Client relationship management –managing relationships with operational client personnel – those directly involved with the client’s presence.
Business Development – responsible for building a million-dollar portfolio, driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle: Prospect Evaluate-Propose-Close.
Identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
Conduct research, mapping the account and competitors, as well as conducting client presentations, estimation efforts and proposals and negotiations.
Collaborate with the Delivery Manager to ensure all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
Taking Go-to-market solutions to clients within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.
Work closely with the Solutions Leaders to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope
Account Planning and Governance - completely responsible for all Client Management processes – Plan Sell-Deliver-Manage.
Build an Account Plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
Pricing decisions within the scope of the Master Services Agreement
Pre-sales proposal support for new business development outside of account scope
Provide necessary input for building future alliances with relevant product vendors
Develop a sales plan that prioritizes prospects, opportunities and accounts based on input from organizations in assigned account
Drive service offerings and capabilities into specific target account to drive revenue growth
Responsible for the pricing in terms of a winning price and meeting and profitability targets
Work Experience
10+ yrs of experience with strong sales/relationship management/account management experience.
Experience managing a business of $4 - $ 6 million account in the context of globalization is preferred.
Hitech Industry-specific project, Operations, and Maintenance Services knowledge required
Strong foundation/experience in engineering services sales and business development with a solution mindset.
Hands-on experience with proposal creation, leading campaign cross-functional teams (CFTs), and leading proposal presentations.
Strong leadership, interpersonal, communication, and presentation skills
Experience managing complex sales processes and highly consultative selling in campaigns
Effective in sales presentation and executive management presentations
Excellent networking and relationship-building skills
Excellent written and verbal communication skills
Using customer relationship management software to track and manage campaigns
Experience of working with a global delivery model and working with geographically dispersed solution teams
Strong technical acumen with end-to-end sales/delivery/transition experience and ability to provide high-level solutions to customer requirements
Motivated, self-starter who does not require significant oversite
Ability to forge relationships and build trust both within and external to the organization
Education:
Bachelor’s Degree – Engineering. Master’s degree/MBA – preferred
Formal training/experience in program management, negotiations, and strategic selling