Account Executive

If you're seeking a sense of community and the ability for growth, look no further. Since 1982, we have been 100% dedicated to our people. Our approach permits greater ownership for individuals and welcomes input into decisions for a thriving workplace and happy employees. Our people are the core reason for AIS' success. As an employee owned company, we are looking for individuals that are passionate about finding innovative solutions, and excited about emerging technologies and capabilities.

The AIS Account Executive plays a crucial role in AIS's growth strategy, focusing on creating and executing the vision for account growth. This role aims to develop accounts into High Value AIS clients, maintain and expand these accounts, and achieve annual revenue targets. The AIS Client Partner is responsible for establishing and implementing a client relationship strategy, identifying key issues, opportunities, and individuals to invest in. It is essential for clients to recognize the Account Executive as the primary access point to AIS leadership, overall account management, and financial reporting at the account level.

The AIS Account Executive will adopt an entrepreneurial approach to identify and foster growth within the account. They must stay aware of the day-to-day activities of ongoing projects and ensure client satisfaction. Serving as AIS's Executive Representative and liaison for account management, the Account Executive will be the client's main contact for sharing high-level program/project goals and challenges. This role involves building trust and covenants with the client and communicating any risks to AIS's Delivery & Operations team. The Account Executive will work as a trusted partner with AIS Delivery teams to achieve the client's vision. They will collaborate closely with all AIS teams (e.g., Delivery & Operations, Solution Directors, Bids & Capture, Marketing) to mobilize the right people, solutions, and ideas that drive growth beneficial to both AIS's customers and corporate goals.

• Sets a clear vision and leads the execution of the account growth strategy in order to develop and maintain High Value AIS accounts

  • Together with the core AIS team, develop quarterly and annual account plans.

  • Understands and can articulate the client's most critical issues and challenges. Is forward looking--doesn't just react to client requests but actively works with the senior client stakeholders to help define his/her agenda.

  • Captures and communicates the core value that AIS delivers in support of the client's goals.

  • Meet periodically with the core AIS team to review, reflect, and strategize about how to improve the relationship and serve the client.

  • Seek client feedback on the AIS's performance.

  • Follows up on agreed actions and ensures team members meet their commitments.

• Grow overall AIS invoiced revenue and profit.

  • Identify strategies and implement tactics to renew and extend revenue generation on existing engagements in assigned Accounts.

  • Identify strategies and implement tactics to establish new revenue streams in assigned Accounts.

  • Expand and diversify revenue generation by closing business in new Accounts.

• Establish and maintain consultative, value-based, trusted-advisor relationships to cultivate leads and harvest opportunities with assigned Accounts.

  • Maintain frequent, routine contact with key account personnel including executives, line of business managers, and personnel within business, IT, program and contract departments.

  • Identify and target key account personnel (potential sponsors and influencers) for potential business development and revenue growth.

  • Establish a thought-leadership relationship with senior client executives and facilitate the development of a vision for the overall success of the business area or company.

  • Acting as an entrepreneur, the Account Executive showcases the best that AIS has to offer by mobilizing the right people, resources, solutions and ideas into each client relationship.

  • Maintain a network of teaming and vendor partners, especially our primary partner Microsoft, to expand and diversify service and solution offerings

• Ensure customer satisfaction by working in partnership with the AIS Delivery & Operations team.

  • Maintain situational awareness of day-to-day activities on the ground to ensure overall client satisfaction.

  • Serve as AIS's Executive Representative providing the client a point of contact with which the client can share project goals and challenges. The Account Executive should use this function assists in creating covenant between the Account Executive and, sharing any/all risks conveyed by the client back to Delivery and assist in identifying mitigation strategies, which will help facilitate trust and covenant between Account Executive and client

The position is open to remote work; however, the candidate must be willing / able to travel to meet Clients at their office as needed or to attend industry and Microsoft events.

• Proven Account Executive experience with large SI/IT Services organizations with responsibility of managing and growing accounts with P&L of $5 - $10M/annually and experience in managing large Global, Fortune 500 clients in highly regulated industries including, Healthcare and Life Sciences and Energy (Including Oil and Gas). Experience with Non-profits, Legal firms and other industries welcomed as well.

• 7+ years of experience in all areas of IT consulting, including complex IT infrastructure deals, cloud transformation (preferably Azure), modern application development, Cybersecurity, low code/no code platforms, Data Engineering or similar areas. Experience with AI and ML is preferred.

• Rich experience in crafting pricing models, win strategies for large, transformational, multi-year, multi service line deals for Fortune 500 clients with annual revenue run rate of $5M plus

• Experience in all facets of IT outsourcing services including core IT services, business consulting and business process outsourcing (BPO) services or other related services

• Excels in establishing and maintaining relationships built on trust and reliability.

• Experienced with targeting accounts, developing and executing account plans

• Experience managing contract and service delivery, including estimating, schedule, budget, profitability, issue resolution, and authoring proposals / statements of work.

• Experience with Sales Prospecting including actively identifying and generating new business opportunities through networking and marketing research.

• Experience managing the entire sales cycle from lead generation to closing deals, including discovery calls, product demonstration set up, proposal development, and contract negotiation.

• Serve as the Capture Manager on business development-related tasks within assigned Accounts, including supporting and contributing to proposal activity.

• Support bid and proposal activity for new Accounts including attending initial meetings with the Business Development team, crafting presentations and demonstrations, and writing proposals or statements of work.

Applied Information Sciences is an Equal Opportunity Employer and does not discriminate on the basis of race, national origin, religion, color, gender, sexual orientation, age, disability, protected veteran status, or any other basis covered by law. Employment decisions are based solely on qualifications, merit, and business need.