oci - Object Computing, Inc.
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Requirements
• KEY HIGHLIGHTS: • Full P&L ownership — revenue growth and delivery excellence • Build relationships with VP, Director & C-level client stakeholders • Expertise in software engineering, cloud, AI/GenAI, and data • Builder profile: consulting × business development × executive relationships • KEY HIGHLIGHTS: • Experience & Capabilities Needed to Succeed • We look for builders with deep consulting roots, strong financial instincts, and the executive presence to lead at the highest levels of a client organization. • 10+ years in technology consulting, professional services, or enterprise software sales with progressive account leadership responsibility • Proven track record of managing $5M+ client accounts with full P&L ownership • Demonstrated success in both selling and delivering technology consulting engagements • Experience building and executing strategic account plans with financial forecasts, pipeline management, and stakeholder engagement strategies • Strong understanding of modern technology domains: software engineering, cloud-native architectures, AI/ML, generative AI, and data engineering • Experience managing client relationships at the VP and Director level and above within large enterprises • Ability to lead solutioning conversations, shape proposals, and negotiate contracts • Strong financial acumen including forecasting, margin management, and utilization optimization • Experience in one or more verticals: aerospace & defense, manufacturing, financial services, or healthcare • Background working with technology alliance partners (AWS, GCP, Azure, Palantir, etc.) • Experience at a mid-size consulting firm or boutique technology consultancy • Familiarity with agile delivery methodologies, DevOps practices, and modern engineering culture • MBA or advanced degree is a plus but not required
Responsibilities
• Account Strategy & Planning • Own and develop annual client plans including financial forecasts, pipeline targets, relationship maps, engagement roadmaps, and strategic theme breakdowns • Set and manage account-level revenue goals, managed revenue targets, and margin objectives • Identify and prioritize opportunity areas across the client's business units and technology landscape • Build 60/90/180-day action plans with measurable milestones tied to pipeline and revenue outcomes • Monitor industry trends and client-specific developments to proactively position OCI capabilities • Sales & Revenue Growth • Drive new business development within assigned accounts, from lead identification through close • Own sales targets including new bookings, weighted pipeline, backlog, and revenue attainment • Lead or participate in solutioning efforts, collaborating with practice leads and technical SMEs to shape proposals, SOWs, and pricing strategies • Qualify opportunities and manage pipeline progression with discipline and accuracy • Partner with OCI's technology alliances (cloud providers, platform partners) to create joint value propositions • Client Relationship Management • Serve as the primary OCI executive relationship holder with client VP, Director, and C-level stakeholders • Build and maintain comprehensive stakeholder maps across client business units • Develop and execute engagement strategies for key decision-makers and influencers • Drive client satisfaction scores through proactive relationship management, issue resolution, and consistent value delivery • Orchestrate executive-to-executive connections between OCI leadership and client leadership • Delivery Oversight • Ensure delivery excellence across all active engagements, partnering with Engagement Leads to manage scope, quality, staffing, and client expectations • Monitor engagement health metrics and intervene proactively when delivery risks arise • Facilitate smooth transitions from sales to delivery and ensure continuity between engagement phases • Champion OCI's engineering-first culture and quality standards on every engagement • Performance & Reporting • Own account-level KPIs including revenue, margin, billable utilization, average bill rate, and client satisfaction/NPS • Provide regular forecast updates and pipeline reviews to consulting leadership • Track and report on weighted pipeline, backlog, and revenue YTD against targets
Benefits
• Compensation includes a competitive base salary plus variable compensation tied to revenue attainment and client satisfaction targets. Object Computing offers comprehensive benefits including health/dental/vision insurance, 401(k) with company match, flexible PTO, professional development budget, tuition reimbursement, and remote/hybrid work flexibility.
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