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Protocol Intelligence
Data-driven signals on your job's competitivenessSenior specialist role with mandatory 10+ IT services experience limits applicant pool despite generalist commercial skills.
Requires IT professional services account and commercial experience, limiting cross-industry transferability.
10+ years, mandatory IT services experience, and non-negotiable upsell track record enforce strict shortlisting.
Job Description
Structured overview of role & requirementsAbout This Role
Drive account expansion by identifying upsell, cross-sell, and team-extension opportunities within existing client projects and lead related SOWs, RFPs, and commercial pitches.
Serve as primary escalation point and trusted advisor for senior client stakeholders, managing governance cadences such as MBRs and QBRs to proactively manage retention risks.
Own the commercial health of accounts including margins, utilization, budget, contract renewals, MSA negotiations, and pricing; enforce disciplined project delivery processes including RAID logs, change control, and milestone tracking across the portfolio.
Minimum Requirements
10+ years experience in IT professional services, tech consulting, or IT account management with proven track record of meeting expansion/upsell targets.
Experience leading SOWs, RFP responses, and commercial pitches that have closed deals.
Proven financial acumen including margins, utilization models, and contract negotiation.
Work Experience Required: 10+ years; Notice Period: Not explicitly mentioned in the JD.
Ideal Candidate Profile
Experienced in managing multi-account portfolios with strong delivery discipline and governance to ensure project health (RAID, RACI, change control).
Comfortable engaging and influencing at C-suite and senior stakeholder levels, maintaining and strengthening client relationships through structured engagement processes.
Strong people management capability demonstrated by leading teams and driving initiatives independently without supervision.