Managing Director - Account Lead

About Infinitive:
Infinitive is a Data & AI consultancy that enables global brands to deliver results through insights, innovation, and efficiency. We possess deep industry and technology expertise to drive and sustain adoption of new capabilities. We match our people and personalities to our clients' culture while bringing the right mix of talent and skills to enable high return on investment.
Infinitive has been named “Best Small Firms to Work For” by Consulting Magazine 6 times. Infinitive has also been named a Washington Post “Top Workplace,” Washington Business Journal “Best Places to Work,” and Virginia Business “Best Places to Work.”

About this Role:
Infinitive is looking for candidates who are experienced leaders, who are accountable, passionate, assertive, proactive, open & honest, results oriented, and adaptable.  The ideal candidate will drive new sales, client growth, foster deep relationships, drive account/client financial management, and lead end to end execution of projects/programs.

We are currently looking for a Managing Director – Account Lead who will:

• Work with market development (sales) to develop annual account plans.
• Identify and sell new and expansion opportunities with existing and new buyers, as well as extension opportunities for existing work.
• Author and negotiate SOW’s for extensions/expansions/new work.
• Define and achieve individual and account targets, including for sales, managed revenue, personal revenue/billability, and margin).
• Create pricing models for all new opportunities and facilitate internal and client review.
• Lead as well as support new client sales opportunities.
• Fearlessly meet new client contacts, introducing them to who and what Infinitive is.
• Be on-site at client sites for in person meetings with clients and Infinitive consultants (primarily in northern Virginia); be able to occasionally travel to other client sites to meet with clients and contacts, support delivery and our consultants, and support Infinitive/client events (e.g., other locations on the east coast).
• Deliver with high quality, high client satisfaction using metrics to measure.
• Lead and manage Infinitive consultants; be a strong people leader, lead by example, be a coach and mentor, and always have an open-door policy.
• Document and communicate roles and responsibilities for all resources.
• Follow Infinitive (or client) delivery framework to include but not limited to; project governance structure, detailed workplan, status reporting, risk/issue management, recurring internal governance reviews.
• Conduct monthly account plan reviews with relevant internal stakeholders.
• Closely manage against revenue, sales, and margin targets.
• Ensure time-entry compliance for all account resources and approve in timely fashion.
• Maintain accurate monthly revenue and margin forecast for account/project, and be accurate and on-time with all administrative functions.
• Actively participate and be present in internal and client meetings, whether in person or on video conference (including being on camera).
• Live the Infinitive values and fundamentals, including Do the Right Thing, Strive to Be Great, Honor Commitments, Think and Act Like an Owner, Have a Bias for Action, and others.

 
Additionally, the ideal candidate has:

• Minimum 10 years of prior consulting or business development experience.
• Proven experience selling, growing, and managing a multi-million-dollar book of business.
• Experience in banking, financial services, media, or education.
• Deep background and understanding in application development/cloud engineering/data, and can be hands-on in a delivery role where appropriate (this may take the form of being knowledgeable in SQL, Python, or other language/technologies).

Required Qualifications

• Previous experience and success at a consulting firm.
• Bachelor’s degree in business or related field of study.
• Excellent verbal and written communication skills; excellent presentation skills – comfortable and willing to present.
• The ability and desire to lead and support delivery and sales.
• Experience managing multiple projects/programs across the full project lifecycle in fast-paced, dynamic, and sometimes ambiguous environments.
• Adept with Microsoft Office and/or Google Suite, including being able to quickly create professional, impactful, and clear proposal decks.
• Desire and ability to provide mentorship and consistent, timely feedback to support the growth and success of others.
• Located in the DC Metro area with the ability to regularly be onsite in client offices in northern Virginia, and at Infinitive headquarters in Ashburn.

Desired Qualifications

• Training in large account sales and management.
• Familiarity with Cloud Service Providers, including AWS.
• Familiarity with Salesforce.
• Avid user of LinkedIn.
• Experience in offering and practice development.
• Experience with marketing and marketing campaigns.