Pratiti Technologies
Website:
pratititech.com
Job details:
Company Description
Pratiti Technologies is an innovative software product development company specializing in enabling digital transformation for enterprises and software product companies. We leverage advanced technologies such as Cloud Computing, Edge Computing, Data Science & Analytics, AR/VR, IoT, and Digital Twin to foster innovation. With a global presence in the USA, India, Singapore, Switzerland, and Germany, we serve a diverse range of industries and clients. Our team combines deep domain expertise with technology craftsmanship, fostering a collaborative, innovative, and growth-oriented culture.
Role Description
This role is dedicated to our most critical account — a strategic GCC-based Industrial Software company. We have built a strong, multi-year relationship with this client. Your mandate is to deepen, expand, and protect this relationship through disciplined account farming, proactive stakeholder engagement, and a relentless focus on the client's success.
The ideal candidate brings a rare combination: the credibility of a software delivery practitioner and the commercial instincts of a seasoned account manager. You understand what engineering teams care about — because you have lived it.
This role sits alongside a Delivery Head in a deliberately designed 'Two-in-a-Box' leadership structure for the account
Key Responsibilities
1. Account Farming & Revenue Growth
- Own the commercial growth of the account through disciplined farming of existing relationships and proactive identification of new opportunities within the client organization
- Map the client's organizational landscape — identify new hiring managers, engineering teams, and product units where Pratiti can add value
- Build a pipeline of staffing opportunities (new positions, team expansions) and fixed-price project engagements within the account
- Drive account revenue growth in alignment with annual targets
- Identify and develop relationships with new stakeholders before they become active decision-makers
2. Stakeholder Relationship Management
- Serve as the primary commercial relationship owner for the account — accessible, responsive, and deeply familiar with client priorities
- Maintain strong, trust-based relationships with existing engineering managers and delivery stakeholders
- Proactively engage with client stakeholders to surface areas for improvement, gather feedback, and demonstrate Pratiti's commitment to their success
- Navigate complex client organizations to build multi-threaded relationships across levels — from individual contributors to senior leaders
- Ensure the client always feels heard — even before they raise a formal concern
3. Sales Execution: Staffing & Fixed-Price Projects
- Manage the full sales cycle for staffing requirements — from intake to offer acceptance — ensuring speed, quality, and fit
- Lead commercial conversations for fixed-price project opportunities, including scoping, pricing alignment, and proposal development in partnership with the Delivery Head
- Position Pratiti's delivery excellence as a competitive differentiator in all sales conversations
- Negotiate contract renewals, rate revisions, and scope expansions in alignment with business objectives
4. Two-in-a-Box Collaboration with Delivery Head
- Work as a unified leadership team with the Delivery Head — maintaining regular cadence, shared account intelligence, and aligned client messaging
- Support the Delivery Head in governance meetings by providing commercial context and client relationship insights
- Provide early warning signals to the Delivery Head when client satisfaction risks are observed in informal conversations
- Challenge delivery assumptions and escalate concerns constructively when client expectations are not being met
- Jointly own account health — both from a revenue and relationship perspective
5. Voice of the Customer Internally
- Act as the internal advocate for the client — translating client feedback into actionable improvements for the delivery team
- Represent the client's strategic priorities in internal planning and resourcing discussions
- Track account health metrics (satisfaction, retention, growth) and report regularly to leadership
Experience & Background
- 12+ years of overall experience (maximum of 18 years) in technology services, software engineering, or IT services environments
- 4–5 years of direct experience as a Sales Account Manager — you have owned accounts, managed commercial relationships, and driven revenue growth
- Prior background in software delivery (as a developer, tech lead, delivery manager, or similar) — you speak the language of engineering and earn credibility with technical stakeholders naturally
- Demonstrable success in account farming: growing existing accounts through relationship expansion and new opportunity development
- Experience selling technology staffing services and / or fixed-price software development projects
- Exposure to GCC (Global Capability Centre) environments or large enterprise client organizations is a strong advantage
Skills & Competencies
- Farmer mindset: patient, relationship-first, and focused on long-term value creation within a single account
- Commercial acumen: ability to identify, qualify, and close opportunities — and to negotiate with confidence
- Technical fluency: comfortable discussing software engineering, architecture, and delivery models with engineering managers
- Stakeholder navigation: skilled at building relationships across levels and functions within a complex client organization
- Listening and discovery: exceptional ability to listen for unstated needs, risks, and opportunities in client conversations
- Collaborative: thrives in a 'Two-in-a-Box' model — confident enough to challenge peers and humble enough to be challenged
- Accountability: takes ownership of outcomes, not just activities
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