Role If You Have:- 10+ years of enterprise technology, AI, data engineering and analytics, cloud, or digital services sales experience, including 5+ years growing large strategic accounts.
- A proven track record expanding Fortune 100 or global technology accounts and closing multi-million-dollar services engagements.
- Demonstrated success opening new buying centers and growing wallet share within existing accounts.
- Experience selling AI/GenAI, data engineering, analytics, cloud, software engineering, or digital transformation services.
- Strong executive relationships across AI/ML, Engineering, Data, Cloud, Product, Operations, Procurement, and Transformation organizations.
- Expertise in account planning, whitespace analysis, opportunity qualification, pipeline development, forecasting, and revenue management.
- Experience owning the full sales cycle, including discovery, solution shaping, executive presentations, proposal development, negotiation, procurement, and deal closure.
- Strong executive presence and the ability to articulate business value, ROI, and transformation outcomes to senior stakeholders.
- Proven ability to collaborate effectively with solution architects, delivery leaders, and technical teams to convert pilots into long-term production engagements.
- A Bachelor's degree is required; a Master's degree or MBA is preferred.
Preferred Qualifications:- Existing relationships within one or more major technology, hyperscaler, or AI platform companies.
- Experience selling Agentic AI, RAG and context engineering, AI evaluation and assurance, AI-ready data, or managed AI services.
- Experience expanding existing ML and data services engagements into broader Enterprise AI transformation programs.
- Familiarity with AWS, Azure, Google Cloud Platform (GCP), Databricks, Snowflake, Anthropic, OpenAI, and related enterprise AI ecosystems.
- Experience selling engineering PODs, time-and-materials engagements, milestone-based programs, and managed services.
- Background working within a high-growth AI, data engineering, digital transformation, or global technology services organization.
The expected salary range for this position is $180,000 - $220,000 USD p/year, based on experience, skills, and qualifications.
