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Client Partner
2 months ago
If you're seeking a sense of community and the ability for growth, look no further. Since 1982, we have been 100% dedicated to our people. Our approach permits greater ownership for individuals and welcomes input into decisions for a thriving workplace and happy employees. Our people are the core reason for AIS' success. As an employee-owned company, we are looking for individuals that are passionate about finding innovative solutions and excited about emerging technologies and capabilities. Summary The AIS Client Partner is an essential role in AIS's growth strategy which will be focused on creating the vision and leading the execution of the account growth strategy in order to develop accounts into High Value AIS clients, maintain and further grow the accounts, and achieve expected annual revenue targets. The AIS Client Partner will be responsible for establishing and executing on a client relationship strategy. That strategy will outline which issues to focus on, which opportunities to pursue, and which individuals to invest in. It is important that the client recognize the Client Partner as the primary access point to AIS leadership, overall account management, and account level financial reporting. The AIS Client Partner will bring an entrepreneurial approach for identifying and creating growth within the account. The AIS Client Partner must maintain situational awareness of day-to-day activities of ongoing projects and remain cognizant of the client's satisfaction. The Client Partner will serve as AIS's Executive Representative/liaison for account management. The Client Partner will be the client's point of contact to share high-level program/project goals and challenges. The Client Partner should use this role to establish trust and covenants with the client and share any/all risks conveyed with AIS's Delivery & Operations team. The Client Partner will work as a trusted partner with AIS Delivery teams in achieving the client's vision. The AIS Client Partner will work closely with all AIS teams (e.g. AIS's Delivery & Operations team, Solution Directors, Bids & Capture team, Marketing team, etc.) to mobilize the right people, solutions, and ideas that will establish growth within the account which is both beneficial to AIS's customer and AIS's corporate goals. What You'll Be Doing Sets a clear vision and leads the execution of the account growth strategy in order to develop and maintain High Value AIS accounts. Together with the core AIS team, develop quarterly and annual account plans. Understands and can articulate the client's most critical issues and challenges. Is forward-looking--doesn't just react to client requests, but actively works with the senior client stakeholders to help define his/her agenda. Captures and communicates the core value that AIS delivers in support of the client's goals. Meet periodically with the core AIS team to review, reflect, and strategize about how to improve the relationship and serve the client. Seek client feedback on AIS's performance. Follows up on agreed actions and ensures team members meet their commitments. Grow overall AIS invoiced revenue and profit. Identify strategies and implement tactics to renew and extend revenue generation on existing engagements in assigned Accounts. Identify strategies and implement tactics to establish new revenue streams in assigned Accounts. Expand and diversify revenue generation by closing business in new Accounts. Establish and maintain consultative, value-based, trusted-advisor relationships to cultivate leads and harvest opportunities with assigned Accounts. Maintain frequent, routine contact with key account personnel including executives, line of business managers, and personnel within business, IT, program, and contract departments. Identify and target key account personnel (potential sponsors and influencers) for potential business development and revenue growth. Establish a thought leadership relationship with senior client executives and facilitate the development of a vision for the overall success of the business area or company. Acting as an entrepreneur, showcase the best that AIS has to offer by mobilizing the right people, resources, solutions, and ideas into each client relationship. Maintain a network of teaming and vendor partners, especially our primary partner Microsoft, to expand and diversify service and solution offerings. Ensure customer satisfaction by working in partnership with the AIS Delivery & Operations team. Maintain situational awareness of day-to-day activities on the ground to ensure overall client satisfaction. Serve as AIS's Executive Representative providing the client a point of contact which the client can share project goals and challenges. The Client Partner should use this function to assist in creating a covenant between the Client Partner and the client, sharing any/all risks conveyed by the client back to Delivery and assisting in identifying mitigation strategies, which will help facilitate trust and covenant between Client Partner and client. Location and Travel Details This is a remote position with the responsibility of visiting the client site 2-3 times per week within the Massachusetts/Rhode Island area. Required Skills for the Position Proven client Partner experience with large SI/IT Services organizations with responsibility for managing and growing accounts with P&L of $25M annually and experience in managing large Global, Fortune 500 clients in Banking, Financial Services, and/or Insurance space or similar industry. 7+ years of experience in all areas of IT consulting, including complex IT infrastructure deals, cloud transformation (preferably Azure), modern application development, Cybersecurity, low code/no code platforms, Data Engineering, or similar areas. Experience with AI and ML is preferred. Rich experience in crafting pricing models, win strategies for large, transformational, multi-year, multi-service line deals for Fortune 500 clients with an annual revenue run rate of $10M plus. Experience in all facets of IT outsourcing services including core IT services, business consulting, and business process outsourcing (BPO) services or other related services. Excels in establishing and maintaining relationships built on trust and reliability. Experienced with targeting accounts, developing, and executing account plans. Experience managing contract and service delivery, including estimating, schedule, budget, profitability, issue resolution, and authoring proposals/statements of work. Nice to Have Serve as the Capture Manager on business development-related tasks within assigned Accounts, including supporting and contributing to proposal activity. Support bid and proposal activity for new Accounts including attending initial meetings with the Business Development team, crafting presentations and demonstrations, and writing proposals or statements of work. Applied Information Sciences is an Equal Opportunity Employer and does not discriminate on the basis of race, national origin, religion, color, gender, sexual orientation, age, disability, protected veteran status, or any other basis covered by law. Employment decisions are based solely on qualifications, merit, and business need. #J-18808-Ljbffr
