What are the responsibilities and job description for the Account Principal position at SADA?

Job Description

Join SADA as an Account Principal

Your Mission

As an Account Principal at SADA, you are a seasoned delivery leader who has a proven track record of leading transformational programs, driving customer value, and accelerating services growth. You are an executive influencer and expert relationship builder who is outcome-driven and customer-obsessed.

Aligned to the Professional Services organization and owning a subset of services accounts, your ultimate mission is to help customers achieve their desired outcomes by leveraging the full potential of Google capabilities and SADA services to power their business. The AP role provides full visibility into a multi-faceted view of the organization, its customers, and its external stakeholders, making delivery excellence a reality.

Expectations

Required Travel - Up to 20% travel to customer sites, conferences, and other related events.

Customer Facing

You are the trusted, day-to-day strategic advisor on the accounts you support, advising and interacting with a range of customer stakeholders, including executives, project managers, and technical engineers
You have frequent and meaningful interactions with the customer to ensure value delivery and to prevent issues and escalations, including, at a minimum, weekly project leadership meetings with the customer to align on status and narrative, sprint reviews, backlog updates / optimizations, customer executive steering committees
Common touchpoints occur when qualifying potential opportunities, at project kickoff, throughout the engagement as progress is communicated, and at project close.

Role Specifications : - APs will own 4-5 accounts, serving as an individual contributor (IC) with the expectation of being 50% billable across your accounts

Onboarding / Training - The first several weeks of onboarding are dedicated to learning and will include learning materials / assignments and compliance training, and meetings with relevant individuals. Details of the timeline are shared closer to the start date.

Your Responsibilities :

Act as the delivery CEO of your designated enterprise services accounts, working closely with other functions to drive valuable services delivery (e.g., senior PMO leads as COO / CFO and enterprise architect leads as CTO)

Accountable for the account professional services narrative, strategy, and overall governance

Oversee account stakeholder relationships, strategic alignment, and communications

Manage customer and program / project expectations and schedules, serving as the day-to-day customer contact

Own delivery outcomes, including account escalation / risk management and mitigation, customer's value realization, and customer & SADA's mutual success

Oversee a matrixed team structure focused on charting, supporting, and measuring the team's engagement expansion and performance; work closely with cross-functional team members to deliver best-in-class experiences

Set strategic and transformational direction in customer's use of Google products and SADA professional services to address business challenges via prescriptive success metrics and best practices

Demonstrate competence in implementing improved or completely new experiences from initial customer sales meetings through implementation

Actively track and communicate account delivery status, risks, issues, and opportunities as appropriate to both the customer, Googl,e and internal project teams

Facilitate effective and efficient meetings, working with team members to develop strategies and action plans based on the outcomes of those meetings

Partner with SADA sales and technical leadership to grow customer relationships from a profitability standpoint; drive services revenue growth and develop the entire relationship within a customer organization (e.g. identify decision makers and opportunities, connect team members with appropriate customer counterparts, etc.)

Present on our SADA value proposition, professional services and solution offerings through proposals and presentations, finding ways to deliver customer business outcomes

Be accountable for driving Follow On Work (FOW) in your portfolio accounts

Lead proposal development and create statements of work (SoW), responsible for their successful execution; control scope and issue work change orders (CO) appropriately

Internally, establish a reporting cadence leading account level reviews, providing a status of account profitability, revenue forecasting, billability, KPI progress, CSAT, risks and opportunities

Leverage account team members' skill sets for efficient teamwork and quality deliverables; inspire and coach and provide areas for improvement

Contribute to thought leadership and promote the engagement team and SADA via internal and external outlets

Lead the delivery of strategic business reviews, executive steering committee meetings, alignment calls, working cross-functionally both internally and externally

Closely collaborate with your fellow AP colleagues on ways of working, delivery methodologies, and leading practices, along with coaching entry-level principals on the team

You Have :

Commitment to and driven by customer business outcomes

10-15 years of advisory experience, including 5 years in one of the following 1) client and account management 2) business or management consulting practice lead role, 3) digital transformation program leadership

Ability to lead with empathy with your customers, your teams, and your internal SADA stakeholders

Experience driving enterprise-wide transformations and managing initiatives across Engineering, Sales, Support, Professional Services, and distributed teams

Managed and developed strong and long-lasting enterprise customer partnerships

Proven ability to drive services sales from plan to implementation

Proven ability to communicate, present, and influence all levels of a target organization, including executive and C-Suite level

Proven ability to develop, execute, and present on-account plans to drive incremental value and expand footprint with an existing customer base

Genuine enthusiasm of customer experience and Google Cloud

Excellent problem solver, masterfully handling escalations and issue resolutions

Excellent collaboration and verbal and written communication skills

Excellent listening, negotiation, and presentation skills

About SADA An Insight company

Values : SADA stands for inclusion, fairness, and doing the right thing. From our very beginning, we've championed a diverse workplace where we support and learn from each other, amplifying the impact we make with our customers. We're proud that our teams are composed of contributors who represent a wide array of backgrounds, experiences, abilities, and perspectives. We are an equal opportunity employer. Our three core values are the foundation of everything we do :

Hunger

Heart

Harmony

Work with the Best : SADA has been the largest Google Cloud partner in North America since 2016 and, for the seventh year in a row, has been named a Google Global Partner of the Year . This year, SADA was named a Google Cloud Global Partner of the year 2024. SADA has also been awarded Best Place to Work year after year by the Business Intelligence Group and Inc. Magazine, and was recognized as a Niche Player in the 2023 Gartner® Magic Quadrant™ for Public Cloud IT Transformation Services.

Benefits : Unlimited PTO, paid parental leave, competitive and attractive compensation, performance-based bonuses, paid holidays, generous medical, dental, vision plans, life, short and long-term disability insurance, 401K / RRSP with match, as well as Google-certified training programs and a professional development stipend.

Business Performance : SADA has been named to the INC 5000 Fastest-Growing Private Companies list for the last 10 years in a row, garnering Honoree status. CRN has also named SADA on the Top 500 Global Solutions Providers list for the past 5 years. The overall culture continues to evolve with engineering at its core : 3200 projects completed, 4000 customers served, 10K workloads, and 30M users migrated to the cloud.

To request reasonable accommodation to participate in the job application or interview process, contact careers@sada.com. SADA complies with federal and state / provincial disability laws and makes reasonable accommodations for applicants and candidates with disabilities.

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