Head of Southeast Business Unit

Scope and Responsibilities

Business Unit Leadership

Own performance and growth of a large Southeast portfolio, including:

One anchor account at approximately 50M in annual revenue

Four large accounts exceeding 10M each

A broader portfolio of strategic and emerging accounts

Deliver consistent annual growth of at least 10 percent across the portfolio

Define and execute the regional strategy across both mature and emerging markets

Market and Geographic Leadership

Lead the firm’s presence across the Southeast region, including:

Established markets such as Atlanta and Florida

Emerging markets such as North Carolina and other high‑potential areas

Build and expand the company’s footprint in untapped markets through targeted business development and ecosystem engagement

Client Growth and Account Expansion

Ensure disciplined account management across a team of account managers, driving proactive growth within existing clients

Personally engage in key client relationships and high‑value strategic pursuits

Expand relationships within large enterprise accounts to increase share of wallet

New Logo Acquisition

Drive acquisition of 3–4 major new clients annually, targeting organizations with the potential to scale into 5–10M+ accounts

Lead strategic pursuits and play an active role in deal origination, shaping value propositions, and closing

Sales and Go‑to‑Market Execution

Partner with a matrixed sales organization to build and convert a strong pipeline

Establish consistent go‑to‑market motions across the region, including:

Account planning

Pipeline development

Cross‑selling of the firm’s capabilities and offerings

Leverage global delivery and solution capabilities to position differentiated solutions in the market

Delivery Partnership

Partner closely with the regional Head of Delivery to ensure tight alignment between business development and delivery execution

Maintain high levels of client satisfaction and delivery quality

Ensure delivery excellence supports long‑term account growth and referenceability

Alliance and Ecosystem Engagement

Drive joint go‑to‑market initiatives with key strategic partners, including major cloud hyperscalers and data/CRM platforms (e.g., AWS, Microsoft, Google Cloud, Databricks, Salesforce)

Leverage partner channels as a significant source of qualified pipeline and incremental revenue

Market Presence

Represent the company within the Southeast business and technology community

Build relationships with clients, partners, and local organizations to strengthen the firm’s regional presence

Increase external visibility through events, executive roundtables, and broader industry engagement

Team Structure

Lead a VP‑level market leader responsible for a key metro or sector

Oversee approximately 10 Account Managers

Work with three Sales Managers in a matrix reporting structure

Partner with a Regional Head of Delivery overseeing 10–20 Delivery Managers

Success Metrics

Achieve at least 10 percent annual growth across the existing portfolio

Win 3–4 new strategic clients annually with strong multi‑year expansion potential

Establish consistent, high‑quality go‑to‑market execution across the region

Drive proactive account growth through disciplined account planning and governance

Strengthen the company’s overall presence across established and emerging Southeast markets

Candidate Profile

Experience

15–20+ years of experience in IT services, consulting, or digital engineering organizations

Proven experience managing large-scale portfolios of 100M+ annual revenue

Industry Expertise
Experience in one or more of the following sectors is preferred:

Software and High Tech

Manufacturing

Travel and Hospitality

Leadership and Operating Model

Proven ability to lead large, complex organizations across multiple markets and territories

Strong track record of scaling large enterprise accounts and driving new client acquisition

Demonstrated ability to orchestrate teams across account management, sales, delivery, and partner ecosystems

Sales and Client Leadership

Demonstrated success in growing strategic accounts and winning new enterprise clients

Experience leading complex deals and managing executive-level client relationships

Strong understanding of partner-driven sales models and multi-party deal structures