Associate Director - ARD - Markets

Role & responsibilities

1. Business Development & New Business
• Identify target accounts and generate new opportunities.
• Build senior-level client relationships and expand existing accounts.
• Drive opportunity pursuit from lead generation through closure.
• Accelerate sales cycles by understanding client buying processes.
2. Account Management
• Manage a portfolio of enterprise accounts.
• Develop account strategies, white-space analysis, and execution plans.
• Identify cross-selling and upselling opportunities.
• Conduct regular discussions with client and leadership teams to understand future business plans.
3. Sales & Pipeline Management
• Maintain accurate pipeline, forecasts, bookings, and revenue targets.
• Monitor conversion rates and sales performance.
• Map decision-makers and buying cycles for each opportunity.
• Conduct win/loss analysis and use insights to improve future conversions.
4. Proposal & Deal Management
• Lead proposal development and presentations.
• Position the firm's value proposition, differentiators, and win themes.
• Manage SOW development, contract negotiations, procurement discussions, and risk management.
5. Stakeholder Management
• Build strong relationships with senior client stakeholders.
• Collaborate with Partners, Engagement Managers, Subject Matter Experts, and Service Line leaders.
• Coordinate internal teams to develop relevant solutions for clients.
6. Market & Competitive Intelligence
• Track industry trends, market developments, and competitor activity.
• Identify new opportunities based on market changes and account white spaces.
• Align account initiatives with market and global client service strategies.

Preferred candidate profile

• 8-15+ years of B2B / enterprise sales or business development experience.
• Strong experience in consulting, professional services, IT services, technology, or enterprise solutions.
• Proven enterprise account management experience.
• Experience selling to CXO / senior leadership / business heads.
• Strong exposure to large deal pursuit, RFP/RFQ, proposals, SOW and contract negotiation.
• Strong pipeline ownership and revenue target experience.
• Ability to manage multiple strategic accounts.
• Experience in cross-selling / upselling / account expansion.
• Strong stakeholder management and relationship-building skills.
• Candidates who have worked with Big 4, global consulting firms, IT services companies, or large enterprise solution providers would be particularly relevant