Managing Director - Account Lead

About Infinitive
Infinitive is a data & AI consultancy that enables global brands to deliver results through insights, innovation, and efficiency. We possess deep industry and technology expertise to drive and sustain adoption of new capabilities. We match our people and personalities to our clients' culture while bringing the right mix of talent and skills to enable high return on investment.
Infinitive has been named “Best Small Firms to Work For” by Consulting Magazine 6 times. Infinitive has also been named a Washington Post “Top Workplace,” Washington Business Journal “Best Places to Work,” and Virginia Business “Best Places to Work.”
About this Role
Infinitive is looking for candidates who are experienced leaders, who are accountable, passionate, assertive, proactive, open & honest, results oriented, and adaptable. The ideal candidate will drive new sales, client growth, foster deep relationships, drive account/client financial management, and lead end to end execution of projects/programs.
We are currently looking for an Account Lead who will:

• Lead and support new client sales opportunities.
• Work with market development (sales) to develop annual account plans.
• Identify and sell new and expansion opportunities with existing and new buyers, as well as extension opportunities for existing work.
• Author and negotiate SOWs for extensions/expansions/new work.
• Closely manage against revenue, sales, and margin targets while achieving individual and account targets, including sales, revenue, billability/utilization, and margin.
• Maintain accurate monthly revenue and margin forecast for account/project and be accurate and on-time with all administrative functions.
• Create pricing models for all new opportunities and facilitate internal and client review.
• Fearlessly meet new client contacts, introducing them to who and what Infinitive is.
• Be on-site at client sites for in person meetings with clients and Infinitive consultants; be able to occasionally travel to other client sites to meet with clients and contacts, support delivery and our consultants, and support Infinitive/client events.
• Actively participate and be present in internal and client meetings, whether in person or on video conference (including being on camera).
• Deliver with high quality, high client satisfaction using metrics to measure.
• Lead and manage Infinitive consultants; be a strong people leader, lead by example, be a coach and mentor, and always have an open-door policy.
• Document and communicate roles and responsibilities for all resources.
• Follow Infinitive (or client) delivery framework to include but not limited to; project governance structure, detailed workplan, status reporting, risk/issue management, recurring internal governance reviews.
• Conduct monthly account plan reviews with relevant internal stakeholders.
• Ensure time-entry compliance for all account resources and approve in timely fashion.
• Live the Infinitive values and fundamentals, including Do the Right Thing, Strive to Be Great, Honor Commitments, Think and Act Like an Owner, Have a Bias for Action, and others.

 
Education/Experience

• Minimum 5 years of prior consulting or business development experience specifically within offering and practice development areas.
• Bachelor’s degree in business or related field of study.

• Minimum 1 year of Experience with marketing and marketing campaigns.

Knowledge/Skills/Qualifications

• Deep background and understanding in application development/cloud engineering/data and can be hands-on in a delivery role where appropriate (this may take the form of being knowledgeable in SQL, Python, or other language/technologies).
• Proven experience selling, growing, and managing a multi-million-dollar book of business.
• Ability to manage multiple projects/programs across the full project lifecycle within fast-paced, dynamic, and sometimes ambiguous environments.
• Ability and desire to lead and support delivery and sales teams.
• Desire and ability to provide mentorship and consistent, timely feedback to support the growth and success of others.
• Excellent verbal and written communication skills; excellent presentation skills – comfortable and willing to present.

• Familiarity with Cloud Service Providers, including AWS.
• Familiarity with Salesforce.
• Training in large account sales and management.
• Adept with Microsoft Office and/or Google Suite, including being able to quickly create professional, impactful, and clear proposal decks.
• Avid user of LinkedIn.

These statements are intended to describe the general nature and level of work being performed by employees assigned to this job. This is not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job. This role does require:

• Close vision (20 inches or less), distance vision (20 feet or more), color vision, peripheral vision, and depth perception
• Ability to lift modest amounts up to 10 lbs. on a daily basis.
• Ability to sit for prolonged periods of time.
• Ability to move about the office.
• The person in this position frequently communicates with clients and employees in a formal and informal manner. Must be able to exchange accurate information in these situations.