8-10 years of technology services sales experience with a focus on enterprise clients.
5+ years in strategic account management, including revenue growth and stakeholder management.
Experience managing $5M+ annual client revenue with accountability for commercial performance.
Strong background in working with delivery organizations to shape sales opportunities.
2-3 years of early career experience in software/application development is ideal.
Direct experience in professional services, consulting, or financial services is highly desirable.
Experience selling Data & AI services, including cloud and automation solutions.
Responsibilities
Develop and execute strategic account plans to drive multi-year growth.
Build trusted relationships with CIOs, CTOs, and senior business stakeholders.
Translate client business strategies into technology transformation opportunities.
Utilize consultative selling skills to articulate measurable business outcomes.
Own account revenue, growth, and commercial performance metrics.
Collaborate with delivery leadership to ensure client satisfaction and quality delivery.
Lead cross-functional teams to provide a unified client experience.
Benefits
Opportunities for professional development and career advancement.
Access to cutting-edge technology and innovative projects.
Collaborative work environment with cross-functional teams.
Flexible work arrangements to support work-life balance.
Full Job Description
8-10 years of overall technology services sales experience, with a strong track record of selling technology services and solutions to enterprise clients.
5+ years of strategic account management experience, including account mining, account planning, stakeholder management and revenue growth. Experience managing relationships with CIOs, C-suite/Level-1 technology leaders and business stakeholders is required.
Proven experience managing $5M+ annual client revenue, with accountability for revenue growth, pipeline, forecasting and commercial performance.
Strong experience working with delivery organizations, with the ability to identify client needs, shape opportunities and lead them through the complete sales cycle-from opportunity identification and qualification through solutioning, proposal, negotiation and SOW signature.
Ideally, 2-3 years of software/application development experience early in the career. Candidates who have progressed from software engineering 1 presales/solutioning 1 sales/account management are particularly desirable.
Direct experience managing and growing technology services revenue within professional services, consulting, information services, legal, private equity or financial services organizations is highly desirable.
Data & AI services selling experience is highly desirable, including experience positioning Data, AI/GenAI, cloud, digital engineering, application modernization or automation services.
Experience in a hybrid farming and hunting role is preferred. Strong account farming and expansion experience is required; candidates with demonstrated hunting/new-business capabilities will be particularly valuable.
Client & Account Leadership
Proven ability to develop and execute strategic account plans, identify whitespace and create multi-year growth strategies.
Demonstrated ability to build trusted-advisor relationships with CIOs, CTOs, business executives and other senior stakeholders.
Ability to understand the clients business strategy and translate business priorities into technology transformation and services opportunities.
Strong consultative/value-based selling skills, with the ability to articulate measurable business outcomes rather than simply sell technology capabilities.
Commercial & Delivery Leadership
Ownership of account revenue, growth, margin, pipeline, forecasting and commercial performance.
Experience with SOWs, MSAs, renewals, pricing, negotiations and commercial structuring.
Strong partnership with delivery leadership to ensure client satisfaction, delivery quality, retention and expansion.
Experience leading QBRs/EBRs, executive governance, escalations and account-level client communications.
Ability to orchestrate cross-functional teams across sales, delivery, engineering, architecture, practices, talent and alliances to deliver a unified client experience.
Leadership Attributes
Strong executive presence and communication skills, with the ability to engage equally well with C-suite executives, business leaders, technology leaders and delivery teams.
Commercially oriented, entrepreneurial and comfortable creating opportunities rather than waiting for RFPs.
Strong understanding of the IT services business model and the ability to connect client value, revenue growth, delivery outcomes and profitability.
About Orion Innovation
Orion Innovation is a global technology services firm that provides IT solutions and services to businesses across various industries. The company offers digital transformation, product engineering, data analytics, cloud computing, and other IT services to help businesses improve their operations and achieve their goals. Orion Innovation has offices in the United States, Europe, and Asia, and serves clients in industries such as financial services, healthcare, retail, and more.
