Director - Key Account Manager, North America (Hospitality)

We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18000+ experts across 37 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues. That is where you come in!

About the Role:

We are looking for an experienced and seasoned Account Manager who is passionate about driving new business and expanding our portfolio with customers. This role is focused around expanding our business with high value customers from the hotel and hospitality industry. The ideal candidate is a seasoned sales performer with a proven track record in sales management, building relationships and having a good knowledge of the hospitality industry. Ideally, if someone has existing network in some of our existing customers, this would be extremely positive. This is a strategic, hands-on role responsible for driving growth for our hospitality customers in North America.

Key Responsibilities:

• Client Relationship Management:
  • Act as the main point of contact for hospitality clients, building strong, long-lasting relationships.
  • Conduct regular check-ins, reviews, and feedback sessions to ensure client satisfaction and address any issues.
  • Build and maintain relationships with senior-level stakeholders and decision-makers across customers.
• Account Growth and Retention:
  • Identify upselling and cross-selling opportunities by understanding clients’ evolving needs and business objectives.
  • Anchor Thinking breakthrough sessions to understand business problems and suggest solutions/ accelerators/ automations.
  • Collaborate with internal teams to create proposals, presentations, and solution demonstrations tailored to client needs.
  • Meet or exceed account growth targets, retention, and satisfaction metrics.
• Industry Expertise and Market Insights:
  • Stay updated on hospitality industry trends, and client challenges to proactively identify new opportunities and product improvements.
  • Provide insights to product development based on client feedback and industry trends.
  • Act as a trusted advisor to clients on product features, updates, and best practices.
  • Represent the company at industry conferences, forums, and events to build our brand, network with clients, and identify new business opportunities.
• Collaboration & Cross-Functional Partnership
  • Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements.
  • Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value.
  • Ensure that sales strategies and approaches align with overall company goals and capabilities.

Outcomes desired

• Achieve a revenue growth target of 5M$ in new business revenue by upselling/cross-selling across our hospitality customers during the first year.
• Establish regular C level connects with customers focused around steering and value-adds.

• Experience: 8+ years in IT services sales, with at least 3 years in a leadership role with a strong exposure to the hospitality industry.
• Skills: Strong strategic thinking, exceptional communication and negotiation skills; experience with long sales cycles and complex deal structuring.
• Industry Knowledge: Deep understanding of the IT services landscape, including managed services, consulting, and digital transformation, as well as exposure to the hospitality industry.
• Analytical Abilities: Skilled in using data and sales metrics to inform strategy and drive decision-making.
• Technology Savvy: Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software.
• Education: Bachelor’s degree in Business, Marketing, Information Technology, or a related field; MBA or equivalent is a plus.

Disclaimer: Nagarro is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will be afforded equal employment opportunities without discrimination based on race, creed, color, national origin, sex, age, disability, or marital status.