Director Strategic Account Sales

Preferred Locations:

Boston, Dallas and Phoenix

Position Overview:

We are seeking a high-performing Strategic Accounts Director with a proven track record in the IT staffing and services industry. This individual will be responsible for driving revenue growth through a balanced focus on expanding existing client relationships and acquiring new strategic accounts. The ideal candidate brings 8–10 years of experience selling to CIOs, CTOs, and executive-level IT decision-makers, with demonstrated success closing high-value deals across contingent staffing, managed services, and managed resource programs.

Key Responsibilities:

• Account Expansion (50%)
• Deepen relationships within existing strategic accounts drive revenue growth and increase wallet share
• Identify cross-sell and upsell opportunities across IT staffing, managed services, and managed resource programs
• Develop and execute account plans aligned with client business objectives
• Build multi-threaded relationships with executive stakeholders
• Must have a proven track record of top-down selling and growing accounts to a minimum of $5M annual run rate
• New Business Development (50%)
• Prospect, qualify, and close new strategic accounts at the enterprise level by leveraging the platforms unique differentiators.
• Develop targeted go-to-market strategies to penetrate key verticals and organizations
• Lead complex sales cycles from initial engagement through contract execution
• Ensuring the successful launch of the account to ensure relationship momentum
• Sales Execution & Strategy
• Consistently meet or exceed revenue and profitability targets (top-line and bottom-line performance)
• Lead and manage the end-to-end RFP, RFI, and RFQ processes, partnering with internal stakeholders (sales, delivery, finance, legal, and leadership) to develop compelling, compliant, and competitive proposals
• Manage and navigate complex, matrixed internal environments to deliver client solutions
• Collaborate cross-functionally with delivery, recruiting, and leadership teams
• Client Engagement
• Serve as a trusted advisor to CIOs, CTOs, and senior IT leaders
• Understand client business challenges and align service offerings to deliver measurable value

Qualifications:

• 8–10 years of experience in IT staffing and/or IT services sales with primary focus on the large to Enterprise Sized Accounts (per TG Strategic Account definition)
• Proven success selling to executive-level IT stakeholders (CIO, CTO, VP-level)
• Demonstrated experience closing high-value, complex deals
• Strong background in:
• IT Managed Services
• IT Managed Resource Program
• Experience leading RFP, RFI, and RFQ processes in a complex sales environment
• Experience working within a matrixed organizational structure
• Excellent verbal and written communication skills
• Strong negotiation, presentation, and relationship-building capabilities
• Ability to travel nationally (as required)

Preferred Attributes:

• Strategic thinker with a hunter/farmer mindset (landing + expanding)
• Results-driven with a strong sense of ownership and accountability
• Ability to thrive in a fast-paced, competitive environment
• High level of business acumen and executive presence

Travel Requirements:

Willingness and ability to travel nationally as needed to support client engagements and business development efforts.

Compensation:

Competitive base salary with performance-based incentives tied to revenue and profitability goals.