Job Description: Strategic Account Manager (SAM) OR Client Partner (EXP: 15+ Years)
About Bilvantis:
Bilvantis is a Data & AI engineering services company with teams in the US, India, the UK and the UAE. We don't work as a vendor. We work as an extension of our clients' own teams. We put our solutions and accelerators into every piece of repeatable work, and we choose to grow deep within a small set of accounts rather than spread thin across many.
Why this role exists:
At Bilvantis, growth comes from going deep in each account. The Client Partner owns that. You'll treat your accounts like a business you run: you deepen the relationships we have, open new ones, and keep finding where Bilvantis can create real value for the client. When that works, the account grows.
What you'll own:
Account growth:
- Own the revenue, margin and growth targets for your accounts, and build and run an account plan for each one.
- Find ways to upsell and cross-sell, from new projects and expanded scope to new service lines and our accelerators.
- Co-sell with partners such as Databricks and other technology alliances.
- Keep the pipeline and forecast accurate, and lead proposals from first idea through to signed contract.
Relationships:
- Build trusted relationships at several levels of the client: executive sponsors, business leaders, technology heads and procurement.
- Move beyond the people we already know and build new relationships across business units and regions.
- Hold the governance cadence: QBRs, steering committees and executive check-ins.
Mapping client needs to what Bilvantis offers:
- Know the client deeply: their business, priorities, technology landscape, budget cycles, politics and competitors.
- Know Bilvantis just as well: our solutions, accelerators, case studies and people.
- Connect the two by spotting where we can create value before the client asks, and turning that into a clear story they'll fund.
Working with internal teams:
- Act as the link between the client and the Delivery, Practice, Pre-Sales and Solutions teams.
- Take our existing solutions and people to the client, so they're positioned, staffed and land well.
- Bring client needs and feedback back to the team, and work with them to shape new solutions and offerings.
- Keep a close eye on delivery health and step in early to protect the relationship and our reputation.
What you bring:
- Prior Experience: 15+ years in IT Services, including 5+ Years in Strategic Account Management (SAM).
- Stakeholder management: you're at ease with senior client leaders, and just as good at aligning internal teams without having direct authority over them.
- Relationship building: people trust you, inside and outside the company, and you have relationships that have lasted for years to show for it.
- Business and solution sense: enough grounding in Data, AI and cloud to talk about value credibly and know when to bring in the experts.
- Teamwork: a record of winning together with delivery and pre-sales, not working around them.
- Communication: clear and persuasive in writing, in meetings and in front of executives.
- Commercial skill: confident with pricing, SOWs, rate negotiations and contract structures.
- Track record: you've grown named accounts by 50% or more year on year.
Nice to have:
- Experience in BFSI or Manufacturing.
- Exposure to the Databricks or hyperscaler partner ecosystems.
- Background at a global systems integrator or a growth-stage services firm.
How success is measured:
- Year-on-year growth in account revenue and margin.
- New logos or business units opened within existing clients.
- Number of executive relationships, and how many levels of the client they span.
- Pipeline coverage and forecast accuracy.
- Client satisfaction (CSAT/NPS) and retention.
Why join:
- A role that's yours to shape at a company that's growing fast.
- Direct access to leadership, and decisions made quickly.
- Real solutions and accelerators to take to clients, not just people to place.