Hiring a Head New Accounts (Japan & GCC-Focused India) Data & AI Services for a global IT service provider based out of Chennai/Bangalore/Hyderabad/Pune. Experience in managing Japanese clients.
Experience 15-20 years
A senior P&L leader and entrepreneur to build and scale new strategic accounts across Japan and GCC-oriented India engagements, with a strong focus on Data, AI, Analytics, GenAI, and Cloud-led transformation programs.
This role sits at the intersection of pre-sales, solutioning, and delivery leadership. The incumbent will own new logo acquisition, shape large Data & AI deals, and ensure flawless delivery execution, acting as the single-threaded owner from pursuit to scale.
The role reports directly to the Chief Delivery Officer and is critical to building the next wave of state-of-the-art, AI-first client accounts.
Key Responsibilities
1. New Account Ownership & P&L Leadership
- Own end-to-end P&L for assigned new accounts across Japan and GCC-focused India clients.
- Drive new logo acquisition, account activation, and scale-up to annuity revenue.
- Act as an entrepreneurial account ownerfrom first conversation to multi-year growth.
- Build strong revenue pipelines and ensure predictable growth.
2. Pre-Sales & Deal Shaping Leadership
- Lead pursuit strategy, deal qualification, and closure for Data & AI-led programs.
- Own RFP/RFI responses, solution positioning, commercials, and win strategies.
- Partner with sales, architecture, and delivery teams to shape differentiated, outcome-driven solutions.
- Drive CXO-level conversations focused on business value, ROI, and transformation impact.
3. Data & AI Solution Leadership
- Champion Data Engineering, Analytics, AI/ML, GenAI, Cloud Data Platforms, and AI-led Operations offerings.
- Translate client business problems into scalable, modern technology solutions.
- Establish the organization as a trusted Data & AI transformation partner.
- Stay current on emerging technologies and guide clients on next-gen architectures and operating models.
4. Delivery Excellence & Program Governance
- Provide executive oversight for large, complex Data & AI programs.
- Ensure delivery excellence across quality, timelines, cost, risk, and compliance.
- Act as Executive Sponsor for key programs and accounts.
- Set up robust governance, review mechanisms, and escalation frameworks.
- Balance speed, innovation, and operational rigor.
5. Account Build, Scale & Team Leadership
- Scale new accounts through account mining, cross-sell, and upsell.
- Build and mentor high-performing pre-sales, solutioning, and delivery leaders.
- Create a strong leadership bench aligned to long-term account growth.
- Foster a culture of ownership, accountability, and execution excellence.
6. Stakeholder & Cultural Alignment
- Demonstrate a strong understanding of Japanese business culture, governance, and communication styles.
- Effectively engage with GCC-centric clients operating from India.
- Enable seamless collaboration across Japan, India, and global delivery teams.
- Build long-term trust with clients and internal stakeholders.
Candidate Profile
Experience & Background
- 1520 years of experience in IT services / digital transformation organisations.
- Proven experience in building and scaling new accounts (Japan experience is a strong plus).
- Strong track record in Data, Analytics, AI/ML, GenAI, and Cloud-led programs.
- Experience owning or influencing P&L for accounts or portfolios.
- Hands-on experience managing large, complex, global delivery programs.
Skills & Competencies
- Strong pre-sales, solutioning, and commercial acumen.
- Deep understanding of Data & AI technology stacks and enterprise transformation.
- Executive-level stakeholder management and communication skills.
- Strong delivery governance, financial discipline, and risk management capability.
- Ability to operate effectively in a matrixed, global delivery environment.
- High energy, ownership mindset, and make it happen attitude.
Language & Cultural Skills (Preferred)
- Japanese language proficiency (business level) is a strong advantage, but not mandatory.
- Cultural sensitivity and experience working with Japan and GCC clients are highly valued.
