As an Account Director for the IT Services & GSI industry at Exotel, your role involves engaging with targeted companies in the IT Services industry such as Accenture, Infosys, Wipro, and TCS. Your primary responsibility is to drive business growth through effective account management by understanding industry trends, business functions, and articulating the value proposition of Exotel solutions tailored to each client's needs.

Key Responsibilities and Activities (KRAs):
- Gain a comprehensive understanding of targeted industries, including market trends, key success factors, and strategic levers.
- Stay updated on industry developments, growth vectors, and key influencers.
- Identify and analyze business functions within target industries, focusing on customer-facing teams across the lifecycle.

Solutioning and Consultative Skills:
- Conduct large account discovery processes to identify business problems and align them with industry-specific challenges.
- Demonstrate a deep understanding of technologies relevant to software/SaaS customer technology environments and managed services.
- Articulate how Exotel solutions align with and enhance the technology landscape within targeted industries.

Account Management:
- Utilize prospecting skills to identify and qualify leads, building a comprehensive understanding through historical and market insights.
- Map customer organizations across various functions, engaging with key stakeholders, and aligning Exotel offerings with their professional priorities and KPIs.
- Work closely with the Customer Success leadership and team to drive forward customer business goals and experience and build Exotel revenues.
- Navigate business priorities, organizational processes, and evaluation criteria to drive successful outcomes.

Business Approach:
- Manage revenue and commercial cycles, balancing immediate revenues with long-term goals such as order bookings while achieving the targets defined for various KPIs.
- Understand business commercials and employ value/outcome-based approaches in deal structuring, including negotiations and contracts as needed.
- Utilize data-driven decision-making coupled with instincts to navigate ambiguity and complexity.

Stakeholder Management:
- Build and maintain industry-level connections, including engaging with CXOs through effective communication and value-driven interactions.
- Collaborate with internal stakeholders to drive business objectives, demonstrating resilience and problem-solving skills.

Key Performance Indicators (KPIs):
Industry Engagement:
- Depth of understanding demonstrated through industry trends analysis and strategic insights.
- Number of successful engagements with targeted industry stakeholders.

Solution Alignment:
- Ability to align Exotel solutions with industry-specific challenges and technology landscapes.
- The number of successful solution implementations or adaptations within targeted industries.

Account Growth:
- Number and value of qualified leads generated.
- Revenue growth from existing and new accounts within targeted industries.

Stakeholder Satisfaction:
- Customer satisfaction scores based on feedback and relationship management.
- Internal stakeholder feedback on collaboration and effectiveness.

Business Success:
- Meeting the revenue and gross profit targets as defined for the year.
- Aligning the leading indicators with various cross-functional KPIs to achieve business success.

Qualifications and Skills:
- Bachelors degree in Engineering and Masters Degree in Business Management or related field (Masters degree preferred).
- Proven experience of 8-18 years in sales, preferably in the software/SaaS industry.
- Strong analytical and problem-solving skills with a focus on driving results.
- Excellent communication and negotiation skills with the ability to engage with stakeholders at all levels.
- Ability to thrive in a fast-paced dynamic environment and adapt to changing priorities.
- Proficiency in data analysis tools and CRM software.
- Resilience and persistence in pursuing business objectives.
- Experience in dealing with IT Service companies, BPOs, GSI, etc would be preferred.
- Previous experience in a role managing partnerships can be a plus.

Additional Company Details:
Exotel is a leading provider of AI transformation to enterprises for customer engagement and experience, trusted by more than 7000 clients worldwide spanning industries such as BFSI, Logistics, Consumer Durables, E-commerce, Healthcare, and Education. They offer an AI-powered communication solution to address the evolving customer expectations and business challenges faced by enterprises in various industries. As an Account Director for the IT Services & GSI industry at Exotel, your role involves engaging with targeted companies in the IT Services industry such as Accenture, Infosys, Wipro, and TCS. Your primary responsibility is to drive business growth through effective account management by understanding industry trends,