Act as Executive Solution Architect: partner with Sales pre-sale to design compelling technical proposals, translate complex requirements into clear value narratives for client stakeholders.
Present and influence directly with clients (executives, IT leaders, decision-makers): demonstrate deep understanding of their business outcomes and articulate how our Cloud, AI, DevOps, and integration solutions solve their specific pain points.
Identify and surface expansion opportunities within active projects: discover additional needs (modernization, AI/ML, automation, managed services) during delivery and report to Sales with technical feasibility and ROI analysis.
Manage client relationships and expectations; act as escalation point for delivery issues; drive continuous satisfaction and referenceable outcomes.
Collaborate with Sales Executives on account strategy: co-define service roadmaps, participate in executive business reviews, influence client investment decisions.
Oversee project financials: budgeting, forecasting, margin analysis by project and account; optimize for both delivery excellence and profitability.
Develop and manage Service Line teams with commercial awareness: build teams that understand opportunity, speak client language, and actively support account expansion.
- Partner with internal stakeholders to align delivery offerings with market demand; support the design and scaling of new strategic service offerings.
- Hard Skills - Must have:
- Proven experience leading client delivery teams, building strong client relationships, identifying growth opportunities within existing accounts, and consistently delivering on commitments.
Demonstrated ability to present and communicate complex technical solutions to C-level and executive-level client stakeholders.
Proven track record of identifying and closing account expansion opportunities (upsell, cross-sell, service extension) with existing clients; experience translating delivery insights into revenue growth.
Ability to manage and enhance quality and margin within client accounts while maintaining exceptional delivery standards.
Skilled in breaking down complex business problems and guiding teams to strategic resolution; strong business acumen including cost-benefit analysis, ROI development, and business case articulation.
Deep familiarity with Cloud Native environments in at least one of the major hyperscalers (AWS, Azure, GCP).
Strategic mastery of modern software development patterns and tools, including expertise with containers, serverless architectures, and integration frameworks (eventing, messaging, streaming, Azure Service Bus).
Strong experience in Machine Learning and Artificial Intelligence, including the design and deployment of Generative AI, Retrieval Augmented Generation (RAG), and related frameworks; ability to articulate AI value to non-technical stakeholders.
- Proven practice in DevOps and Infrastructure as Code within the Microsoft ecosystem (Azure DevOps, GitHub Actions, Bicep/Terraform).
- Soft Skills / Business Specific Skills:
- Ability to effectively communicate and translate technical strategies into business narratives for diverse audiences (executives, finance, operations, technical teams).
Proven track record of influencing clients and internal teams to preferred outcomes; strong negotiation and stakeholder management skills.
"Account as a business" mindset: you think strategically about pipeline, margin, growth, and churn risk; you identify opportunities proactively without waiting for Sales to bring them.
Ability to operate and succeed in ambiguous environments; self-starter skilled in creating structure, defining processes, and scaling operations.
Strategic thinking and problem-solving skills with entrepreneurial mindset; comfort with defining new service models and offerings.
Proven experience operating in global and virtual environments, working effectively with colleagues across different geographies, time zones, and cultures.
Demonstrated adaptability: willingness and ability to assume multiple roles in a fast-moving, customer-oriented, growth-focused environment.
Strong aptitude for developing company processes, recruiting and developing talent, and building high-performing delivery teams.
Track record of driving client satisfaction and creating referenceable customers; experience with NPS or similar satisfaction metrics.
