Vice President, Commercial Strategy // Account Planning

Responsibilities

Manage the firm’s account planning framework, including planning templates, planning cadence and ownership standards

Run the account planning cycle end to end, coordinating inputs from Account Leaders, Industry Vertical Leaders and practice line teams

Maintain account plans as living documents, ensuring updates, next steps and accountability after each planning session

Produce account-level coverage maps that capture relationship strength, history and active coverage across priority accounts

Prepare quarterly account plan reviews for the Head of Commercial Strategy and Head of Commercial Enablement, including adherence analysis and plan-versus-actual assessment

Conduct whitespace analysis across priority accounts to identify cross-sell and expansion opportunities

Build and maintain account intelligence profiles, including organizational structure, decision-makers, recent activity and relevant market signals

Translate account intelligence into prioritized opportunities and surface them to the relevant Account Leaders and Industry Vertical Leaders

Partner with the Industry Vertical Leaders to ensure sector-specific insight is reflected in account plans and pursuit strategy

Maintain a firmwide view of cross-sell activity, conversion and outcomes to inform planning and identify patterns

Own the template, standard and cadence for bi-annual client value review across Tier One Core and Tier Two Strategic accounts

Coordinate inputs from the Account Team and Industry Vertical Leaders to assemble pre-reads, value quantification and relationship health analysis

Partner with Delivery Excellence and Account Leaders to ensure value quantification is rigorous, defensible and consistent across accounts

Produce cross-account synthesis from completed reviews, surfacing patterns in client priorities, value drivers and relationship risks

Maintain the signed-off summary, joint goals document and named workstream owners as durable artifacts in DealCloud

Share and manage best practices as well as lead internal trainings where required

Support talent acquisition and firm development efforts

Contribute to creating a high-performing and inclusive culture

Qualifications

• Bachelor's degree from a top undergraduate program required
• Willing to relocate to or be primarily present in Gurgaon
• Seven plus years of experience in account management, business development, sales operations or a related commercial discipline
• Relevant experience in professional services, consulting, investment banking and / or private equity, preferably with exposure to the middle market ecosystem
• Demonstrated experience building or running an account planning framework, key-account program or equivalent commercial discipline
• Strong analytical capabilities, including whitespace analysis, account intelligence and cross-account synthesis
• Experience producing executive-ready account materials, including planning documents, coverage maps and client review pre-reads
• Working knowledge of Intapp DealCloud or equivalent CRM platforms, including account data structures and reporting
• Strong project management and prioritization skills, with the proven ability to simultaneously manage multiple initiatives
• Experience supporting key-account or strategic-account programs in a global services firm with U.S.-based account leadership
• Exposure to cross-sell strategy across a multi-service-line professional services platform
• Familiarity with account-based marketing, value quantification frameworks or client value review programs
• Experience with data visualization and reporting tools such as Power BI, Tableau or similar business intelligence platforms…