Director - Account Management

 

We turn customer challenges into growth opportunities. 

 

Material is a global strategy partner to the world’s most recognizable brands and innovative companies. Our people around the globe thrive by helping organizations design and deliver rewarding customer experiences.

 

We use deep human insights, design innovation and data to create experiences powered by modern technology. Our approaches speed engagement and growth for the companies we work with and transform relationships between businesses and the people they serve.

 

Srijan, a Material company, is a renowned global digital engineering firm with a reputation for solving complex technology problems using their deep technology expertise and leveraging strategic partnerships with top-tier technology partners. Be a part of an Awesome Tribe

 

Job Description: Director - Account Management (Strategic Account)

Focus: India & APAC Relations

Location: India (Delhi NCR)

We are seeking a seasoned Director - Account Management/ Client Partner to own and nurture our relationship with one of our strategic clients. In this role, you will manage a book of business valued at ~ $5-8 Million, serving as the primary bridge between the client stakeholders and Material’s delivery teams.

The role requires a consultative, relationship-driven professional with a strong technical foundation, ideally someone who began their career in engineering or architecture and has evolved into client leadership. You will work closely with the Material Global Client Partner based in London to ensure alignment, continuity, and growth across regions.

 

Opportunity

This role will lead all current & potential initiatives in the account across India & APAC region.  This role will translate complex business needs into clear directives for pre-sales & delivery teams and translate technical realities (risks, delays, architectural choices) into business context & impact for the client.

• 60% focus on Retention& Relationship Management: Deepening relationships with existing stakeholders, ensuring contract renewals, managing escalations, and maintaining high client satisfaction scores.
• 40% Strategic Growth: Partnering with the Global Account Manager to identify organic growth opportunities and position Material’s full suite of capabilities (Technology, Design, Marketing, & User Research) with Stakeholders to introduce Material’s capabilities which help identify new opportunities. 

 

Key Responsibilities

1. Stakeholder Management & Trusted Advisory

• Build and maintain high-touch relationships with the stakeholders across India and APAC, ranging from Engagement Managers, product managers, Associate Partners & Partners.
• Operate with a high degree of structured thinking and precision; deliver updates and presentations that meet clients’ high expectations for clarity and insight.
• Act as the "voice of the client" within Material, ensuring our teams understand the business context behind every requirement.

2. Technical Engagement & Capability Positioning

• Leverage technical background to carry conversations across Digital Transformation, Modern Web Technologies (JavaScript/Frontend), Data Platforms, Artificial Intelligence (AI/ML) and Customer Experience/Content Management
• Confidently position Material’s capabilities across the lifecycle—from User Research and Design to complex Product Engineering—demonstrating how we solve specific client challenges.
• Engage with client-side technical architects to validate our approach and build credibility for our delivery teams.

3. Account Operations & Delivery Oversight

• Serve as the primary escalation point for the client regarding project status, risks, and scope creep.
• Collaborate with internal Delivery Leads to monitor project health. You are not managing the daily sprint, but you must understand the code/architecture well enough to explain why a delay is happening or why a risk is critical.
• Negotiate scope changes and timelines diplomatically, protecting Material’s interests while maintaining the client relationship.
• Manage the commercial health of the $5M-$8M portfolio, ensuring timely SOW extensions and identifying risks to revenue.
• Support presales activities including SOW creation, Effort estimation, Proposal coordination.
• Own and coordinate end-to-end resource onboarding into the client systems, working closely with the Material staffing team to ensure seamless and timely onboarding.

4. Governance & Reporting

·       Drive strong account governance through:

o   Regular client syncs

o   Executive updates

o   QBRs and operational reviews

·       Maintain visibility on financials, forecasts, risks, and dependencies

·       Ensure compliance with the client processes, contracts, and engagement models

 

Professional Background & Experience:

• 10+ years of overall experience, preferably beginning in software engineering, application development, or solution architecture, followed by a transition into account management, client services, or technical consulting roles.

·       Proven experience supporting large, complex enterprise clients.

• Domain Expertise: Strong fluency in Retail, eCommerce, and Business Management & should understand the mechanics of modern digital platforms.

• Ability to have deep, substantive conversations about frontend development (React, Angular, Vue, etc.), legacy modernization, and digital experience platforms.

 

Key Skills & Attributes

• Strong structured thinking; able to synthesize complex technical issues into clear executive-level narratives.
• You have an eye for detail. Your emails, status reports, and decks are polished, error-free, and executive-ready.
• Comfortable engaging with and constructively challenging senior stakeholders using data and logic.
• Comfortable operating in a fast-paced, high-expectation environment

 

Location Requirement

• Must be based in Delhi NCR to facilitate frequent in-person interactions with key client stakeholders.