Director (Customer Growth Partner)

Job description

Requirements Experience : 16+years Relevant experience in key account leadership, strategic account growth, or a similar client-facing business development role within a well-established professional services firm. Proven track record of managing and expanding large enterprise accounts, preferably with an account portfolio valued at $20 million or more. Demonstrated ability to achieve double-digit year-over-year account growth and deliver measurable revenue expansion. Strong experience in strategic account planning, opportunity identification, deal shaping, business development, and commercial negotiations. Ability to engage credibly with senior client executives, including CIOs, CTOs, CDOs, and business heads, and build trusted, long-term relationships. Strong AI fluency within at least one industry vertical, with the ability to lead value-driven conversations about AI transformation and business outcomes. Proven ability to develop, present, and defend business cases, value propositions, and commercial proposals. Experience working with procurement and legal teams on commercial negotiations, contracts, and engagement agreements. Strong understanding of professional services offerings and the ability to translate client business priorities into relevant technology and transformation solutions. Demonstrated ability to collaborate effectively with engineering teams, capability leaders, delivery teams, and internal stakeholders to develop and close growth opportunities. Strong commercial acumen, strategic thinking, negotiation, communication, and stakeholder management skills. High accountability, a collaborative mindset, and a low-ego approach to building trust and achieving shared business outcomes. Ability to operate in a fast-paced, high-intensity environment while maintaining focus on client value, account growth, and long-term strategic partnerships. Responsibilities Drive strategic account growth and deliver double-digit year-over-year (YOY) revenue growth across one or more key client accounts. Grow the assigned account portfolio by at least 15% YOY while achieving revenue targets in collaboration with the account’s Custodian of Client Success. Position Nagarro as a strategic partner for AI transformation by engaging with client CXOs and aligning technology solutions with business priorities. Build and execute structured account growth plans to expand the breadth and depth of client engagements and identify new revenue opportunities. Shape the CXO agenda by identifying business challenges, transformation priorities, and opportunities for AI-led innovation. Establish and maintain a strategic presence in client leadership discussions around AI transformation, working closely with AI for Change advisors and capability leads. Identify, shape, and sell expanded service offerings by collaborating with engineering teams, capability leaders, and internal stakeholders. Develop compelling business cases, value propositions, and commercial proposals that demonstrate measurable business outcomes for clients. Lead commercial discussions and negotiations with procurement, legal teams, and senior client stakeholders to secure new business and expand existing engagements. Build trusted relationships with CIOs, CTOs, CDOs, business heads, and other key decision-makers to strengthen client partnerships. Collaborate with account leadership and delivery teams to ensure client satisfaction, identify account expansion opportunities, and maintain long-term engagement growth. Obtain public client testimonials, references, and endorsements that demonstrate the quality and impact of Nagarro’s services. Maintain accountability for account growth, revenue performance, stakeholder engagement, and strategic relationship development. Bachelor’s or master’s degree in computer science, Information Technology, or a related field 👋🏼We're Nagarro. We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at a scale — across all devices and digital mediums, and our people exist everywhere in the world (18500+ experts across 39 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues. That is where you come in!