Principal Technology Account Manager

Account Size

Account or subset of a large account with typical TCV of €50m

Coverage

End-to-end Technology portfolio across VOIS, VCI and Digital & IT domains

Stakeholders

CIO, CIO-1, Senior TAM, CALs, Engagement Managers, Sales and Commercial Operations

Leadership

Matrix leadership of cross-functional teams across Technology GSLs and domains

Key Accountabilities Account Management

• Own and manage the Technology P&L at contract level across the full deal lifecycle.
• Execute the agreed account operating model in alignment with the Senior TAM and CALs.
• Provide qualified input into the Technology portfolio strategic roadmap aligned to the overall account plan.
• Bring together Engagement Managers and Delivery Leads to ensure cohesive execution across the Technology portfolio.

Client Relationship Management

• Build and maintain trusted relationships with CIO and CIO-minus-one stakeholders through deep understanding of customer business, technology priorities and challenges.
• Maintain strong insight into customer Technology strategy and future needs to shape VOIS's long-range positioning.
• Co-create solutions and shape deals with customers, influencing strategic account planning and opportunity identification.
• Act as the primary point of contact for new demand, RFPs and deal-shaping activities.
• Serve as the Technology single point of contact for RFP responses, ensuring high-quality and differentiated proposals.
• Originate new opportunities and lead competitive bid responses through structured commercial pathways.
• Drive opportunity mining, demand qualification and demand/change governance.
• Own and manage the end-to-end bid cycle, including preparation, coordination and commercial sign-off.
• Shift account engagement from reactive delivery to proactive, value-led Technology partnership.

Capability Management

• Work with Engagement Managers and Delivery Leads to ensure the right Technology talent is deployed within budget.
• Partner with Technology Commercial Support teams on RFP responses, contract management, recharges and commercial governance.
• Support the creation and review of complex pricing models to ensure proposition profitability.
• Influence and drive overall account and deal strategy in alignment with Senior TAM and CAL priorities.
• Shape strategic Technology narratives and ensure clear, differentiated win strategies are communicated to customers.
• Support portfolio governance to maintain strong value delivery across the Technology ecosystem.

Qualifications

• Engineering degree with 15+ years of experience in the Technology industry.
• 7-8+ years of relevant client management experience with clear commercial responsibility.
• Proven experience delivering business outcomes in a commercial environment.
• Background working in Systems Integrator or IT Services organisations.
• Strong expertise in commercial governance, financial management and deal shaping.