Account Director - Enterprise - Cloud Consulting/IT Services/SaaS

Description:

Role Overview

We are looking for a senior Account Director - Enterprise to lead regional enterprise sales and drive large-scale cloud adoption across marquee enterprise accounts. The role combines strategic account leadership, CXO engagement, and hands-on enterprise deal execution, with full ownership of revenue, team performance, and strategic partnerships.

Key Responsibilities:

Revenue & Growth

- Own annual enterprise revenue targets for the assigned region

- Acquire 25+ new enterprise customers annually across BFSI, IT/ITeS, Media, Retail/E-commerce, and Healthcare

- Drive 50%+ YoY growth within existing enterprise accounts through cross-sell and upsell

Leadership & Team Management

- Lead and manage a team of 610 Enterprise Account Managers

- Set KRAs, drive execution discipline, and govern pipeline and forecasts

- Coach teams on account planning, deal strategy, and closure excellence

Strategic Enterprise Engagement

- Build and manage strong CXO-level relationships (CIO, CTO, CDO, CISO)

- Lead discovery sessions, solution positioning, value articulation, and executive pitches

- Conduct cloud innovation workshops and executive briefings

Partner & Ecosystem Collaboration

- Work closely with AWS, Azure, Snowflake, Databricks, and ecosystem partners

- Drive joint GTM initiatives, co-selling motions, and partner incentives

Operational Excellence

- Own large deal cycles end-to-end (qualification to closure)

- Ensure accurate CRM hygiene, forecasting, and compliance with partner frameworks

- Collaborate with marketing on account-based campaigns and enterprise events

Required Experience & Skills:

Experience

- 8+ years of enterprise sales experience in cloud consulting, IT services, or SaaS

- Mandatory experience selling cloud services (AWS preferred)

- Minimum 5 years of people management experience with team revenue ownership

- Proven track record of closing 10 Cr+ individual quotas and leading 50 Cr+ regional targets

- Strong CXO network across large enterprises (BFSI, Manufacturing, IT/ITeS preferred)

Skills

- Strong hunter mindset with enterprise sales discipline

- Expertise in consultative, solution-led selling

- Ability to manage long-cycle, multi-stakeholder enterprise deals (110 Cr+)

- Hands-on familiarity with AWS / Azure, SaaS, IaaS, PaaS, and managed services

- Excellent executive communication and negotiation skills

Why Join Us

- Lead high-impact cloud transformations for top enterprise customers

- Own P&L and growth for a high-visibility region

- Work closely with global hyperscalers and senior leadership

- Performance-linked rewards and strong career growth in a scaling organization