Principal Account Manager

Responsibilities

• Own and execute account plans for assigned clients, defining growth strategies, relationship maps, and revenue targets
• Manage the full business development and account planning cycle, from identifying client needs to closing new engagements
• Drive lead management activities, qualifying inbound leads and proactively generating new opportunities within existing accounts
• Manage opportunity and pipeline activities, ensuring a healthy and accurately forecasted sales pipeline for assigned accounts
• Lead solutioning and proposal management in collaboration with practice and delivery teams, ensuring proposals are client-centric and commercially sound
• Oversee contracting and commercial governance for account engagements, ensuring terms align with Zühlke's commercial framework and risk appetite
• Act as the primary point of escalation for client satisfaction issues, coordinating resolution across delivery and practice teams
• Provide regular account performance reporting and pipeline forecasts to country sales leadership
• Decision Rights
• Owns:
• Account plans, revenue targets, and growth strategies for assigned client accounts
• Client relationship management and satisfaction for assigned accounts
• Commercial terms and contract negotiations for account engagements
• Pipeline accuracy and forecast quality for assigned accounts
• Influences:
• Country sales strategy and go-to-market prioritisation for target industries and accounts
• Proposal pricing, staffing, and solution design for account opportunities
• Resource allocation and team composition for client engagements
• Consulted / Informed:
• Practice capability development and investment priorities relevant to key account needs
• Country P&L planning and commercial strategy decisions
• Major delivery decisions and escalations affecting account relationships
• Required Capabilities (Skills & Mindset)
• Functional Capabilities:
• Strong B2B account management and consultative selling skills in technology and professional services
• Expertise in account planning, pipeline management, and revenue forecasting
• Understanding of technology consulting services, delivery models, and solution portfolios
• Commercial acumen including contract negotiation, pricing strategies, and risk management
• Proficiency in CRM tools and sales process methodologies
• Ability to coordinate cross-functional teams for complex, multi-disciplinary proposals
• Leadership & Mindset:
• Client-centric mindset with the ability to build trust-based, long-term relationships at senior levels
• Strong influencing and negotiation skills across internal and external stakeholders
• Results-driven with a track record of meeting and exceeding revenue targets
• Collaborative approach to working with practice, delivery, and functional teams
• Resilience and adaptability in managing complex, multi-stakeholder sales cycles
• KPIs / Success Measures
• Account revenue achievement against targets (new and recurring)
• Pipeline health metrics (coverage ratio, conversion rate, forecast accuracy)
• Client satisfaction and Net Promoter Score for assigned accounts
• Account growth rate (year-over-year revenue development)
• Proposal win rate and average deal size
• Cross-sell and upsell success across Zühlke's service portfolio
• Governance & Forums
• Country Sales Team meetings - pipeline reviews, account performance, and sales strategy alignment
• Opportunity Review Board - assessment and approval of significant proposals and commercial terms
• Account Planning Reviews - periodic strategic account plan reviews with sales leadership
• Country Leadership meetings - business performance reporting and strategic alignment
• Client Governance meetings - regular business reviews with key client stakeholders
• Span of Control
• Direct management of assigned client account portfolios and associated commercial activities
• Coordination of cross-functional pursuit teams for proposals and business development activities
• No direct people management; influences delivery and practice teams through account-driven collaboration
• Required Experience
• 8+ years of experience in B2B accou

Benefits

Additional Information

Founded in Switzerland in 1968, Zühlke is owned by its partners and located across Europe and Asia. We are a global transformation partner, with engineering and innovation in our DNA. We're trusted to help clients envision and build their businesses for the future - to run smarter today while adapting for tomorrow's markets, customers, and communities. Our multidisciplinary teams specialise in tech strategy and business innovation, digital solutions and applications, and device and systems engineering. We excel in complex, regulated spaces including health and finance, connecting strategy, tech implementation, and operational services to help clients become more effective, resilient businesses. If you share our values and want to do the best work, for the right reasons, we can offer you the chance to do it on a global scale and play a real role in shaping our exciting journey.

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