Managing Director - Account Lead (Finserv/Banking)

• 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 SOW’s for extensions/expansions/new work.
• Define and achieve individual and account targets, including for sales, managed revenue, personal revenue/billability, and margin).
• Create pricing models for all new opportunities and facilitate internal and client review.
• Lead as well as support new client sales opportunities.
• 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 (primarily in northern Virginia); 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 (e.g., other locations on the east coast).
• 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.
• Closely manage against revenue, sales, and margin targets.
• Ensure time-entry compliance for all account resources and approve in timely fashion.
• Maintain accurate monthly revenue and margin forecast for account/project, and be accurate and on-time with all administrative functions.
• Actively participate and be present in internal and client meetings, whether in person or on video conference (including being on camera).
• 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.

• Minimum 10 years of prior consulting or business development experience.
• Proven experience selling, growing, and managing a multi-million-dollar book of business.
• Experience in banking, financial services, media, or education.
• 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).

• Previous experience and success at a consulting firm.
• Bachelor’s degree in business or related field of study.
• Excellent verbal and written communication skills; excellent presentation skills – comfortable and willing to present.
• The ability and desire to lead and support delivery and sales.
• Experience managing multiple projects/programs across the full project lifecycle in fast-paced, dynamic, and sometimes ambiguous environments.
• Adept with Microsoft Office and/or Google Suite, including being able to quickly create professional, impactful, and clear proposal decks.
• Desire and ability to provide mentorship and consistent, timely feedback to support the growth and success of others.
• Located in the DC Metro area with the ability to regularly be onsite in client offices in northern Virginia, and at Infinitive headquarters in Ashburn.

• Training in large account sales and management.
• Familiarity with Cloud Service Providers, including AWS.
• Familiarity with Salesforce.
• Avid user of LinkedIn.
• Experience in offering and practice development.
• Experience with marketing and marketing campaigns.

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