InfoCepts - Account Director - IT Services Sales

Purpose of the Position:

We are seeking an experienced Account Director with strong expertise in IT Services Sales, proven experience in the Media & Entertainment domain, and demonstrated capability in selling AI driven solutions.

This role requires a strategic thinker with strong client engagement skills, deep domain understanding, and the ability to drive account growth and expansion.

Prior experience working in or with media companies is a strong advantage.

Key Responsibilities:

Account & Business Growth:

• Lead end to end ownership of assigned media accounts, driving portfolio expansion and long term value.
• Grow existing accounts through upselling, cross selling, and proactive opportunity creation.
• Manage large and complex media centric IT services portfolios with a focus on client satisfaction and sustainable growth.
• Build strong, trusted relationships across business and technology leadership teams.

Existing Client Development & Media-Focused Sales Execution:

• Drive strategic account expansion across the media ecosystem including broadcasting, OTT, publishing, advertising, sports, and digital media.
• Lead proactive client engagement with a strong account growth mindset and deep media industry context, enabling stronger executive relationships and opportunity identification.
• Leverage existing domain expertise and client relationships to accelerate deal cycles and uncover new opportunities within assigned accounts.
• Build and maintain a healthy, well-qualified sales pipeline aligned to media vertical growth objectives through account mining, stakeholder expansion, cross-selling, upselling, and renewals.

AI Solutions & Digital Transformation Selling:

• Lead strategic discussions around AI/ML and Generative AI solutions across media use cases such as content automation, metadata enrichment, discovery and personalization, advertising optimization, measurement, attribution, and audience intelligence.
• Translate evolving media business challenges into scalable, AI-enabled digital solutions across cloud, data, and platform modernization.
• Collaborate with solution and delivery teams to craft differentiated, AI enabled proposals.

GTM Strategy & Industry Engagement:

• Co develop and execute GTM strategies focused on expanding existing media client relationships and driving portfolio growth.
• Position IT services across cloud, data, digital engineering, ad tech, Sports, OTT platforms, and media operations.
• Represent the organization at industry forums, events, and executive briefings.

Account Governance, Delivery & Commercial Ownership:

• Ensure strong governance of ongoing engagements in partnership with delivery leaders.
• Oversee SLAs, program quality, risk mitigation, and client satisfaction.
• Lead commercial management including renewals, contracts, financial health, and forecasting.
• Apply sound negotiation skills and business judgment to balance client outcomes with profitability.

Internal Collaboration:

• Lead proposal development and RFP/RFI responses with strong domain and AI insights.
• Collaborate with architects, delivery teams, and practice leaders to craft compelling solutions.
• Contribute to reusable assets, frameworks, case studies, and sales accelerators.

Qualifications & Experience:

• 10+ years of experience in IT Services Sales or Account Management.
• Strong expertise and exposure to the Media & Entertainment domain.
• Experience selling AI/ML or Generative AI solutions within enterprise environments.
• Previous experience working in or with media companies is a strong plus.
• Proven ability to manage and grow large strategic accounts and multi million dollar portfolios.
• Deep understanding of media workflows, industry trends, and digital transformation technologies.
• Ability to identify client business problems and translate them into scalable, reusable solutions.
• Experience successfully cross selling solutions across multiple accounts or business groups.
• Demonstrated ability to contribute to organizational goals such as portfolio growth, account expansion, stakeholder penetration, pipeline development within existing accounts, account health, renewals, and value creation - aligned with typical KPIs for account leadership roles.
• Strong executive presence, communication skills, and stakeholder management capability.
• Ability to collaborate effectively across global delivery teams and cross functional groups.

Key Leadership Traits:

• Consultative Selling Mindset - Ability to shift from product-led to problem-led, value-driven conversations in complex media transformation programs.
• Strong Executive Presence & Storytelling - Capable of engaging C-suite and senior media leaders through clear, compelling business narratives.
• Domain Curiosity & Solution Orientation - Deep curiosity about media workflows, content lifecycles, monetization, and engagement models, with the ability to convert insights into solutions.
• Program & Delivery Awareness - Strong grasp of delivery realities, governance, and execution risk; familiarity with media implementations such as OTT rollouts, CMS, ad-tech, or broadcast systems.
• Negotiation & Commercial Acumen - Skilled in deal structuring, navigating commercials, and aligning client value with business goals.
• Resilience & Growth Mindset - Comfortable operating in long sales cycles and rapidly changing media landscapes.

Preferred Attributes:

• Strong network within the media industry.
• Ability to influence C suite stakeholders and lead strategic discussions.
• Strategic account management mindset with strong ownership, relationship-building capability, and results orientation.
• Deep understanding of global delivery models and distributed team structures