Account Director – Media & Entertainment (IT Services Sales / ECD)

Job Title: Account Director – Media & Entertainment
Location: New Jersey, USA
Job Type: Full-Time / Permanent
Salary: $170,000 per year

Job Description: 
We are seeking an experienced Account Director with strong expertise in IT Services Sales, Account Management, and the Media & Entertainment domain. The ideal candidate will have a proven track record of growing existing client accounts, expanding revenue, and selling AI-driven solutions to enterprise clients. 
This role primarily focuses on Existing Client Development (ECD), account growth, client relationship management, and revenue expansion within the Media & Entertainment industry. 

Key Responsibilities: 

- Manage and grow existing Media & Entertainment accounts, driving revenue expansion and long-term client value.
- Build and maintain strong relationships with senior business and technology stakeholders.
- Identify new opportunities within existing accounts through account mining, upselling, cross-selling, and renewals.
- Drive account expansion across broadcasting, OTT, publishing, advertising, sports, and digital media.
- Sell AI/ML and Generative AI solutions for media use cases such as content automation, metadata enrichment, personalization, advertising optimization, and audience intelligence.
- Position IT services across cloud, data engineering, digital transformation, digital engineering, ad-tech, OTT platforms, and media operations.
- Understand client business challenges and collaborate with solution architects and delivery teams to develop scalable solutions.
- Manage sales pipelines, revenue forecasts, contracts, renewals, commercial negotiations, and account profitability.
- Ensure client satisfaction, engagement governance, service quality, and coordination with delivery teams.
- Lead proposals and RFP/RFI responses and contribute to go-to-market strategies for account expansion. 

Required Qualifications: 

- 10+ years of experience in IT Services Sales, Account Management, or Client Partner roles.
- Strong experience in the Media & Entertainment domain.
- Proven experience growing existing client accounts through upselling, cross-selling, and revenue expansion.
- Experience selling AI/ML or Generative AI solutions to enterprise clients.
- Experience managing large strategic accounts and multi-million-dollar portfolios.
- Understanding of media industry workflows, digital transformation, and technology services.
- Strong communication, relationship management, negotiation, and commercial skills.
- Ability to work effectively with global delivery teams and cross-functional stakeholders. 

Preferred Qualifications: 

- Existing relationships within the Media & Entertainment industry.
- Experience with OTT, broadcasting, publishing, advertising technology, sports, or digital media.
- Experience in cloud, data, digital engineering, and AI-enabled transformation programs.
- Experience in account planning, pipeline development, revenue forecasting, and commercial management. 

Note: This position is focused on Existing Client Development (ECD), account expansion, and revenue growth rather than primarily acquiring new clients.