Key Account Manager - Manufacturing & Transportation

Why Ness We know that people are our greatest asset. Our staff's professionalism, innovation, teamwork, and dedication to excellence have helped us become one of the world's leading technology companies. It is these qualities that are vital to our continued success. As a Ness employee, you will be working on products and platforms for some of the most innovative software companies in the world. You'll gain knowledge working alongside other highly skilled professionals that will help accelerate your career progression. You'll also benefit from an array of advantages like access to trainings and certifications, bonuses, social activities, and attractive compensation. Requirements and responsibilities Ness Digital Engineering is seeking a self-motivated and experienced Key Account Manager who will play a crucial role in maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth within our Manufacturing and Transportation division. What you'll do

1. Drive growth of existing priority accounts (Champion / Attack accounts), aiming for over $7M in new bookings and revenue during the fiscal year, aligned with company GM / EBITDA goals. Manage account backlog and renewals to develop these accounts into top-10 for the firm over three years.
2. Build and nurture strong, long-lasting client relationships, becoming their trusted point of contact for all service-related matters. Manage a portfolio up to $20M, overseeing the opportunity cycle: Prospect, Evaluate, Propose, Close.
3. Identify opportunities for upselling and cross-selling to existing clients to contribute to revenue growth.
4. Work closely with clients to understand their business objectives and engineering challenges, translating these into actionable proposals.
5. Partner with consulting and engineering teams to develop innovative solutions aligned with client needs and industry best practices.
6. Define project scope, objectives, and deliverables with clients and internal teams, ensuring alignment with client goals.
7. Identify and mitigate project risks, proactively addressing issues impacting timelines or quality.
8. Maintain open communication channels with clients, providing regular updates on project progress and issues.
9. Serve as the client's advocate within Ness Digital Engineering, ensuring their needs are understood and met.
10. Monitor project quality and adherence to best practices to meet or exceed client expectations.
11. Must have IT Services Selling experience, especially in growth through Radiation (growth beyond current stakeholders & divisions) in existing accounts, preferably in product engineering.
12. Must be fluent in French (written and oral).
13. Must have prior experience growing Named Accounts by at least $6M+ in new bookings.
14. Experience co-owning and driving proposals and SOWs of $1M+ (help from Ness is a bonus).
15. Experience selling alliance partnership services (Salesforce, Databricks, AWS, Confluent).
16. Willing to travel to France monthly and as needed.
17. Willing to commit at least 3 years to the role, with a view to greater responsibilities at Ness.

What you'll bring

1. Knowledge of Manufacturing and Transportation industry go-to-market solutions.
2. Understanding of industry-specific business issues and drivers.
3. Experience with Global Delivery Models.
4. Experience managing large, multi-location consulting teams.
5. Proven track record as an Account Manager in a rapidly growing client relationship.
6. Experience managing a $20M+ account and engaging with C-level stakeholders in a large IT organization.

Note If you don't meet every requirement but are interested, we encourage you to apply. We often find candidates who are a good fit even if they don't check every box. Let's meet - you could be the right candidate for one of our roles. At Ness Digital Engineering, we are committed to building a culture of diversification, inclusion, and authenticity.