Account Executive

Senior Account ExecutiveIf you're seeking a sense of community and the ability for growth, look no further. Since 1982, we have been 100% dedicated to our people. Our approach permits greater ownership for individuals and welcomes input into decisions for a thriving workplace and happy employees. Our people are the core reason for AIS' success. As an employee owned company, we are looking for individuals that are passionate about finding innovative solutions, and excited about emerging technologies and capabilities.When you join AIS, you're joining a mission-driven team that's passionate about making a difference. You'll work on projects that matter, alongside industry-leading experts, in an environment that fosters innovation, driving client success, and empowering our team to make a lasting impact. As an employee-owned company, we value collaboration, inclusivity, continuous growth, and shared success.At AIS, we're looking for more than just skills – we're looking for driven individuals who are passionate about making a difference, eager to grow, and aligned with our core principles:Know Yourself and Pursue Personal GrowthCollaborate and Support Team SuccessCommunicate Openly and ClearlySeek Opportunities and Take ResponsibilityBe Resilient and ResourcefulChallenge, Collaborate, and CommitLive Out the AIS WayAIS is seeking a highly driven and disciplined Senior Account Executive who can lead growth in a portfolio of clients aligned by industry sector. This individual will be responsible for revenue growth, client relationship leadership, and pursuit excellence across strategic accounts and new logo opportunities.Success in this role demands a leader who combines exceptional communication skills, business-led thinking, rigorous sales discipline, and a sharp focus on proposal quality and client impact. The ideal candidate brings both strategic presence and operational execution, serving as the trusted advisor to clients and a growth engine for AIS.Key Responsibilities:Revenue & Vertical GrowthOwn vertical P&L, including revenue, pipeline targets, and gross marginDrive new logo acquisition and expand existing account revenue through upsell/cross-sellMaintain ?3x pipeline coverage and ensure forecast accuracyProposal & Pursuit LeadershipLead creation of high-quality, business-outcome-driven proposalsEnsure every pursuit has a compelling storyline, client context, and quantified impactReview all major proposals for strategic positioning, pricing rationale, and solution clarityClient & Stakeholder EngagementBuild and maintain C-level relationships across priority accountsRepresent AIS in executive briefings, proposal orals, and account reviewsDrive high client engagement scores and long-term value realizationBusiness-Led ThinkingBring industry context to every engagement—speak to client problems, not just techCollaborate with solution and delivery teams to craft differentiated offeringsTranslate client pain points into clearly scoped and budget-aligned proposalsSales Execution & DisciplineOwn CRM hygiene, forecast cadence, and sales process adherenceDrive accountability across pursuits, meetings, and proposal timelinesCollaborate closely with Sales Enablement and India Development Center to scale support capacityMicrosoft & Partner EngagementAlign with Microsoft GTM teams for co-sell and channel leverageEngage in campaign planning, Executive Briefing Center (EBC) and partner strategy executionRequired Qualifications:10+ years of enterprise sales or strategic account leadership preferably in Energy, Utilities, Financial Services, Insurance or HealthcareExceptional written and verbal communication skills—executive presence is a mustProven strength in proposal leadership and business impact storytellingHighly organized, methodical, and self-drivenStrong collaboration skills with delivery, solution, and partner teamsExperience working in or with Microsoft co-sell environments a strong plusStrong working knowledge of the Microsoft ecosystem: Familiar with Microsoft Azure, M365, and co-sell motionsDemonstrated ability to build relationships with Microsoft field teams, including Partner Development Managers (PDMs), Account Executives, and industry specialistsAbility to work cross-functionally with marketing, pre-sales, and delivery teamsExperience qualifying and developing new leads, nurturing opportunities through the funnel, and coordinating with solution engineers for discovery and scopingFamiliarity with CSP (Cloud Solution Provider) model and how it supports licensing + services bundlingExcellent communication, storytelling, and stakeholder engagement skills – able to deliver compelling outreach, presentations, and customer messagingProficiency in CRM tools (e.g., Hubspot, Dynamics, Salesforce) and disciplined pipeline hygiene and forecastingSuccess Measures:Vertical revenue and gross margin targets met or exceededQuality and win rate of proposals and strategic pursuitsGrowth in key accounts (NRR, cross-sell, executive relationship strength)CRM hygiene, forecast discipline, and pipeline coverageMeasurable Microsoft and partner-influenced revenueWhy AIS?Employee Ownership: Your contributions directly impact the company's success, and you share in its achievements.Continuous Learning: Access to resources, training, and mentorship to support your professional growth.Inclusive Culture: A workplace where diversity is celebrated, and everyone's voice is valued.Mission-Driven Work: Engage in projects that make a meaningful difference for our clients and communities.