SENIOR MANAGER ACCOUNT MANAGEMENT

<div style="border-top: none; border-right: none; border-left: none; border-image: initial; border-bottom: 1pt solid windowtext; padding: 0in 0in 1pt; font-size: 14px;" id="isPasted" fr-original-style="mso-element:para-border-div;border:none;border-bottom:solid windowtext 1.0pt; mso-border-bottom-alt:solid windowtext .5pt;padding:0in 0in 1.0pt 0in;"><p style="border: none; padding: 0in; font-size: 14px;" fr-original-style="border:none;mso-border-bottom-alt:solid windowtext .5pt; padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">ROLE OBJECTIVE&nbsp;</strong></p></div><p style="margin-top: 12pt; text-align: justify; line-height: 150%; vertical-align: baseline; font-size: 14px;" fr-original-style="margin-top:12.0pt;mso-margin-bottom-alt:auto; text-align:justify;line-height:150%;vertical-align:baseline;">The Senior Manager, Account Management is responsible for leading Otech’s client retention and growth strategy across key enterprise, government, and strategic accounts.<br>The role ensures that each client relationship matures into a long-term commercial partnership through proactive engagement, structured governance, and continuous expansion of wallet share.</p><p style="margin-top: 12pt; text-align: justify; line-height: 150%; vertical-align: baseline; font-size: 14px;" fr-original-style="margin-top:12.0pt;mso-margin-bottom-alt:auto; text-align:justify;line-height:150%;vertical-align:baseline;">This position drives renewals <strong fr-original-style="" style="font-weight: 700;">(in coordination with renewal team)</strong>, cross-sell and upsell initiatives, client satisfaction, and profitability — while building and mentoring a team of account management professionals to deliver measurable growth across assigned portfolios.</p><div style="border-top: none; border-right: none; border-left: none; border-image: initial; border-bottom: 1pt solid windowtext; padding: 0in 0in 1pt; font-size: 14px;" fr-original-style="mso-element:para-border-div;border:none;border-bottom:solid windowtext 1.0pt; mso-border-bottom-alt:solid windowtext .5pt;padding:0in 0in 1.0pt 0in;"><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">RESPONSIBILITIES</strong></p></div><p style="line-height: 150%; font-size: 14px;" fr-original-style="line-height:150%;"><strong fr-original-style="" style="font-weight: 700;">Client Relationship Leadership</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Serve as the executive point of contact for strategic clients, managing multi-level relationships and ensuring sustained satisfaction and retention.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Build long-term trust by aligning Otech’s technology roadmap with clients’ transformation agendas.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Conduct strategic account reviews, quarterly business reviews (QBRs), and governance meetings with senior client stakeholders.</li></ul><p style="line-height: 150%; font-size: 14px;" fr-original-style="line-height:150%;"><strong fr-original-style="" style="font-weight: 700;">Revenue Retention, Cross-Sell &amp; Upsell Growth</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Own renewal<strong fr-original-style="" style="font-weight: 700;">&nbsp;(in coordination with renewal team),&nbsp;</strong>cross-sell, and upsell targets across all managed accounts.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Identify whitespace opportunities and develop account growth strategies to increase share of wallet across cloud, cybersecurity, system integration, and managed services.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Collaborate with pre-sales, delivery, and finance <strong fr-original-style="" style="font-weight: 700;">(in coordination with Rev. Ops team)</strong> to structure commercial proposals for expansions, renewals, and add-on services.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Drive the creation of bundled or multi-service offerings aligned to client needs and strategic goals.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Track and report growth pipeline, renewal forecasts, and incremental revenue contribution per account.</li></ul><p style="line-height: 150%; font-size: 14px;" fr-original-style="line-height:150%;"><strong fr-original-style="" style="font-weight: 700;">Commercial &amp; Governance Oversight</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Ensure timely renewals, invoicing accuracy, and compliance with contract terms and SLAs.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Monitor account profitability, margins, and receivables; intervene proactively to maintain commercial health.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Establish internal governance between sales, delivery, and finance to manage escalations and service risks.</li></ul><p style="line-height: 150%; font-size: 14px;" fr-original-style="line-height:150%;"><strong fr-original-style="" style="font-weight: 700;">Leadership &amp; Team Enablement</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Lead and develop a team of Senior and Junior Account Managers, ensuring consistent adoption of account management frameworks and best practices.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Define growth targets, KPIs, and incentive structures for the account management function.</li></ul><ul fr-original-style="" style="font-size: 14px;"><li>Build repeatable playbooks for renewals, cross-sell, and client retention to drive efficiency and scale.</li></ul>