Client Relationship Manager : High-Technology

Client Relationship Manager : High-Technology

Chase Winters Worldwide (a leading retained executive search firm) is currently conducting a highly visible search engagement for Client Relationship Executives, for a premier global strategic management & information technology firm.

Our client is a premier global Strategic Business Management Consulting & Information Technology firm (and recognized as one of the world’s most admired companies with offices in 65 countries and over 130,000 employees).

The firm’s offerings span business and technology consulting, application services, systems integration, product engineering, custom software development, maintenance, re-engineering, independent testing and validation services, IT infrastructure services and business process outsourcing. Some of the firms’ new offerings include proprietary products and platforms which can be used for an integrated transformation approach. The firm also provides services as a Cloud ecosystem integrator to help clients orchestrate and integrate Cloud services with their existing enterprise investments.

Engagement Managers :  High-Technolgy, Semi-Conductor , Software

RESPONSIBILITIES:  The Engagement Manager is responsible for all client interfaces within the assigned account scope. The EM works t builds an account plan and is responsible for client management based on the account plan. Usually, the EM handles a single account or part of a large account, with an indicative annual book of business. The jobholder has the following key responsibilities within the assigned account scope:

(The Candidate must have prior experience working for a consulting organization and must have managed large accounts)

• Client relationship management –managing relationships with operational client personnel – those directly involved with the client’s presencence.   Responsible for managing a portfolio of  $10M-$XXXM - driving additional revenues.  This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations.
• Client delivery assurance – assuring the client of the commitment and driving the delivery process by working collaboratively with the Delivery Managers in the Business Unit
• Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
• Taking Go-to-market solutions to accounts within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.
• Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope
• Account Planning and Governance - completely responsible for all Client Management processes – Plan-Sell-Deliver-Manage.
• Build an Account Plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
• Pricing decisions within the scope of the Master Services Agreement
• Provide necessary input for building future alliances with relevant product vendors

Education

Bachelors Degree is required

 Skillset

• 10+ year’s experience, with strong relationship management/account management experience
• Prior expereince suporting cleints with the High-Technology Industry Vertical.
• Knowledge of industry specific go-to-market solutions a plus
• Good understanding of industry specific business issues and drivers a plus
• Track record of interacting and building relationship with CXO level client contacts
• Global Delivery Model experience/ offshoring experience required
• Experience managing large multi-location consulting engagement teams desirable
• Track record as Account Manager in a rapidly growing client relationship highly desirable
• Hands-on experience with proposal creation and leading proposal presentations
• Strong leadership, interpersonal, communication and presentation skills
• Wide variety of IT and business consulting engagement experience