We are looking for an experienced and results-driven Account Director – Media to drive strategic account growth and revenue expansion within the Media & Entertainment industry.
This is an Existing Client Development (ECD)-focused role, requiring a strong background in strategic account management, client relationship development, and IT services sales.
The ideal candidate will have a proven track record of expanding existing enterprise accounts through upselling, cross-selling, account mining, and strategic relationship management. Candidates should bring strong Media & Entertainment domain expertise and experience positioning AI/ML, Generative AI, cloud, data, and digital transformation solutions.
This role offers an opportunity to build strategic partnerships with leading media organizations, strengthen executive relationships, and drive sustainable business growth across existing accounts.
Key Responsibilities
1. Strategic Account Management & Growth
- Own and manage strategic Media & Entertainment accounts, driving long-term client relationships and revenue growth.
- Develop and execute account expansion strategies through upselling, cross-selling, and proactive opportunity identification.
- Drive account mining, stakeholder penetration, renewals, and portfolio expansion.
- Build trusted relationships with senior business and technology stakeholders, including C-level executives.
- Manage multimillion-dollar client portfolios and ensure sustainable account growth.
2. Existing Client Development (ECD)
- Focus on growing existing client relationships rather than primarily pursuing new-logo acquisition.
- Identify opportunities to expand IT services engagements across existing media accounts.
- Develop account plans, maintain qualified sales pipelines, and drive revenue expansion.
- Strengthen client engagement and identify emerging business needs to create new opportunities.
- Drive client retention, satisfaction, renewals, and long-term account value.
3. AI & Digital Transformation Sales
- Position and sell AI/ML and Generative AI solutions to enterprise media clients.
- Identify opportunities across content automation, metadata enrichment, content discovery, personalization, advertising optimization, and audience analytics.
- Drive conversations around cloud modernization, data engineering, digital platforms, and AI-led transformation.
- Collaborate with solution architects and delivery teams to develop customized proposals and value-driven solutions.
4. Media Industry Engagement
- Leverage strong knowledge of the Media & Entertainment ecosystem, including broadcasting, OTT, publishing, advertising, sports, and digital media.
- Understand media industry challenges, business models, content workflows, and monetization strategies.
- Develop industry-focused account growth strategies and identify new opportunities within existing client relationships.
5. Commercial & Account Governance
- Manage account commercials, contract negotiations, renewals, forecasting, and profitability.
- Partner with delivery teams to ensure successful execution, client satisfaction, and service quality.
- Lead RFP/RFI responses, proposals, and strategic business presentations.
- Maintain strong account governance and proactively address client concerns and delivery risks.
Required Qualifications & Experience
- 10+ years of experience in IT Services Sales, Strategic Account Management, Client Partner, or Enterprise Account Management roles.
- Strong experience in the Media & Entertainment industry.
- Demonstrated success in growing existing enterprise accounts through upselling, cross-selling, and account expansion.
- Proven experience managing large strategic accounts and multimillion-dollar portfolios.
- Experience selling AI/ML, Generative AI, cloud, data, and digital transformation solutions.
- Strong understanding of media industry segments such as OTT, broadcasting, sports, advertising, publishing, and digital media.
- Experience managing senior executive relationships and engaging with C-suite stakeholders.
- Strong commercial acumen, negotiation skills, and revenue forecasting experience.
- Excellent communication, presentation, and stakeholder management skills.
Preferred Background
Candidates currently working as:
- Account Director – Media
- Client Partner – Media & Entertainment
- Strategic Account Director
- Client Partner / Account Partner
- Enterprise Account Director
- AVP – Media & Entertainment
- Account Growth Director
Experience with leading IT services, consulting, and digital transformation organizations is preferred.
