Senior Accounts Manager

Role & responsibilities

Account Management & Client Relationship

• Serve as the primary point of contact for IBM US & Canada staffing accounts.
• Build and maintain strong relationships with IBM Procurement, Hiring Managers, Delivery Managers, Program Managers, and Vendor Managers.
• Conduct regular business reviews and stakeholder meetings to identify new opportunities.
• Manage strategic account plans to expand business within existing IBM business units.
• Ensure high customer satisfaction and maintain long-term partnerships.

Business Development & Account Growth

• Identify new staffing opportunities across IBM accounts and related business units.
• Develop strategies to increase revenue and expand account penetration.
• Collaborate with procurement and business stakeholders on new engagement models.
• Participate in RFPs, RFQs, staffing bids, and managed services opportunities.
• Drive growth through existing partner ecosystems and staffing alliances.

Recruitment Delivery Management

• Lead recruitment teams supporting IBM US and Canada requirements.
• Ensure timely fulfillment of contract, contract-to-hire, and full-time positions.
• Monitor recruiter productivity and submission quality.
• Maintain strong control over interview-to-selection and selection-to-joining ratios.
• Drive closure of niche and critical skill requirements.

IBM Staffing Operations

• Manage requirements across:

• IBM Consulting

• IBM NTS

• IBM ERS

• IBM Federal

• Managed Services Programs

• Work closely with:

• Procurement Teams

• Hiring Managers

• Delivery Leaders

• Ensure adherence to IBM staffing processes and compliance standards.

Revenue & Commercial Management

• Achieve quarterly and annual revenue targets.
• Drive gross margin improvement and account profitability.
• Manage rate negotiations and establish competitive pricing strategies.
• Generate regular account performance reports and forecasts.

Leadership & Team Management

• Lead, mentor, and manage a team of recruiters, team leads, and account coordinators.
• Conduct weekly performance reviews and delivery governance meetings.
• Establish best practices for sourcing, screening, and client engagement.
• Drive a quality-first approach to improve closure ratios.

Required Skills

Staffing & Recruitment

• US IT Staffing
• C2C, C2H, W2, 1099 Hiring
• Recruitment Delivery Management
• Talent Acquisition Strategy

Client Management

• Key Account Management
• Stakeholder Management
• Client Relationship Management
• Account Expansion
• Business Development

IBM Knowledge

• IBM Procurement Process
• IBM Supplier Ecosystem
• IBM Staffing Programs
• IBM Consulting Delivery Model
• IBM Consult / CIC Hiring Structure
• Vendor Governance

Commercial Skills

• Rate Negotiation
• Revenue Spend & Gross Margins
• RFP/RFQ Participation

Qualifications

• Bachelor's Degree in Engineering, Business Administration, HR, or related field.
• 10+ years of experience in IT Staffing and Account Management.
• Minimum 5+ years managing IBM US and/or Canada staffing accounts.
• Proven record of achieving revenue and delivery targets.

Ideal Candidate Profile

• Extensive experience supporting IBM US, IBM Canada, IBM Consulting, CIC, and GCC requirements.
• Strong relationships with IBM procurement teams, hiring managers, and staffing partners.
• Demonstrated success in handling large-scale staffing programs, walk-ins, critical demands, and managed services engagements.
• Excellent negotiation, leadership, and stakeholder management skills.
• Ability to drive both account growth and delivery excellence simultaneously.