Director - Client Growth Partner (Retail)

Company Description

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 scale — across all devices and digital mediums, and our people exist everywhere in the world (18000+ experts across 37 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!

Job Description

Role Summary

We're looking for a high intensity account growth leader who will deliver double-digit YOY growth at one or more key accounts. Will position Nagarro with CXOs as the strategic partner for AI transformation. Will systematically expand the breadth and depth of the engagement.

Key Deliverables

Account Growth & Farming

• Grow assigned portfolio by 15%+ YOY.
• Achieve revenue targets, in conjunction with the account's Custodian of Client Success, through structured account planning, shaping CXO agenda, working with procurement, and collaborating within Nagarro to identify and sell expanded offerings.

CXO Engagement

• Act as a trusted advisor, leading strategic discussions with senior executives to align technology investments with business goals.
• Establish and maintain a "seat at the top table for AI" in the managed account(s) in partnership with AI for Change advisors and capability leads.

Value Creation

• Drive conversations around productivity improvements, operational efficiency, and cost optimization, leveraging digital and AI-enabled solutions.
• Procure public testimonials and references from the client(s) about the quality of Nagarro's work.

Customer Intimacy

• Stay close to the client's business priorities, challenges, and transformation journey to proactively propose relevant solutions.

Opportunity Management

• Collaborate with delivery and solution teams to shape proposals, craft value propositions, and position differentiated offerings.

AI Advocacy

• Confidently use AI/GenAI terminology to articulate how modern solutions can transform customer business outcomes.

Client Presence

• Maintain a regular onsite presence at client location (minimum once a week) to foster deeper engagement and relationship-building.

Collaboration & Leadership

• Partner with internal practice, delivery, and sales teams to ensure client satisfaction and successful execution.

Qualifications

• IT consulting experience and retail industry experience.
• Has at least 5 years of key account leadership or similar focused experience with a 20+ million account for a well-known professional services firm with a strong account expansion track record.
• Can credibly engage client CIOs, CTOs, CDOs, and business heads and build warm relationships.
• AI fluency in an industry context - Can hold a value-led conversation about AI transformation in at least one vertical.
• Deal shaping and commercial acumen - Can construct and defend a business case. Comfortable in procurement and legal negotiations.
• Collaborative operator - Works constructively with engineering and capability teams and earns their trust and support. Low ego, high accountability.
• Skilled in market research, account segmentation, and identifying proactive growth opportunities within client portfolios.

Additional Information

Disclaimer: Nagarro is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will be afforded equal employment opportunities without discrimination based on race, creed, color, national origin, sex, age, disability, or marital status.