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!

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.

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.

Bachelor’s or master’s degree in computer science, Information Technology, or a related field