AVP - Hi-Tech

Job Title:- AVP (Lead – Hi-Tech)

Location:- Bay Area, CA (Hybrid)

Role Overview

The AVP (Lead – Hi-Tech) is a senior leadership role responsible for driving business growth within the Hi-Tech vertical through a combination of strategic account farming and new logo hunting. This role will lead high-value client relationships, expand existing enterprise accounts, and acquire new strategic customers by positioning end-to-end engineering, digital, and technology services.

This position requires a proven leader with experience managing marquee global enterprise logos with strong CXO-level engagement capability, and the ability to lead and scale high-performing teams.

Key Responsibilities

Strategic Account Growth & New Business Development

• Own, grow, and expand a portfolio of large, strategic Hi-Tech enterprise accounts, driving wallet share expansion and long-term partnerships.
• Identify, qualify, and pursue new logo opportunities within the Hi-Tech vertical, particularly within the Bay Area ecosystem.
• Act as the executive sponsor for key accounts, managing CXO and senior stakeholder relationships.
• Build relationships with new buying centers and senior decision-makers across engineering, IT, and business functions.
• Develop and execute multi-year account growth plans aligned with client business objectives and technology roadmaps.
• Lead strategic pursuits in collaboration with pre-sales, solution architects, and delivery leadership.
• Drive cross-sell and up-sell of engineering services, digital transformation, product engineering, cloud, data, AI, and platform-led solutions.
• Own the end-to-end sales lifecycle for both existing and new engagements, from opportunity identification through deal closure.
• Ensure strong client satisfaction, renewals, and executive governance across accounts.

Revenue & Business Ownership

• Carry accountability for annual revenue targets, growth objectives, and pipeline development across both existing and new clients.
• Drive deal qualification, commercial structuring, pricing, negotiations, and contract finalization.
• Ensure accurate forecasting, deal governance, and alignment between sales commitments and delivery execution.
• Balance growth, margin, and delivery excellence.

Leadership & Team Management

• Provide leadership and mentorship to 2–3 direct reportees (Client Partners / Account Directors / Engagement Leads).
• Build and manage a high-performing team skilled in both farming and hunting motions.
• Coach team members on enterprise selling, account strategy, stakeholder management, and execution discipline.
• Foster a performance-driven, collaborative culture aligned with business and segment goals.

Delivery Oversight & Client Governance

• Work closely with delivery leaders to ensure successful execution of programs and engagements.
• Oversee account governance, risk management, and executive-level escalations.
• Ensure contractual compliance, service quality, and continuous improvement across client engagements.
• Maintain high standards of delivery excellence and client satisfaction.

Stakeholder & Ecosystem Collaboration

• Partner closely with the Segment Head – Hi-Tech on strategy, planning, and execution.
• Collaborate with internal teams across engineering, delivery, marketing, alliances, and solutioning.
• Engage with ecosystem partners such as hyperscalers, OEMs, and platform providers to drive joint pursuits.
• Represent the Hi-Tech segment in leadership reviews and strategic forums.

Required Qualifications

Experience

• 15+ years of experience in engineering services, digital engineering, IT services, or technology consulting.
• Proven experience managing large enterprise Hi-Tech clients.
• Demonstrated success in both account expansion (farming) and new logo acquisition (hunting).
• Strong experience engaging CXO-level stakeholders and managing complex, multi-year engagements.
• Prior experience leading teams with direct business and revenue accountability.

Skills & Competencies

• Strong executive presence and consultative selling capability.
• Deep understanding of the Hi-Tech and engineering services ecosystem.
• Strong commercial, financial, and negotiation acumen.
• Ability to translate client business challenges into scalable engineering and digital solutions.
• Excellent leadership, communication, and stakeholder management skills.

Preferred Qualifications

• Established network within Bay Area Hi-Tech enterprises.
• Experience working with global delivery and distributed engineering models.
• MBA or equivalent advanced degree preferred.

Seniority & Role Positioning

• Level: Senior Leadership (AVP / Vertical Lead equivalent)
• Comparable Titles: Area Vice President, Senior Director – Hi-Tech, Vertical Lead