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Client Partner
2 months ago
Role: Client Partner
Location: NJ/NY/ Providence RI/ Boston MA/ Charlotte NC
Key Responsibilities
Business Development
Acquire/develop key customer relationships.
Accountable for achieving account financial targets and KPIs
Develop an account plan 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
Aggressively driving Data Analytics and Digital Services and Solutions into new areas of the business. Prospect new opportunities through networking cold calling and other lead generation techniques
Craft business value proposition using Business Value Metrics Create and negotiate complex quotes RFIs/RFPs and contracts as well as the preparation implementation and closure of sales negotiations at decisionmaking level.
Submit proactive proposals and solution approach notes based on challenges and industry trends relevant for Customer line of business. Organize Work Shops for thought share and creating awareness on DE s differentiated services and solutions as per Customer interests and requirements.
Customer Relationship Management
Manage strategic advancement of customer relations including ensuring a high level of customer satisfaction and retention as well as identification of upselling potential
Promote all of DE s services and solution within the client LoBs.
Manage quarterly Business Reviews to ensure client satisfaction
Collect and coordinate farming activities with the account delivery team.
Contract Management
Statement of Work (SOW) negotiations and execution of the same working closely with Customer Manager Customer Supplier Management and TCS Legal.
Ensure compliance to SOW and MSA terms and conditions in operational processes as well as project delivery.
Account Planning and Cost Budget Management
Responsible for Profit & Loss for the Customer Relationships
Identify the opportunities for the next 12 year horizon based on operational and business planning inputs from discussions with Customer
Prepare Revenue Plan projecting
o revenue for the current and next financial year based on the current engagements and opportunity pipeline.
o internal investments requirement in terms of specific resources trainings infrastructure etc.
Track sales performance against target in terms of Sales Billing efficiency profitability and revenue growth.
Create Cost Budgets and Delivery Plans; Review and ensure projects are delivered ontime and onbudget.
Resource Management
Workforce Planning Forecast the projected resource requirements for the opportunities being pursued.
Publish the confirmed resource requirements for sourcing from the internal resource pool available.
Requirements
Experience needed:
5 years experience in selling IT services and solutions
Experience in Customer Relationship and Contract Management
Banking and Financial Services / Insurance domain experience is preferred
BenefitsStandard Fulltime benefits.
Sales, Business Development, SOW, RFP, Contract Management
