Account Growth Manager

Job Title: Account Growth Manager

Location
:
Boston, MA or Nashville, TN (On-site 4-5 days per week at client offices)

Travel
:
Possibly every month across U.S. client offices.

Sponsorship
:
This position is not eligible for Immigration Sponsorship at this time.

Industry
:
Pharmaceuticals/Biotechnology/Clinical Research

• U.S. Client Relationships shaping and sustenance.
  • Strategically drive new business in a healthcare account in close synergy with Solution & Delivery teams to manage assigned sales and margin targets.
  • Connect the dots across the client company performance, operating model, internal value chains and industry knowhow (healthcare). Draw implications to account strategy, basis clients’ ongoing divisional shifts.
  • Ensure the U.S. stakeholders understand Client’s India ecosystem, regardless of active engagements or not. Track impact of past solutions delivered, to uncover gaps and expectation shifts.
  • Sustain in-pe Strarson relationships with Director- and VP-level clients.
• AI/ Gen AI Demand generation and demand shaping, with commercial advancements.
  • AI/ Gen AI Use Cases Development:
    Identify business improvement opportunities and develop compelling use cases for AI/ Gen AI solutions. Leverage insights from existing dashboards, proof of concepts (POCs), software partners’ dynamics and market research to present new propositions to clients.
  • Proposals Development and Solutioning:
    Build proposals, for solutions tailored to client needs and technical constraints (cloud stack, APIs, security, etc.).
  • Collaborate with the account consulting team in India and Client’s capabilities leadership, to shape AI solutions entailing services, accelerators and/or products. Harness Client’s AI Research group to advance client’s roadmaps and stretch aspirations.
  • Commercial structuring:
    In line with Client’s objectives to shift towards outputs-based and subscriptions-types pricing, in collaboration with Client’s Finance and Capabilities leadership. Influence U.S. client procurement-related stakeholders with advanced commercial structures, entailing TCO, usage value and adoption factors.
• Internal remote collaboration with the Client’s India ecosystem.
  • Collaborate with internal India teams, including Consulting and Delivery teams, to develop winning proposals and ensure POCs and pilot-phase execution success.
  • Ensure pilots and/or POCs reach success in terms of long-term production solutions, with upgradation roadmaps. Tie with the long-term subscription-revenue objectives.
  • Represent full Client’s portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioural sciences.

• Strong grasp of GenAI concepts (LLMs, prompt engineering, fine-tuning, embeddings) and their business applications.
• Awareness of Agentic AI patterns (autonomous agents, workflow orchestration, multi-agent systems) and ability to position them in client contexts.
• Familiarity with cloud AI services (Azure OpenAI, AWS Bedrock, Google Vertex AI) and ecosystem tools (Lang Chain, RAG frameworks).
• Ability to translate technical enablers (APIs, integration, data pipelines) into business value narratives for clients.

• 10-18 years of relevant experience in customer success, account management or presales in Consulting Services, encompassing Analytics offerings (BI, AI ML, Gen AI, Cloud Tech).
• Demonstrated ability to drive account growth in scaled accounts, develop strong client relationships and execute pre-sales activities.
• Willingness to work in a siloed manner, i.e., alone at client site with a geographically distributed team (EU, India) structure in a fairly challenging environment.
• Strong understanding of business processes and the ability to derive insights from various data sources.
• Excelle…