Job Description:
• Client & Stakeholder Management Serve as the onsite face of the organization for one or more strategic enterprise accounts.
• Build strong relationships with client stakeholders across IT, cloud, infrastructure, application, security, data, operations, procurement, and business teams.
• Understand client priorities, pain points, budgets, transformation roadmaps, and upcoming initiatives.
• Conduct regular stakeholder check-ins, governance meetings, delivery reviews, and opportunity discovery conversations.
• Act as a trusted advisor who can translate client challenges into actionable solution themes.
• Account Expansion & White Space Identification Identify white-space opportunities across the client landscape, including: AWS cloud modernization Application modernization Data engineering and analytics AI / GenAI / agentic AI use cases DevOps and platform engineering Infrastructure and managed services Integration / middleware modernization ServiceNow, observability, AIOps, automation, and security services Map client org structure, technology landscape, active vendors, upcoming projects, and budget owners.
• Partner with sales leadership to create and maintain an account expansion plan.
• Convert informal client conversations into qualified opportunities, workshops, assessments, demos, and SOWs.
• Track pipeline, opportunity status, next steps, blockers, and stakeholder influence.
• AWS & Cloud Advisory Bring working knowledge of AWS services and cloud operating models, including: EC2, S3, Lambda, API Gateway, RDS, VPC, IAM, CloudWatch AWS migration and modernization patterns Cloud cost optimization / FinOps DevOps, CI/CD, containers, Kubernetes / EKS Data and analytics services AWS AI / GenAI services such as Bedrock, SageMaker, Amazon Q, where applicable Help identify where AWS-native services can solve client problems or reduce cost, complexity, or risk.
• Collaborate with AWS solution architects and internal SMEs to shape client-specific solutions.
• Delivery Alignment & Governance Work closely with delivery managers, architects, offshore teams, and client stakeholders to ensure smooth execution.
• Identify delivery risks early and escalate constructively.
• Ensure client expectations are clearly captured, documented, and communicated internally.
• Support account reviews, QBRs, steering committee meetings, and executive updates.
• Help maintain client confidence by ensuring transparency, accountability, and proactive communication.
• Solution Shaping & Proposal Support Support discovery sessions, workshops, and technical requirement gathering.
• Help translate client needs into solution briefs, estimates, proposal inputs, and SOW assumptions.
• Coordinate with internal SMEs to develop relevant solution options and commercial models.
• Assist in positioning accelerators, reusable IP, managed services, assessment offerings, and partner-led solutions.
• Ensure proposed solutions are practical, commercially viable, and aligned with client priorities.
• Required Experience 4-5 years of experience in IT services, consulting, cloud, infrastructure, application development, or enterprise technology delivery.
• Prior experience as a Technical Account Manager, Client Partner, Engagement Manager, Delivery Manager, Solution Consultant, Cloud Consultant, or Account Expansion Lead.
• Proven experience working in an IT services / consulting organization with responsibility for client relationships, delivery coordination, and account growth.
• Strong exposure to AWS cloud services and cloud transformation programs. Demonstrated ability to identify and qualify white-space opportunities within existing accounts.
• Experience working with distributed delivery teams, including offshore / nearshore models. Strong understanding of enterprise IT areas such as cloud, apps, data, DevOps, infrastructure, integrations, managed services, and automation.
• Excellent communication skills with the ability to engage both technical teams and executive stakeholders.
• Ability to operate independently onsite without needing constant direction.
• Preferred Experience AWS certification preferred: AWS Cloud Practitioner, AWS Solutions Architect Associate, or equivalent practical experience.
• Experience supporting accounts in banking, insurance, healthcare, manufacturing, retail, or large enterprise environments.
• Exposure to GenAI / AI services such as Amazon Bedrock, SageMaker, Amazon Q, or enterprise AI assistants.
• Experience with ServiceNow, observability tools, AIOps, security, data modernization, or integration platforms.
• Prior success expanding an account from a small footprint into multiple workstreams.
• Experience preparing account plans, QBR decks, executive summaries, solution notes, and opportunity briefs.
• Key Skills Stakeholder management Executive communication AWS cloud awareness Account mining and white-space identification IT services sales support Delivery governance Solution shaping Discovery and requirement gathering Commercial awareness Offshore coordination Relationship management Proposal and SOW support Escalation management Consultative selling
Never miss an opportunity! Create an alert based on the job you applied for.
