Strategic Account Manager (Engagement Manager), Enterprise Accounts
About the Position
The Strategic Account Manager (Engagement Manager) is responsible for building, managing, and expanding high-impact client relationships through value-based engagement, strategic thinking, and long-term account development. This role partners closely with Delivery leadership to ensure that complex engagements deliver sustained business value. The Strategic Account Manager acts as a trusted advisor to senior and executive-level stakeholders, aligning client strategy, delivery outcomes, and account growth within enterprise environments. The role brings strong commercial judgment to client conversations, shaping initiatives around value, impact, and long-term partnership rather than short-term transactions.
Responsibilities
- Create and drive multi-year account development strategies aligned with enterprise client objectives.
- Build and expand long-term relationships with senior and executive stakeholders within large, complex organizations.
- Act as the primary relationship owner for strategic engagements in close partnership with Delivery leadership.
- Develop a deep understanding of client governance structures, decision-making processes, and stakeholder dynamics.
- Serve as a trusted advisor at the executive level, supporting discussions on business priorities, transformation, and investment trade‑offs.
- Identify, qualify, and advance new opportunities within existing accounts, supporting cross-sell and upsell initiatives.
- Lead and support commercial activities including proposals, pricing discussions, and contract negotiations.
- Ensure delivery outcomes are clearly linked to business value and strategic objectives.
- Coordinate internal teams to maintain alignment between client expectations and execution.
- Proactively manage risks, monitor account health, and support governance forums such as QBRs and steering committees.
Requirements
- Extensive experience in Account Management, Engagement Management, Consulting, or senior Client Leadership roles with enterprise clients.
- 5+ years of experience in the software services industry.
- Proven track record working with large, complex organizations and managing multi‑million‑dollar engagements.
- Strong understanding of professional services delivery models and long‑term value-based partnerships.
- Demonstrated ability to manage complex stakeholder ecosystems, including C‑level executives.
- Proven history of driving account growth and expansion in enterprise environments.
- Strong strategic thinking combined with pragmatic execution in high-complexity settings.
Nice to Have
- Good understanding of the airline and/or travel industry.
- 5+ years of commercial experience in the domain or in roles working closely with the domain.
