Client Relationship Mgr - Hi-Tech / MFG

Client Relationship Mgr - Hi-Tech / MFG

Chase Winters Worldwide (a leading retained executive search firm) is currently conducting a highly visible search engagement for Client Relationship Executives, for a premier global strategic management & information technology firm.

Our client is a premier global Strategic Business Management Consulting & Information Technology firm (and recognized as one of the world’s most admired companies with offices in 65 countries and over 130,000 employees).

The Corporation continues to invest in innovation, leverage new business models, and maximize their global resources to assure success.   The Corporation achieved a 26% growth rate last year and is highly profitable. They are also recognized for their social conscious and was awarded many accolades the most recent being the Economic Times Corporate Citizenship Award.

Senior Engagement Manager: Hi-Tech/MFG Industry Vertical

RESPONSIBILITIES:  

The Senior Engagement Manager is responsible for all client interfaces within the assigned account scope. The SEM works together with his manager (Group EM) to build an account plan and is responsible for client management based on the account plan. Usually, the SEM handles a single account or part of a large account, with an indicative annual book of business of up to $100 million. The jobholder has the following key responsibilities within the assigned account scope:

• Client relationship management –managing relationships with operational client personnel  
• SELLING/MANAGING OF IT PROFESSIONAL SERVICES IS REQUIRED. 
• Business Development – responsible for adding to the existing portfolio - driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close. This involves 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 as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations.
• Client delivery assurance – assuring the client of the commitment and driving the delivery process by working collaboratively with the Delivery Managers in the Business Unit
• Collaborate with the Delivery Manager to address 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 accounts 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 across different Horizontal Business Units within the company and external industry partners  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
• Contract negotiation with client
• Pre-sales proposal support for new business development outside of account scope
• Provide necessary input for building future alliances with relevant product vendors

Education

Bachelors Degree is required

 Skillset

• 10+ years’ experience, with strong sales/relationship management/account management experience  in the wireless segment of the telecommunications industry
• Significant Business Development and Account Management experience required
•  Knowledge of industry specific go-to-market solutions a plus
• Good understanding of industry specific business issues and drivers is critical
• Good understanding of the operations side of the business will be a plus (Customer Service, Network Operations)
• Track record of interacting and building relationship with CXO level client contacts  as well as middle managment
• Global Delivery Model experience/ offshoring experience required
• Experience managing large multi-location consulting engagement teams desirable in a fast paced environment
• Track record as Account Manager in a rapidly growing client relationship highly desirable
• Hands-on experience with proposal creation and leading proposal presentations
• Strong leadership, interpersonal, change management, communication and presentation skills
• Wide variety of IT and business consulting engagement experience
• MBA or equivalent

Travel required