Group Client Partner

3 weeks ago

Chandler, United States Mastek Full time

Mastek - Salesforce Business Unit (Mastek SBU) is in search of a Group Account Partner based in the greater Phoenix area to foster and expand our Healthcare Payer client base. This position combines account management responsibilities, focusing on nurturing existing client relationships, with sales and business development efforts to acquire new clients. You will collaborate closely with sales, marketing, practice leaders, and delivery teams to enhance all facets of client relationships. This involves presenting thought leadership, crafting compelling proposals, and ensuring an exceptional customer experience further to establish Mastek's presence with our current clients.

The Group Client Partner will act as the comprehensive account owner, overseeing the overall account profitability, program delivery, and maintaining senior client relationships in addition to building a strong pipeline of engagement/technology consulting sales. Building strong relationships at the CIO/CTO director level and establishing executive connections are essential aspects of this role. Candidates must reside in the metropolitan Phoenix area.

ROLE DESCRIPTION & RESPONSIBILITIES

In this role, you will

  • Build off of Masteks strength in the Healthcare & Lifesciences vertical & manage key clients
  • with our innovative outcome-based models.
  • Lead the disruption through large-scale legacy modernization.
  • Client relationship management and business development: manage client relationships, manage & build a multi-million-dollar portfolio, own the opportunity management cycle: Prospect-Evaluate-Propose-Close
  • Client delivery assurance: collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments to the client.
  • Account planning and governance: create the account plan including relationships required, opportunities to be pursued, price decisions, etc.
  • Achieve growth objectives through prospecting, lead response, and relationship building with Mid-Tier and Fortune 1000 companies
  • Qualify new business opportunities by identifying the scope of projects and initiatives, decision-makers, stakeholders, and overall scope of opportunity
  • Develop new account relationships in the healthcare payer and provider domain.
  • Expand existing accounts within an established geographic territory.
  • Maintain and grow existing client revenues through cross-selling of Masteks service lines
  • Develop and implement a monthly/quarterly account marketing plan.
  • Provide monthly forecasts and quarterly reviews for assigned territory
  • Conduct business in a professional, competent, and ethical manner
  • 25 to 50 % business travel is required.

DESIRED SKILLS & EXPERIENCE

The ideal candidate will be someone who has demonstrated sales, account management, and leadership experience in developing a multi-year sales strategy and will have demonstrated experience in building and scaling a growing business.

  • 12+ years of information technology consulting experience, including 5+ years of experience in managing multiple customer engagements and 5+ years of new logo-hunting experience
  • Has solid sales and business development experience of similar size and scope
  • Knowledge of industry-specific go-to-market healthcare payer solutions is a requirement
  • Track record of interacting and building relationships with C-Level and Sr. Director Client contacts
  • Global Delivery Model experience is highly desirable and required
  • Experience managing consulting engagement teams is highly desirable
  • Track record as Business Development/Practice Development Executive in a rapidly growing client relationship required
  • Hands-on experience with proposal creation and leading proposal presentations
  • Strong leadership, interpersonal, communication, and presentation skills
  • Authorization to work in the United States/Permanent Resident/Green Card Holder

INTERPERSONAL SKILLS

The position requires:

  • Proven ability to deliver results as required within specific time frames.
  • Ability to lead teams (direct & indirect) in a cross-cultural environment.
  • Worked in a high-pressure matrix-level environment.
  • Take complete P&L ownership and accountability for the successful delivery of the Client Engagement team, existing client engagements, and the sales process for reaching the assigned growth targets.
  • Establish a value-based, advisory relationship with the clients top management, enabling high-value engagement to grow the account & meet the defined revenue and profitability goals.
  • Present a unified face of the organization and be the single point of contact for the account from the sales and delivery side, cutting across service lines to establish strategic and effective relationships at various levels within the clients organization.
  • Proven success selling to Managed Accounts at the C & VP Level.
  • BA/BS in Business, Management, Computer Science, or Engineering fields preferred.
  • Demonstrate the ability to qualify, penetrate, and close new accounts
  • Excellent communication, presentation, problem-solving, and time-management skills
  • Possess deep multi-product knowledge in breadth and depth
  • Proven ability to leverage subject matter experts to further the sales process.
  • Established record of success in sales
  • Work well independently.

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