Senior Account Executive

What you will be doing:

Client is seeking a highly driven and disciplined Senior Account Executive who can lead growth in a portfolio of clients aligned by industry sector. This individual will be responsible for revenue growth, client relationship leadership, and pursuit excellence across strategic accounts and new logo opportunities.

Success in this role demands a leader who combines exceptional communication skills, business-led thinking, rigorous sales discipline, and a sharp focus on proposal quality and client impact. The ideal candidate brings both strategic presence and operational execution, serving as the trusted advisor to clients and a growth engine for the client.

Key Responsibilities:

• Revenue & Vertical Growth
• Own vertical P&L, including revenue, pipeline targets, and gross margin
• Drive new logo acquisition and expand existing account revenue through upsell/cross-sell
• Maintain 3x pipeline coverage and ensure forecast accuracy
• Proposal & Pursuit Leadership
• Lead creation of high-quality, business-outcome-driven proposals
• Ensure every pursuit has a compelling storyline, client context, and quantified impact
• Review all major proposals for strategic positioning, pricing rationale, and solution clarity
• Client & Stakeholder Engagement
• Build and maintain C-level relationships across priority accounts
• Represent client in executive briefings, proposal orals, and account reviews
• Drive high client engagement scores and long-term value realization
• Business-Led Thinking
• Bring industry context to every engagement speak to client problems, not just tech
• Collaborate with solution and delivery teams to craft differentiated offerings
• Translate client pain points into clearly scoped and budget-aligned proposals
• Sales Execution & Discipline
• Own CRM hygiene, forecast cadence, and sales process adherence
• Drive accountability across pursuits, meetings, and proposal timelines
• Collaborate closely with Sales Enablement and India Development Center to scale support capacity
• Microsoft & Partner Engagement
• Align with Microsoft GTM teams for co-sell and channel leverage
• Engage in campaign planning, Executive Briefing Center (EBC) and partner strategy execution

Required Qualifications:

• 10+ years of enterprise sales or strategic account leadership preferably in Energy, Utilities, Financial Services, Insurance or Healthcare)
• Exceptional written and verbal communication skills executive presence is a must
• Proven strength in proposal leadership and business impact storytelling
• Highly organized, methodical, and self-driven
• Strong collaboration skills with delivery, solution, and partner teams
• Experience working in or with Microsoft co-sell environments a strong plus
• Strong working knowledge of the Microsoft ecosystem: Familiar with Microsoft Azure, M365, and co-sell motions
• Demonstrated ability to build relationships with Microsoft field teams, including Partner Development Managers (PDMs), Account Executives, and industry specialists
• Ability to work cross-functionally with marketing, pre-sales, and delivery teams
• Experience qualifying and developing new leads, nurturing opportunities through the funnel, and coordinating with solution engineers for discovery and scoping
• Familiarity with CSP (Cloud Solution Provider) model and how it supports licensing + services bundling
• Excellent communication, storytelling, and stakeholder engagement skills able to deliver compelling outreach, presentations, and customer messaging
• Proficiency in CRM tools (e.g., Hubspot, Dynamics, Salesforce) and disciplined pipeline hygiene and forecasting

Success Measures:

• Vertical revenue and gross margin targets met or exceeded
• Quality and win rate of proposals and strategic pursuits
• Growth in key accounts (NRR, cross-sell, executive relationship strength)
• CRM hygiene, forecast discipline, and pipeline coverage
• Measurable Microsoft and partner-influenced revenue