Business Development Manager Senior Account & Engagement Manager – Technology Consulting

At Highspring we partner with leading organizations to deliver technology solutions through project-based consulting managed teams and strategic talent engagements.

Our teams help clients execute critical technology initiatives across areas such as Cloud DevOps Cybersecurity Software Engineering Data & AI QA/QE and Digital Transformation.

We are looking for a Business Development Manager / Senior Account Executive who can drive growth through two core motions: opening new enterprise accounts and expanding Highsprings footprint within existing strategic clients.

This is a consultative sales role for someone who knows how to navigate large organizations build relationships with technology executives identify business and technology challenges and convert those opportunities into consulting engagements.

• Identify and penetrate new enterprise accounts within targeted industries and markets.
• Build relationships with CIOs CTOs CISOs VPs Directors and other technology decision-makers.
• Develop account strategies to move from initial introduction to active consulting opportunities.
• Generate new business through executive outreach referrals networking industry events and strategic partnerships.
• Establish Highspring as a trusted technology consulting partner within new accounts.

• Expand Highsprings presence within existing large enterprise clients by developing relationships across new business units technology functions and executive stakeholders.
• Build account maps identifying key decision-makers influencers technology priorities budgets and upcoming initiatives.
• Identify whitespace and cross-selling opportunities across Highsprings consulting practices.
• Develop relationships beyond existing buyers to reduce account concentration and create multiple channels for growth.
• Create and execute account growth plans for strategic clients.

• Engage clients around their technology roadmaps challenges transformation programs and upcoming investments.
• Identify opportunities ranging from individual strategic resources to complete squads project teams and consulting engagements.
• Lead discovery conversations to understand business objectives project scope timelines required capabilities and desired outcomes.
• Work with delivery and practice leaders to translate client needs into compelling solutions proposals and Statements of Work (SOWs).
• Lead commercial discussions negotiations and deal progression through close.

• Introduce clients to relevant Highspring capabilities across areas such as:
  • Software Engineering & Application Modernization
  • Cloud & DevOps
  • Cybersecurity
  • Data & AI
  • QA / Quality Engineering
  • Architecture & Digital Transformation
• Connect client priorities with the appropriate Highspring subject-matter experts and delivery capabilities.
• Identify opportunities to expand from an initial engagement into broader multi-practice relationships.

• Partner closely with recruiting delivery and practice leaders to build the right teams and solutions for each opportunity.
• Maintain strong visibility into active engagements and client satisfaction.
• Use successful delivery as a platform to identify follow-on projects and expand relationships.
• Ensure a smooth transition from sales through delivery while maintaining executive-level client relationships.

• Build and maintain a healthy pipeline of new accounts and expansion opportunities.
• Own revenue and gross-margin targets across assigned accounts and territory.
• Maintain accurate account plans opportunities activities and forecasts in Bullhorn.
• Track key business development metrics including pipeline creation new logos meetings SOWs account penetration revenue and gross margin.

• Proven experience in business development enterprise sales or account management within technology consulting or professional services.
• Demonstrated ability to open new enterprise accounts and grow existing strategic accounts.
• Strong network and ability to engage senior technology executives.
• Experience selling complex technology services rather than solely transactional staffing.
• Ability to uncover opportunities through business conversations rather than waiting for formal requirements or RFPs.
• Strong understanding of technology transformation initiatives and the ability to engage credibly with technology leaders.
• Experience developing proposals project teams consulting solutions and SOW-based engagements.
• Strong commercial instincts with the ability to manage pricing margins negotiations and deal strategy.
• Entrepreneurial proactive and comfortable operating in a high-growth environment.

Success in this role means building deep multi-threaded enterprise relationships that consistently generate new opportunities.

You will be expected to:

• Open and develop new strategic accounts.
• Expand existing accounts into new divisions and executive relationships.
• Build relationships with multiple decision-makers within each client.
• Generate qualified consulting opportunities and a sustainable pipeline.
• Convert client challenges into project-based and team-based engagements.
• Cross-sell Highspring capabilities across multiple technology practices.
• Grow revenue and gross margin while building long-term strategic client relationships.

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