Account Director - IT Services Sales

Purpose of the Position:

We are seeking an experienced Account Director with strong expertise in IT Services Sales, proven experience in the Media & Entertainment domain, and demonstrated capability in selling AI driven solutions.

This role requires a strategic thinker with strong client engagement skills, deep domain understanding, and the ability to drive account growth and expansion.

Prior experience working in or with media companies is a strong advantage.

Key Responsibilities:

Account & Business Growth:

- Lead end to end ownership of assigned media accounts, driving portfolio expansion and long term value.

- Grow existing accounts through upselling, cross selling, and proactive opportunity creation.

- Manage large and complex media centric IT services portfolios with a focus on client satisfaction and sustainable growth.

- Build strong, trusted relationships across business and technology leadership teams.

Existing Client Development & Media-Focused Sales Execution:

- Drive strategic account expansion across the media ecosystem including broadcasting, OTT, publishing, advertising, sports, and digital media.

- Lead proactive client engagement with a strong account growth mindset and deep media industry context, enabling stronger executive relationships and opportunity identification.

- Leverage existing domain expertise and client relationships to accelerate deal cycles and uncover new opportunities within assigned accounts.

- Build and maintain a healthy, well-qualified sales pipeline aligned to media vertical growth objectives through account mining, stakeholder expansion, cross-selling, upselling, and renewals.

AI Solutions & Digital Transformation Selling:

- Lead strategic discussions around AI/ML and Generative AI solutions across media use cases such as content automation, metadata enrichment, discovery and personalization, advertising optimization, measurement, attribution, and audience intelligence.

- Translate evolving media business challenges into scalable, AI-enabled digital solutions across cloud, data, and platform modernization.

- Collaborate with solution and delivery teams to craft differentiated, AI enabled proposals.

GTM Strategy & Industry Engagement:

- Co develop and execute GTM strategies focused on expanding existing media client relationships and driving portfolio growth.

- Position IT services across cloud, data, digital engineering, ad tech, Sports, OTT platforms, and media operations.

- Represent the organization at industry forums, events, and executive briefings.

Account Governance, Delivery & Commercial Ownership:

- Ensure strong governance of ongoing engagements in partnership with delivery leaders.

- Oversee SLAs, program quality, risk mitigation, and client satisfaction.

- Lead commercial management including renewals, contracts, financial health, and forecasting.

- Apply sound negotiation skills and business judgment to balance client outcomes with profitability.

Internal Collaboration:

- Lead proposal development and RFP/RFI responses with strong domain and AI insights.

- Collaborate with architects, delivery teams, and practice leaders to craft compelling solutions.

- Contribute to reusable assets, frameworks, case studies, and sales accelerators.

Qualifications & Experience:

- 10+ years of experience in IT Services Sales or Account Management.

- Strong expertise and exposure to the Media & Entertainment domain.

- Experience selling AI/ML or Generative AI solutions within enterprise environments.

- Previous experience working in or with media companies is a strong plus.

- Proven ability to manage and grow large strategic accounts and multi million dollar portfolios.

- Deep understanding of media workflows, industry trends, and digital transformation technologies.

- Ability to identify client business problems and translate them into scalable, reusable solutions.

- Experience successfully cross selling solutions across multiple accounts or business groups.

- Demonstrated ability to contribute to organizational goals such as portfolio growth, account expansion, stakeholder penetration, pipeline development within existing accounts, account health, renewals, and value creation - aligned with typical KPIs for account leadership roles.

- Strong executive presence, communication skills, and stakeholder management capability.

- Ability to collaborate effectively across global delivery teams and cross functional groups.

Key Leadership Traits:

- Consultative Selling Mindset - Ability to shift from product-led to problem-led, value-driven conversations in complex media transformation programs.

- Strong Executive Presence & Storytelling - Capable of engaging C-suite and senior media leaders through clear, compelling business narratives.

- Domain Curiosity & Solution Orientation - Deep curiosity about media workflows, content lifecycles, monetization, and engagement models, with the ability to convert insights into solutions.

- Program & Delivery Awareness - Strong grasp of delivery realities, governance, and execution risk; familiarity with media implementations such as OTT rollouts, CMS, ad-tech, or broadcast systems.

- Negotiation & Commercial Acumen - Skilled in deal structuring, navigating commercials, and aligning client value with business goals.

- Resilience & Growth Mindset - Comfortable operating in long sales cycles and rapidly changing media landscapes.

Preferred Attributes:

- Strong network within the media industry.

- Ability to influence C suite stakeholders and lead strategic discussions.

- Strategic account management mindset with strong ownership, relationship-building capability, and results orientation.

- Deep understanding of global delivery models and distributed team structures