VDart Digital
Website:
vdartdigital.com
Job details:
Company Description VDart Digital is a high-growth global digital solutions, product development, and professional services firm headquartered in Atlanta, GA, with a strong presence across North America, Europe, the Middle East, and Asia, including India. The company specializes in building next-generation solutions and connected platforms that drive digital transformation and optimize business operations. VDart Digital delivers turnkey solutions in areas such as AI/ML/GenAI, intelligent automation, data analytics, blockchain, cloud, IoT, identity and access management, UI/UX, and full-stack and mobile development. Its product suite includes innovations like TestSamurAI, LendSmartAI, IDocLens, VGo fleet management, Vvalidate document verification, and the V Engage employee engagement app, offering diverse opportunities for professionals to work on cutting-edge technologies.
Role Focus: Strategic Account Management | Account Growth | Delivery Leadership | P&L Ownership
Role Overview: VDart Digital is seeking an experienced Account Delivery & Growth Director to own, manage, and expand an existing strategic client account.
This is a client-facing leadership role with responsibility for the overall health and growth of the account, including executive client relationships, account strategy, revenue growth, delivery excellence, financial performance, resource planning, governance, and customer satisfaction.
The successful candidate will operate as the senior point of accountability for the account, working closely with client executives and stakeholders as well as VDart Digital's delivery, technology, sales, presales, finance, talent acquisition, and operations teams.
This role is particularly suited for an experienced leader from a technology consulting, system integration, or IT services organization who has successfully managed and grown enterprise accounts while overseeing complex global delivery engagements.
Key Responsibilities
Strategic Account Management & Growth
- Own the overall strategy, performance, and growth of the assigned client account.
- Develop trusted relationships with client executives, business leaders, technology leaders, procurement teams, and key stakeholders.
- Build a deep understanding of the client's business priorities, technology landscape, transformation initiatives, challenges, and investment roadmap.
- Develop and execute annual and quarterly account plans covering revenue, pipeline, delivery, relationships, capabilities, and growth opportunities.
- Identify and develop opportunities for new projects, managed services, consulting engagements, technology services, and expansion into new business units or functions.
- Collaborate with sales, presales, solution architects, and practice leaders to convert identified opportunities into proposals and engagements.
- Lead or support proposals, SOWs, renewals, change requests, pricing, and commercial discussions.
- Drive account retention, customer satisfaction, wallet-share expansion, and sustainable year-over-year growth.
- Build and maintain a qualified account pipeline with clear ownership, next steps, and closure plans.
Delivery Leadership
- Provide executive oversight for all technology programs, projects, and services delivered within the account.
- Ensure commitments are delivered according to agreed scope, timelines, quality standards, SLAs, and commercial terms.
- Establish clear delivery governance, performance measures, and accountability across onsite, offshore, and distributed teams.
- Monitor delivery health, milestones, dependencies, risks, issues, quality, and customer satisfaction.
- Anticipate potential delivery challenges and intervene before they become client escalations.
- Own senior-level client escalations and drive timely resolution and recovery plans.
- Ensure delivery excellence strengthens the relationship and creates opportunities for account expansion.
Financial & Commercial Management
- Own account-level financial performance, including revenue, gross margin, profitability, costs, budgets, and forecasts.
- Develop accurate monthly, quarterly, and annual revenue and margin forecasts.
- Monitor actual performance against budgets, forecasts, contracts, and business targets.
- Identify and address revenue leakage, margin erosion, unbilled work, cost overruns, and other financial risks.
- Drive commercial discipline across SOWs, change requests, billing, invoicing, collections, renewals, and contractual commitments.
- Identify opportunities to improve account profitability through productivity, automation, delivery optimization, resource mix, and operating leverage.
Resource & Workforce Management
- Own workforce planning and resource strategy for the account.
- Forecast resource demand based on existing engagements, delivery plans, pipeline, and anticipated account growth.
- Partner with Talent Acquisition, HR, delivery leaders, and practice teams to ensure timely fulfillment of resource requirements.
- Monitor utilization, capacity, productivity, skills, resource mix, and deployment across the account.
- Ensure appropriate onsite/offshore and senior/junior resource mix while maintaining delivery quality and financial objectives.
- Support hiring, onboarding, succession planning, retention, and capability development for key account resources.
- Build a scalable delivery organization capable of supporting future account growth.
Governance, Risk & Executive Reporting
- Establish and lead appropriate account and delivery governance with client and internal leadership.
- Conduct periodic account reviews, steering committee meetings, delivery reviews, financial reviews, and executive business reviews.
- Maintain visibility into delivery, operational, commercial, financial, resource, and relationship risks.
- Develop mitigation and recovery plans for critical risks and ensure appropriate ownership and closure.
- Provide leadership with concise reporting on account health, revenue, margins, pipeline, delivery performance, customer sentiment, risks, and growth opportunities.
- Maintain appropriate governance around commitments, decisions, actions, and contractual obligations.
Leadership & Collaboration
- Lead and mentor delivery managers, project managers, technical leaders, consultants, and other account team members.
- Create a culture of accountability, customer focus, collaboration, urgency, and delivery excellence.
- Work closely with VDart Digital's technology practices and solution teams to introduce relevant capabilities and solutions to the client.
- Collaborate across sales, presales, finance, HR, Talent Acquisition, legal, technology practices, and operations.
- Drive continuous improvement in delivery quality, productivity, automation, governance, and profitability.
- Develop future leaders within the account and reduce dependency on individual resources.
Required Experience
- 12–18+ years of experience in IT services, technology consulting, system integration, or digital transformation environments, with meaningful experience in client-facing account and delivery leadership roles.
- Proven experience managing and growing an existing enterprise client account.
- Demonstrated success building relationships with senior client stakeholders and executive decision-makers.
- Experience identifying opportunities and expanding existing relationships into new projects, services, capabilities, or business units.
- Strong experience overseeing complex technology projects, managed services, or transformation programs involving distributed global teams.
- Demonstrated ownership of revenue, gross margin, profitability, budgeting, forecasting, and account-level financial performance.
- Strong understanding of commercial constructs including SOWs, T&M, fixed-price, managed services, change requests, renewals, and resource-based engagements.
- Experience with resource planning, utilization management, workforce forecasting, and onsite-offshore delivery models.
- Strong understanding of SDLC, Agile, Scrum, Waterfall, and hybrid delivery methodologies.
- Ability to manage multiple programs, priorities, stakeholders, and geographically distributed teams simultaneously.
- Strong executive communication, presentation, negotiation, problem-solving, and stakeholder-management skills.
- Demonstrated ability to manage difficult client situations and escalations while protecting long-term relationships.
Preferred Qualifications
- Bachelor's degree in Engineering, Computer Science, Information Technology, Business Administration, or a related discipline. MBA is preferred.
- PMP, PRINCE2, SAFe, Scrum, ITIL, or equivalent professional certifications are advantageous.
- Experience working with North American or other global enterprise clients.
- Experience managing significant enterprise accounts within a global IT services organization.
- Experience participating in solution development, proposals, RFP/RFQ responses, commercial negotiations, and contract renewals.
- Familiarity with modern digital capabilities such as AI/GenAI, Data & Analytics, Cloud, DevSecOps, Enterprise Applications, Cybersecurity, and Managed Services is advantageous.
What Success Looks Like
Success in this role will be measured across four primary dimensions:
Account Growth: Sustainable revenue growth, qualified pipeline development, expansion into new services and business areas, and successful renewals.
Client Relationships: Strong executive relationships, high customer satisfaction, retention, and trusted-partner positioning.
Delivery Excellence: Predictable delivery, achievement of SLAs and commitments, strong quality, proactive risk management, and effective resolution of escalations.
Financial Performance: Achievement of revenue and gross-margin targets, accurate forecasting, strong utilization, commercial discipline, and continued improvement in account profitability.
The Account Delivery & Growth Director is ultimately accountable for ensuring that excellent delivery creates client trust, client trust creates opportunities, and those opportunities translate into sustainable account growth.
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