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Client Partner - All, VA

Job Description:

Manages a key global account. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries. Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company s portfolio. Reports outside the country sales organization but does manage directly local sales resources.

Responsibilities:
Client/Account Relationship

  • Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.
  • Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.
  • Acts as business partner to account and "extension" of the customer's IT management team.
  • Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
  • Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.
  • Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.
  • Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-term business opportunities for the company.

Business Management

  • Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.
  • Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.
  • Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.
  • Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries/regions.
  • Provides the business rationale and risk assessment for making company investments in the account.
  • Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets

Account Team Management

  • Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.
  • Coaches account team members to optimize performance and to enable broader and deeper client engagement.
  • Coordinates all company activities in the account, e. g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.
  • Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.
  • Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.
  • Drives integrated planning and coordinated sales execution effectively.

People Management

  • Identifies and grows key performers and develops a succession plan.
  • Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers
  • Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.
  • Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.

Education and Experience Required:

  • Bachelor's Degree, MBA desired.
  • 8-10 years account management experience.
  • Experience in IT industry and in vertical industry preferred.
  • P&L and risk management skills and experience required.

Knowledge and Skills:
Account/Business Development

  • Uses consultative, solution selling and business development skills to align the client's business needs with the company's solutions.
  • Highly developed business development and negotiation skills.
  • Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor.
  • Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.
  • Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools (Siebel, TAS,).
  • Ensures submital of timely and accurate forecasts and continually coaches team to do same.
  • Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.

Account/Team Leadership

  • Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
  • Strong employee management and team leadership skills.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Develops a comprehensive business-case approach in crafting client proposals and in Company internal requests for resource and/or investments.
  • Attracts, leads, and retains global resources.
  • Expertise in managing end-to-end sales processes involving complex, multi-country, multi-business unit deals.

Industry Acumen

  • Keeps abreast of industry trends as relates to opportunities to create added value for the client.
  • Knowledge of industry and client's security, risk and compliance issues.
  • Demonstrates strong presentation and communication skills.
  • High-level of vertical industry knowledge and account expertise.
  • Apply IT best practices specific to the client's industry.

Portfolio Knowledge

  • Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.


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