Account Principal

Join SADA as an Account Principal!

Your Mission 

As an Account Principal at SADA, you are a seasoned delivery leader who has a proven track record of leading transformational programs, driving customer value and accelerating services growth. You are an executive influencer and expert relationship builder who is outcome-driven and customer obsessed.  

Aligned to the Professional Services organization and owning a subset of services accounts, your ultimate mission is to help customers achieve their desired outcomes by leveraging the full potential of Google capabilities and SADA services to power their business. The AP role provides full visibility into a multi-faceted view of the organization, its customers, its external stakeholders, making delivery excellence a reality.  

Expectations

Required Travel - Up to 20% travel to customer sites, conferences, and other related events. 

Customer Facing 

• You are the trusted, day-to-day strategic advisor on the accounts you support, advising and interacting with a range of customer stakeholders, including executives, project managers and technical engineers
• You have frequent and meaningful interactions with the customer to ensure value delivery and to prevent issues and escalations, including at a minimum: weekly project leadership meetings with customer to align on status and narrative, sprint reviews, backlog updates/optimizations, customer executive steering committees
• Common touch points occur when qualifying potential opportunities, at project kickoff, throughout the engagement as progress is communicated, and at project close. 

Role Specifications - Account Principals will own 4-5 accounts, serving as an individual contributor (IC) with the expectation of being 50% billable across your accounts.

Onboarding/Training - The first several weeks of onboarding are dedicated to learning and will include learning materials/assignments and compliance training, and meetings with relevant individuals. Details of the timeline are shared closer to the start date. 

Your Responsibilities: 

• Act as the delivery CEO of your designated enterprise services accounts, working closely with other functions to drive valuable services delivery (e.g. senior PMO leads as COO/CFO and enterprise architect leads as CTO)
• Accountable for the account professional services narrative, strategy and overall governance
• Oversee account stakeholder relationships, strategic alignment and communications 
• Manage customer and program / project expectations and schedules, serving as the day-to-day customer contact 
• Own delivery outcomes including account escalation / risk management and mitigation, customer’s value realization, and customer & SADA’s mutual success
• Oversee a matrixed team structure, focused on charting, supporting, and measuring the team’s engagement expansion and performance; work closely with cross-functional team members to deliver best-in-class experiences 
• Set strategic and transformational direction in customer’s use of Google products and SADA professional services to address business challenges via prescriptive success metrics and best practices
• Demonstrate competence in implementing improved or completely new experiences from initial customer sales meetings through implementation 
• Actively track and communicate account delivery status, risks, issues and opportunities as appropriate to both the customer, Google and internal project teams 
• Facilitate effective and efficient meetings, working with team members to develop strategies and action plans based on the outcomes of those meetings 
• Partner with SADA sales and technical leadership to grow customer relationships from a profitability standpoint; drive services revenue growth and develop the entire relationship within a customer organization (e.g. identify decision makers and opportunities, connect team members with appropriate customer counterparts, etc.) 
• Present on our SADA value proposition, professional services and solution offerings through proposals and presentations, finding ways to deliver customer business outcomes 
• Be accountable for driving Follow On Work (FOW) in your portfolio accounts  
• Lead proposal development and create statements of work (SoW), responsible for their successful execution; control scope and issue work change orders (CO) appropriately 
• Internally, establish a reporting cadence leading account level reviews, providing a status of account profitability, revenue forecasting, billability, KPI progress, CSAT, risks and opportunities 
• Leverage account team members’ skill sets for efficient teamwork and quality deliverables; inspire and coach and provide areas for improvement
• Contribute to thought leadership and promote the engagement team and SADA via internal and external outlets 
• Lead the delivery of strategic business reviews, executive steering committee meetings, alignment calls, working cross functionally both internally and externally
• Closely collaborate with your fellow AP colleagues on ways of working, delivery methodologies and leading practices along with coaching entry-level principals on the team

You Have: 

• Commitment to and driven by customer business outcomes
• 10-15 years of advisory experience including 5 years in one of the following 1) client and account management 2) business or management consulting practice lead role, 3) digital transformation program leadership
• Ability to lead with empathy with your customers, your teams, and your internal SADA stakeholders
• Experience driving enterprise-wide transformations and managing initiatives across Engineering, Sales, Support, Professional Services, and distributed teams
• Managed and developed strong and long-lasting enterprise customer partnerships 
• Proven ability to drive services sales from plan to implementation 
• Proven ability to communicate, present, and influence all levels of a target organization, including executive and C-Suite level
• Proven ability to develop, execute and present on account plans to drive incremental value, and expand footprint with an existing customer base
• Genuine enthusiasm of customer experience and Google Cloud
• Excellent problem solver, masterfully handling escalations and issue resolutions
• Excellent collaboration and verbal and written communications skills
• Excellent listening, negotiation and presentation skills