Summary:
Client Partner will focus on NAM’s efforts to build and scale reciprocal relationships with an array of clients that largely focuses on enterprise application services, related to legacy modernization, enablement of products and services to be emerging platform compatible (Mobile, Cloud, Data and Analytics etc) and help clients achieve the services transformation.
Premise:
Position demands executive thought presence and comprehension of global business models, product planning, change management, customer engagement and relationship building. Taking institutional knowledge and complementing with industry best practice/experience to lead changes in the organization. Seek an established career graph in years with distinctive operational / strategy expertise at senior levels, encompassing business and technology teams.
Above all, requires an extensive CxO level relationship building as well as a focus on revenues, operating margin and customer satisfaction. Must bring in top-notch consulting /relationship management skills and a deep appreciation of IT tools, techniques, systems and solutions.
Role’s key focus areas:
Identify and forge relationship, tap into existing alliance partnerships of NAM Group to grow the account.
Focus on developing a plans to increase the visibility of NAM Group within the account relationship
Manage accountability against Measurable Revenue/Profit Growth within set timelines
- Responsible for progressive topline revenue growth by adopting emerging best practices
- Bring in operational efficiency nuances across the entire sales process / organization
- Enable prospect identification and opportunity conversion
- Manage pipeline forecasting, account planning, deal qualification and complete sales cycle management.
- Experience in a globally serviced delivery model, with coordinated efforts with offshore.
- Define value-based solution propositions with direct bearing on ROI cost / benefit analysis.
- Expanded C-suite connections and relationships to accelerate growth.
Focus on organization’s resources and expertise to further strategic initiatives
Role strengths, expected:
- Major strength in Solution and Product Sales in Digital Transformation, Data and Analytics, ML and AI across many vertical domains
- Achieve scaled revenue growth, sensitizing client’s business objectives, complemented by NAM’s service offerings
- Prior credentials in securing / executing solution based multiyear SOW.
- Derive and achieve goal attainment from both current clientele and new logos
- Securing solution driven engagements, reflective of growth segments.
- Engage / lead in developing models that are transformational & tactical, aimed to grow customer / revenue base
- Bring in personal book of business / concurrently manage, secure high value, enterprise level solutions
- Articulative efficiency at C-suite level, in financial metrics and business environment
Engage cohesively with virtual cross functional teams, including Marketing and Technology
- Operationalize QBR objectives, monitor and report key metrics to leadership.
Following additional expertise will be differentiator.
- You are passionate about the innovation economy, love to dabble in next gen technologies and excited about the future that technology is shaping – Data, Artificial Intelligence, Machine Learning and Blockchain.
- Have a successful track record of managing and growing existing accounts.
- Have Demonstrable experience in achieving annual revenue targets.
- Are able to communicate with and build relationships with senior client stakeholders (CXO, CXO-1,CXO-2 and CXO-3 levels)
- At least 5 years’ experience in Data & Analytics either as a seller or as a consultant. Needs familiarity with Data & Analytics concepts such as Data warehousing and Data Lakes, Master Data Management, Data Quality, AI ML, etc.
- Documented experience in at least two or more of the following – selling to executive stakeholders in enterprises, solutions selling, familiarity with business development activities such as RFPs and RFIs and creation of proactive proposals, cold calling and proactively reaching out to customers
- Needs to have strong understanding and experience working in at least one of the following domains (any one domain will suffice) – Banking, Financial Services Health and Life Sciences, Automotive, Commercial Airline, Insurance
Key Responsibilities include
- Identify and sell to the decision makers including C-Level executives, across both IT and LOBs in enterprises in both new and existing accounts
- Consultatively identify requirements and propose solutions to customers
- Create and deliver client presentations, proposals, and contract negotiation
- Customer solution selling that could include software licenses for persistent and partner solution and services
- Anchor client meetings and pursue any opportunities generated with the help of pre-sales, and external partners
- Partner with sales and channel organizations of software vendor(s) / Persistent Systems partners driving joint demand generation and jointly closing license and services revenue
- Needs to have strong understanding and experience working in at least one of the following domains (any one domain will suffice) – Banking, Financial Services Health and Life Sciences, Automotive, Commercial Airline, Insurance.
Attributes:
- At least 5 years’ experience in Data & Analytics either as a seller or as a consultant. Needs familiarity with Data & Analytics concepts such as Data warehousing and Data Lakes, Master Data Management, Data Quality, AI ML, etc.
- BA/BS Degree (MBA Preferred)
- Passion and commitment for customer success
- Hands-on with demos and proposals
- Enterprise-wide solution selling capabilities
- Excellent, context-specific communication and presentation skills
- Team player with strong listening and interpersonal skills; strong desire to take on constructive feedback/coaching and make definitive changes
- Ability to rapidly learn and take advantage of new concepts, business models, and technologies
- Technology understanding of development platforms, data integration, API centric with understanding of SMAC technologies
- Demonstrated success in an individual contributor sales role for a product or services organization working with enterprises
- Experience working with offshore presales and delivery teams is desirable
- Excellent Relationship Building Skills
Closing:
The candidate of choice will be the one that brings in two distinctive dimensional expertise to this role. One that has demonstrated career graph of managing multiple clients, expanding the footprint with progressive top / bottom line growth.
Second, that has established relationships with C-Suite level leaders and that reaches clients’ across, facilitating a higher-level conversion of opportunities.
