Account Manager (USA clients) (вакансія неактивна)

Key Requirements:

• Experience: 4+ years in account management, including proven cases of scaling teams from 5-6 to 30-50 members;
• Client Portfolio: Experience working with large companies (300-500+ employees);
• Skills: Ability to prepare and lead QBRs, PI planning, and other mandatory corporate client meetings;
• Industry Expertise (Like a plus): Experience with clients in telecom, healthcare, ed-tech, or fintech;
• Travel Requirements: U.S. visa or the ability to obtain one is required. Mandatory business trips to the U.S. with the team will be part of the role. Candidates should either be located outside of Ukraine or have the opportunity to travel abroad.

Core Skills:

• Strong presentation skills;
• Excellent negotiation techniques;
• Proficiency in sales techniques to identify additional opportunities;
• Strong financial acumen, including P&L modeling, margin management, and forecasting;
• Exceptional relationship-building skills (meetings, conferences, events, etc.);
• Experience with workshops setup and planning.

Industry Knowledge:

• Good understanding of IT service business offerings and case studies;
• Familiarity with IT service business processes and involving roles like PM/DM, SA, BA, etc;
• Understanding of estimation frameworks and pricing structures;
• Awareness of the main regulations in the market for areas like data and security.

Contracting and Legal Expertise:

• Experience with contracting processes (CRM systems, legal team coordination, approval flows);
• Understanding of standard contract templates and customization for non-standard requests;
• Knowledge of best practices for limitations of liability across different areas.

Business Development and Governance:

• Expertise in building governance frameworks with clients;
• Knowledge of CSAT and NPS processes;
• Proven ability in upselling, cross-selling, and business development;
• Experience with internal governance frameworks for synchronization with delivery and senior management;
• Regular market research to identify client needs and opportunities.

Frameworks and Methodologies:

• Familiarity with Discovery frameworks and standard outcomes;
• Understanding of SDLC frameworks (Agile — Scrum, Kanban; Waterfall; Iterative-RUP, DAD; Scaled — SAFe, Nexus, LESS);
• Knowledge of engagement models and setup variations.

Project Management Knowledge:

• Basics of requirements management and business analysis;
• Proficiency in SDLC, change management, risk management, communication management, and acceptance processes;
• Capability to build budgets and forecasts for different engagement models.

Client Interaction and Support:

• Skilled in escalation management;
• Experience in client acceptance processes;
• Knowledge transfer and training capabilities for client teams.

Additional Skills:

• Familiarity with discounting approaches and approval flows;
• Ability to create P&L models and update Account Development Plans (ADPs).