Account Growth Manager

Job Title: Account Growth Manager

Location: Boston, MA or Nashville, TN (On-site 4-5 days per week at client offices)

Travel: Possibly every month across U.S. client offices.

Sponsorship: This position is not eligible for Immigration Sponsorship at this time.

Industry: Pharmaceuticals/Biotechnology/Clinical Research

Key Responsibilities:

*U.S. Client Relationships shaping and sustenance.

• Strategically drive new business in a healthcare account in close synergy with Solution & Delivery teams to manage assigned sales and margin targets.

• Connect the dots across the client company performance, operating model, internal value chains and industry knowhow (healthcare). Draw implications to account strategy, basis clients’ ongoing divisional shifts.

• Ensure the U.S. stakeholders understand Client’s India ecosystem, regardless of active engagements or not. Track impact of past solutions delivered, to uncover gaps and expectation shifts.

• Sustain in-peStrarson relationships with Director- and VP-level clients.

*AI/ Gen AI Demand generation and demand shaping, with commercial advancements

• AI/ Gen AI Use Cases Development: Identify business improvement opportunities and develop compelling use cases for AI/ Gen AI solutions. Leverage insights from existing dashboards, proof of concepts (POCs), software partners’ dynamics and market research to present new propositions to clients.

• Proposals Development and Solutioning: Build proposals, for solutions tailored to client needs and technical constraints (cloud stack, APIs, security, etc.). 

Collaborate with the account consulting team in India and Client’s capabilities leadership, to shape AI solutions entailing services, accelerators and/or products. Harness Client’s’s AI Research group to advance client’s roadmaps and stretch aspirations.

• Commercial structuring: In line with Client’s objectives to shift towards outputs-based and subscriptions-types pricing, in collaboration with Client’s Finance and Capabilities leadership. Influence U.S. client procurement-related stakeholders with advanced commercial structures, entailing TCO, usage value and adoption factors.

*Internal remote collaboration with the Client’s India ecosystem

• Collaborate with internal India teams, including Consulting and Delivery teams, to develop winning proposals and ensure POCs and pilot-phase execution success.

• Ensure pilots and/or POCs reach success in terms of long-term production solutions, with upgradation roadmaps. Tie with the long-term subscription-revenue objectives.

• Represent full Client’s portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioural sciences.

Technical Skills:

• Strong grasp of GenAI concepts (LLMs, prompt engineering, fine-tuning, embeddings) and their business applications

• Awareness of Agentic AI patterns (autonomous agents, workflow orchestration, multi-agent systems) and ability to position them in client contexts.

• Familiarity with cloud AI services (Azure OpenAI, AWS Bedrock, Google Vertex AI) and ecosystem tools (LangChain, RAG frameworks)

• Ability to translate technical enablers (APIs, integration, data pipelines) into business value narratives for clients.

Qualifications:

• 10-18 years of relevant experience in customer success, account management or presales in Consulting Services, encompassing Analytics offerings (BI, AI ML, Gen AI, Cloud Tech).

• Demonstrated ability to drive account growth in scaled accounts, develop strong client relationships and execute pre-sales activities.

• Willingness to work in a siloed manner, i.e., alone at client site with a geographically distributed team (EU, India) structure in a fairly challenging environment.

• Strong understanding of business processes and the ability to derive insights from various data sources.

• Excellent communication and interpersonal skills, with an emphasis on relationship building with Director & VP-level clients.

• Ability to work collaboratively with teams across different functional areas.

Benefits:

As a full-time employee of the company or as an hourly employee working more than 30 hours per week, you will be eligible to participate in the health, dental, vision, life insurance, and disability plans in accordance with the plan documents, which may be amended from time to time. You will be eligible for benefits on the first day of employment with the Company. In addition, you are eligible to participate in the Company 401(k) Plan after 30 days of employment, in accordance with the applicable plan terms. The Company provides for 11 paid holidays and 12 weeks of Parental Leave. We also follow a “free time” PTO policy, allowing you the flexibility to take time needed for either sick time or vacation.