Director (Customer Growth Partner)

We're Nagarro. We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at a scale — across all devices and digital mediums, and our people exist everywhere in the world (18500+ experts across 39 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues. That is where you come in!

Responsibilities

Drive strategic account growth and deliver double-digit year-over-year (YOY) revenue growth across one or more key client accounts; Grow the assigned account portfolio by at least 15% YOY while achieving revenue targets in collaboration with the account's Custodian of Client Success; Position Nagarro as a strategic partner for AI transformation by engaging with client CXOs and aligning technology solutions with business priorities; Build and execute structured account growth plans to expand the breadth and depth of client engagements and identify new revenue opportunities; Shape the CXO agenda by identifying business challenges, transformation priorities, and opportunities for AI-led innovation; Establish and maintain a strategic presence in client leadership discussions around AI transformation, working closely with AI for Change advisors and capability leads; Identify, shape, and sell expanded service offerings by collaborating with engineering teams, capability leaders, and internal stakeholders; Develop compelling business cases, value propositions, and commercial proposals that demonstrate measurable business outcomes for clients; Lead commercial discussions and negotiations with procurement, legal teams, and senior client stakeholders to secure new business and expand existing engagements; Build trusted relationships with CIOs, CTOs, CDOs, business heads, and other key decision-makers to strengthen client partnerships; Collaborate with account leadership and delivery teams to ensure client satisfaction, identify account expansion opportunities, and maintain long-term engagement growth; Obtain public client testimonials, references, and endorsements that demonstrate the quality and impact of Nagarro's services; Maintain accountability for account growth, revenue performance, stakeholder engagement, and strategic relationship development

Requirements

Experience: 16+ years; Relevant experience in key account leadership, strategic account growth, or a similar client-facing business development role within a well-established professional services firm; Proven track record of managing and expanding large enterprise accounts, preferably with an account portfolio valued at $20 million or more; Demonstrated ability to achieve double-digit year-over-year account growth and deliver measurable revenue expansion; Strong experience in strategic account planning, opportunity identification, deal shaping, business development, and commercial negotiations; Ability to engage credibly with senior client executives, including CIOs, CTOs, CDOs, and business heads, and build trusted, long-term relationships; Strong AI fluency within at least one industry vertical, with the ability to lead value-driven conversations about AI transformation and business outcomes; Proven ability to develop, present, and defend business cases, value propositions, and commercial proposals; Experience working with procurement and legal teams on commercial negotiations, contracts, and engagement agreements; Strong understanding of professional services offerings and the ability to translate client business priorities into relevant technology and transformation solutions; Demonstrated ability to collaborate effectively with engineering teams, capability leaders, delivery teams, and internal stakeholders to develop and close growth opportunities; Strong commercial acumen, strategic thinking, negotiation, communication, and stakeholder management skills; High accountability, a collaborative mindset, and a low-ego approach to building trust and achieving shared business outcomes; Ability to operate in a fast-paced, high-intensity environment while maintaining focus on client value, account growth, and long-term strategic partnerships; Bachelor's or master's degree in computer science, Information Technology, or a related field