Hi Greetings from PHOTON ,

We are recruiting for Account Director Digital & AI Services

Notice Period : Immediate to 15 Days

Target Portfolio Scope:

US $5 Million to US $10+ Million (Active Farming & Mining)

Location:

Chennai (Photon Office), EST work hours

Experience Level:

10 to 15+ Years in IT Digital Services consulting

Role Overview

We are seeking a highly tactical, commercially driven Account Director to own the operational management, retention, and execution-focused expansion of an established US $5M to $10M+ digital services portfolio across any vertical. This role is strictly farming-oriented, built for an execution specialist who excels at turning existing customer footprints into wider delivery pipelines. The successful candidate will directly own the end-to-end RFI/RFP bid machinery, lead complex commercial modeling, draft precise Statements of Work (SOWs), and orchestrate structured account mining operations.

Core Account Execution Responsibilities

Bid Engine & Proposal Execution

- RFI & RFP Ownership: Act as the absolute owner and primary writer for all Request for Information (RFI), Request for Proposal (RFP), and RFQ responses issued within the assigned account base.
- Solution Structuring Coordination: Partner closely with technical architects and delivery leads to translate complex engineering inputs into high-impact, compliant commercial proposals.
- Bid Velocity Management: Establish a disciplined, repeatable bid management cadence to meet strict client submittal deadlines with high-quality, customized response materials.

Commercial Architecture & Deal Engineering

- Contract Construction: Draft, review,



and finalize technical Statements of Work (SOWs), Master Services Agreements (MSAs), and formal Change Requests (CRs) without baseline template drift.
- Financial Modelling & Pricing: Build and execute accurate pricing models covering multiple engagement constructs (Time & Materials, Fixed Price, Managed Services, and Milestone-based outcomes).
- Portfolio Margin: Rigorously manage financial metrics including gross margin percentage, resource pyramid distribution, and average bill rate maximization across all active workstreams.

Tactical Account Mining & Stakeholder Mapping

- Account Organization Mapping: Proactively build comprehensive stakeholder maps across the client organization, identify buyer hierarchies, decision-making nodes, and adjacent unmapped business units.
- Pipeline Injection: Convert operational delivery achievements and technical wins into pipeline expansion by methodically introducing cross-functional digital capabilities (Cloud, Data, AI/ML, and Core Modernization).
- Transaction-Driven QBRs: Design, prepare, and host outcome-based Quarterly Business Reviews (QBRs) that move beyond general status updates and focus on locking in concrete commercial backlogs.

Account Operations & Forecasting

- Demand Forecasting:



Maintain an accurate rolling forecast of resource demand, skill dependencies, and budget depletion rates to ensure seamless onboarding.
- Forecast Accurate revenue and hit the revenue targets
- CRM & Pipeline Integrity: Maintain absolute data hygiene within internal CRMs, ensuring accurate tracking of active opportunities, pursuit velocity, and deal values.

Required Qualifications & Execution Capabilities

- Experience Footprint: 10-15+ years of account management, bid execution, or commercial consulting experience within the IT professional services sector, with at least 4+ years managing large-scale clients.
- Portfolio Track Record: Proven history of managing and executing growth within established accounts representing an aggregate portfolio size of US $5 Million to $10+ Million.
- RFP Expertise: Demonstrable excellence in directly running complex RFI/RFP bid response cycles, resulting in multi-million-dollar contract awards within existing frameworks.
- Commercial Fluency: Expert-level understanding of professional services deal structuring, financial margin math, resource pyramid balancing, and SOW construction.
- Communication: Superior executive communication skills, with a track record of driving business outcomes during highly transactional negotiations.
- Education: Bachelors degree in business, Computer Science, or related field; MBA preferred.

Key Performance Indicators (KPIs)

- Portfolio Growth:
- Bid Conversion Rate
- Profitability:
- Forecast Accuracy:

Interested Candidates pls forward the resume to the Email id : [email protected]

📌 Account Director (Digital AI Services) | Photon | Chennai
🏢 Photon
📍 Chennai