US: Account Lead
Sourced is a global cloud consultancy that helps enterprises make the most of cloud services with a focus on security, governance and compliance. With offices around the globe, we provide professional services for securing, migrating and managing the cloud infrastructure of large enterprise customers. We specialize in configuration management, automation, cloud computing, security and data management for a wide range of industries, including financial services, media, and telecommunications companies.
Job Description
What you will be responsible for
================================
Business Development
- Manage and enhance the ongoing relationships at all levels of existing client relationships, from manager to VP+, including:
+ Enhancing the business relationship and understanding each stakeholders’ challenges and goals.
+ Understanding how to tailor our engagement style to each stakeholder, to assist in resourcing decisions, contract structures, and long-term partnership.
+ Identifying appropriate working style (T&M/Fixed/Blended) for each program.
- Identify new stakeholders to build relationships with by using existing relationships to new business units.
- Understand Sourced / PSO offering to uncover client challenges by referencing high level use cases where we have solved similar problems.
- Manage & drive the pipeline of future work internally by:
+ Engaging consulting resources to develop roadmaps for existing workstreams.
+ Building proposals that bridge the gap between technical deliverables and business outcomes and ensuring LOE, PL, and Scope parity exists.
+ Leading internal pipeline meetings, understanding priority, urgency, and additional help needed for each workstream.
- Develop proposals, author SOWs & own the procurement process.
+ Create final validation of SOW, including scoping, assumptions, pricing, and deliverable milestones working with our consulting teams.
+ Lead discussions with client on scope, price, and timeline iteration, engage with legal teams (internal & external), and gain internal approvals for financials.
- Negotiate with client on negotiation of price, scope, and T&C for each contract.
- Monitor contract end dates, ensuring bridge contracts, extensions, or new SOWs are created and submitted in time prior to disruption of service.
Account Management
- Serve as the voice of the customer in underlying delivery issues.
+ Work directly with clients to identify issues relative to performance, team cohesiveness, and capture issues to resolve with consulting team.
- Create and report on financial forecasts, including Monthly, Quarterly, and Yearly.
- Monitor milestone health and delivery timeline for all fixed fee programs.
- Manage pipeline within Salesforce to ensure all identified opportunities are created in the system.
+ Update each opportunity as it evolves with relevant details needed.
+ Manage document versions, archiving final versions of SOWs and correlating financials.
- Work within vendor management system (VMS) to manage contracts with the client including accepting, revising, and renewing contracts as necessary.
+ Ensure accuracy of rates, pricing, timelines, and end dates.
- Assist in initial onboarding for new contracts with consultants.
+ Work with clients to resolve any blocker in VMS preventing onboarding.
+ Transition onboarding to internal teams once initial setup in VMS is complete.
What you will bring to the role
===============================
- 5+ Years in a multi-million dollar Account Management role, preferably within a Services Organization
- Strong communication skills with demonstrated experience managing senior level relationships
- Business Development with Enterprise Selling Experience
- Understanding of Cloud, Data, AI/ML or other tech preferred
- Flexibility to work a hybrid role - at client, in office, and at home
Pay Range for this role ($130,000 - $155,000 base) will vary based on experience in addition to full health benefits, bonus, 401K match, unlimited vacation and more.
What you will be responsible for
Business Development
- Manage and enhance the ongoing relationships at all levels of existing client relationships, from manager to VP+, including:
- Enhancing the business relationship and understanding each stakeholders’ challenges and goals.
- Understanding how to tailor our engagement style to each stakeholder, to assist in resourcing decisions, contract structures, and long-term partnership.
- Identifying appropriate working style (T&M/Fixed/Blended) for each program.
- Identify new stakeholders to build relationships with by using existing relationships to new business units.
- Understand Sourced / PSO offering to uncover client challenges by referencing high level use cases where we have solved similar problems.
- Manage & drive the pipeline of future work internally by:
- Engaging consulting resources to develop roadmaps for existing workstreams.
- Building proposals that bridge the gap between technical deliverables and business outcomes and ensuring LOE, PL, and Scope parity exists.
- Leading internal pipeline meetings, understanding priority, urgency, and additional help needed for each workstream.
- Develop proposals, author SOWs & own the procurement process.
- Create final validation of SOW, including scoping, assumptions, pricing, and deliverable milestones working with our consulting teams.
- Lead discussions with client on scope, price, and timeline iteration, engage with legal teams (internal & external), and gain internal approvals for financials.
- Negotiate with client on negotiation of price, scope, and T&C for each contract.
- Monitor contract end dates, ensuring bridge contracts, extensions, or new SOWs are created and submitted in time prior to disruption of service.
Account Management
- Serve as the voice of the customer in underlying delivery issues.
- Work directly with clients to identify issues relative to performance, team cohesiveness, and capture issues to resolve with consulting team.
- Create and report on financial forecasts, including Monthly, Quarterly, and Yearly.
- Monitor milestone health and delivery timeline for all fixed fee programs.
- Manage pipeline within Salesforce to ensure all identified opportunities are created in the system.
- Update each opportunity as it evolves with relevant details needed.
- Manage document versions, archiving final versions of SOWs and correlating financials.
- Work within vendor management system (VMS) to manage contracts with the client including accepting, revising, and renewing contracts as necessary.
- Ensure accuracy of rates, pricing, timelines, and end dates.
- Assist in initial onboarding for new contracts with consultants.
- Work with clients to resolve any blocker in VMS preventing onboarding.
- Transition onboarding to internal teams once initial setup in VMS is complete.
What you will bring to the role
- 5+ Years in a multi-million dollar Account Management role, preferably within a Services Organization
- Strong communication skills with demonstrated experience managing senior level relationships
- Business Development with Enterprise Selling Experience
- Understanding of Cloud, Data, AI/ML or other tech preferred
- Flexibility to work a hybrid role - at client, in office, and at home
Pay Range for this role ($130,000 - $155,000 base) will vary based on experience in addition to full health benefits, bonus, 401K match, unlimited vacation and more.
