Senior Vice President, Client Acquisition

2 weeks ago

New York, New York, United States Genpact Full time

Genpact (NYSE: G) is a leading global professional services and solutions firm dedicated to delivering transformative outcomes that shape the future. With over 125,000 professionals across more than 30 countries, we are fueled by our innate curiosity, entrepreneurial spirit, and commitment to creating lasting value for our clients. Our mission is powered by the relentless pursuit of a world that works better for people, as we serve and transform prominent enterprises, including those in the Fortune Global 500, through our extensive business and industry expertise, digital operations services, and proficiency in data, technology, and AI.

We are inviting applications for the position of Senior Vice President, Client Acquisition.

This pivotal role is focused on expanding our business by identifying and engaging new clients, establishing strong relationships, and showcasing how our services can deliver significant value to their operations.

Key Responsibilities

• Drive the acquisition of new business with prospective clients, targeting an annual revenue goal of approximately $15M.

• Identify, close, and deliver consulting opportunities as well as larger transformation projects, including managed services.

• Develop a strategic hunting plan and roadmap, clearly identifying potential targets and tailored selling strategies for each new client or buying center within existing accounts.

• Maintain a robust pipeline of opportunities that align with the organization’s strategic objectives.

• Gain a comprehensive understanding of the factors influencing P&L and contract management.

• Establish operational processes and strategies that optimize client engagement and pursuit.

• Analyze the competitive landscape and provide market intelligence to inform proposal pricing, while promoting all Genpact offerings and driving strategic sales initiatives for enhanced market penetration.

• Cultivate meaningful relationships with C-suite executives across various organizations.

• Build a reputation as a trusted advisor to CXOs and business leaders by developing a deep understanding of clients’ strategic goals, challenges, and market opportunities, while regularly sharing innovative ideas and value propositions.

• Lead the development of long-term relationships with both new and existing clients through meticulous planning, strategizing, and value creation.

• Act as a consultant to clients, offering insights and guidance on leveraging new technologies to drive transformation relevant to C-level executives.

• Spearhead initiatives in Digital and Data-Tech-AI, positioning these as key offerings to clients beyond traditional services.

• Facilitate negotiations and manage the commercial aspects of opportunities to ensure mutual satisfaction.

• Construct Genpact's Impact Commercial Models that align with clients' business drivers and objectives.

• Collaborate with advisory and analyst firms to nurture channel and advisory relationships.

Qualifications We Seek
Minimum Qualifications

  • Demonstrated experience managing senior client relationships within Fortune 500 companies.
  • Proven track record of leading and closing end-to-end deals with a total contract value of $5M or more.
  • Relevant experience in business, segment, or industry expertise.
  • Strong financial and commercial acumen.
  • Experience in acquiring new business, logos, and buying centers within professional services.
  • Prior consulting experience is essential.
  • Bachelor's degree in business, technology, analytics, or a related field; MBA preferred.
  • Familiarity with pricing strategies in deal pursuits.
  • Experience with program management methodologies.
  • Proven success in selling BPO, Digital, and Consulting services.
Preferred Qualifications/Skills

• Ability to see the broader picture of clients' business objectives and competitive landscape, and articulate how Genpact can meet their critical needs.

• Self-motivated and capable of forging a path to success while taking initiative.

• Skilled in initiating new CXO discussions to penetrate new business areas.

• Proficient in navigating organizational dynamics to lead effective change.

• Ability to uncover the business and personal motivations that drive stakeholders.

• Comfortable with ambiguity and adaptable to change.

• Relates well with diverse groups and fosters open communication.

• Holds self and others accountable for fulfilling commitments.

• Consistently delivers on commitments, establishing trust through reliability.

• Takes ownership of outcomes and effectively translates efforts into results.

• Communicates effectively across various audiences, ensuring clarity and understanding of unique needs.

• Demonstrates active listening to fully grasp the context and emotions behind discussions.

• Capable of managing conflicting priorities among accounts, clients, and project teams.

• Recognized as a trusted advisor by key stakeholders, both internally and externally.

• Navigates the political landscape adeptly to influence decisions.

• Exhibits a strong drive for results and consistently achieves objectives.

• Competitive and motivated by delivering value to clients.

• Develops actionable plans to drive results, understanding what factors significantly impact outcomes.

• Collaborates closely with account management and delivery teams to foster a client-centric culture and cohesive teamwork.

• Develops and implements a strategic sales plan to meet assigned goals.

• Works with advisory and analyst firms to strengthen channel and advisory relationships.

• Effectively communicates and presents compelling value propositions to diverse audiences.

• Eager to learn and understand Genpact's sales framework and committed to sharing best practices for improved outcomes.

Genpact is an Equal Opportunity Employer, considering applicants for all positions without regard to race, color, religion, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability, or any other characteristic protected by applicable laws. We are dedicated to fostering a dynamic work environment that values diversity, inclusion, respect, integrity, customer focus, and innovation.

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