Senior Engagement Manager ExxonMobil

Job Title

Client Relationship Management managing relationships with operational client personnel those directly involved with the client's presence.

Business Development responsible for building a million-dollar portfolio, driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle : Prospect-Evaluate-Propose-Close.

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, map the account and competitors, as well as conducting client presentations, estimation efforts and proposals and negotiations.

Collaborate with the Delivery Manager to ensure all people or infrastructure related issues that may be affecting the delivery of the project vis 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 clients within the account scope - responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.

Work closely with the Solutions Leaders 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.

Pre-sales proposal support for new business development outside of account scope.

Provide necessary input for building future alliances with relevant product vendors.

Develop a sales plan that prioritizes prospects, opportunities and accounts based on input from organizations in assigned account.

Drive service offerings and capabilities into specific target account to drive revenue growth.

Responsible for the pricing in terms of a winning price and meeting and profitability targets.

Work Experience

10+ yrs of experience with strong sales / relationship management / account management experience.

Experience managing business of $5 - $10 Million account is desirable.

Vertical (Specific to account) and software development knowledge required.

Strong foundation / experience in engineering services sales and business development.

Hands-on experience with proposal creation, leading campaign cross functional teams (CFT's) and leading proposal presentations.

Strong leadership, interpersonal, communication and presentation skills.

Experience managing complex sales process and highly consultative selling in campaigns.

Effective in sales presentation and executive management presentations.

Excellent networking and relationship building skills.

Excellent written and verbal communication skills.

Using customer relationship management software to track and manage campaigns.

Experience of working with a global delivery model and working with geographically dispersed solution teams.

Strong technical acumen with end to end sales / delivery / transition experience and ability to provide high level solutions to customer requirements.

Motivated, self-starter who does not require significant over site.

Ability to forge relationships and build trust both within and external to organization.