Senior Director, Enterprise Account Management – Automotive

Job Title:

Senior Director, Enterprise Account Management – Automotive

Job Description

Senior Director, Enterprise Account Management – Automotive (Farmer Role)

Location: Detroit, MI (Hybrid / Remote Flexible)

About Concentrix

Concentrix is a global technology and services leader that partners with the world’s most recognized brands to drive business outcomes at scale. We combine deep industry expertise with digital, analytics, AI, and operational capabilities to help clients simplify complexity and accelerate value.

Role Overview

The Senior Director, Enterprise Account Management – Automotive is a senior post‑sale growth leader responsible for retaining, expanding, and scaling existing strategic automotive accounts.

This is a farmer role, focused on deepening relationships, expanding share of wallet, and accelerating multi‑LOB adoption across long‑standing enterprise clients. The role requires strong executive presence, commercial rigor, and the ability to connect client business priorities to integrated, outcome‑based solutions beyond the CX tower. Reporting to the Sector Portfolio Leader, this role owns overall account health, growth, and long‑term partnership value.

Core Responsibilities

Strategic Account Ownership & Expansion

• Own end‑to‑end commercial accountability for a defined set of existing enterprise automotive accounts
• Develop and execute multi‑year strategic account plans focused on:
  • Whitespace expansion
  • Cross‑LOB penetration
  • Revenue growth, margin improvement, and wallet share
• Drive existing‑client growth through structured expansion motions—not net‑new logo acquisition
• Maximize Total Addressable Market (TAM) within assigned accounts

Multi‑LOB Growth & Value Expansion

• Expand relationships beyond customer experience into Digital, Data & Analytics, AI, Marketing Services, Trust & Safety, and Revenue Growth
• Identify expansion opportunities tied to client strategy, operating model gaps, and transformation initiatives
• Lead solution expansion discussions, shaping integrated, multi‑LOB proposals aligned to client outcomes
• Ensure clients fully leverage Concentrix platforms, technologies, and ecosystem partnerships

Executive Engagement & Relationship Depth

• Build and sustain trusted, durable relationships with C‑suite and senior functional leaders (CIO, CMO, COO, Digital, Data, Operations)
• Position Concentrix as a long‑term strategic partner, not a transactional supplier
• Lead executive business reviews, roadmap discussions, and value realization conversations
• Serve as the senior escalation point, owning accountability and resolution for critical issues

Governance, Delivery Alignment & Client Success

• Establish and manage robust executive and operational governance frameworks
• Partner closely with Delivery, Client Success, Practices, and Technology teams to ensure:
  • Contractual commitments are met
  • Expansion initiatives scale effectively
  • Client satisfaction and retention remain high
• Drive corrective action plans and continuous improvement where required

Financial & Performance Accountability

• Own account‑level financial performance, including:
  • Revenue growth
  • Expansion bookings
  • Gross margin performance
• Monitor pipeline health, whitespace conversion, and expansion velocity
• Provide clear, data‑driven updates to Portfolio and Sector leadership

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, Engineering, or related field (MBA preferred)
• 8–10+ years of experience in enterprise account management, client growth, or strategic account leadership
• Proven success in farming complex enterprise accounts, with measurable expansion results
• Experience expanding accounts across multiple service lines / solution towers
• Strong executive‑level communication and financial acumen
• Background in BPO, Technology Services, Digital Transformation, Consulting, or Managed Services strongly preferred
• Proficiency with CRM and account planning tools (e.g., Salesforce)

What Success Looks Like

• Existing automotive clients expand engagement across multiple Concentrix Lines of Business
• Revenue growth comes from account deepening and solution expansion
• Executive relationships exist across functions, not just CX
• Accounts demonstrate strong retention, margin discipline, and long‑term growth trajectories

The base salary range for this