Senior Client Partner / Senior Vice President (Tech)

Qualitest is looking for a Senior Client Partner / Senior Vice President to work from our US-based (West Coast Bay area, Seattle) office.

Overview :

• Reports into the Qualitest MD for Americas, working out of the West Coast Bay area.
• Directly responsible for partnering with one or more large and strategic technology clients, who are one of the top-5 tech giants in the US and are global in nature.
• Ownership and accountability for client engagement, collaborating with internal and client stakeholders to provide complete solutions and capabilities to deliver client outcomes.
• Accountable for the global P&L, client and employee satisfaction for the engagement.
• Shape and drive initiatives to accelerate revenue growth, improve P&L, build and execute strategic growth plan for the client engagement.
• Collaborate with Marketing, Inside Sales, Account Management, delivery management and Centers of Excellence to develop strategic plans to accelerate revenue and margin performance.

Business objectives of the role :

• Objective : Build deep client relationships, accelerate revenue and margin growth, operate client engagement in a global operating model, deliver services across Qualitest services spectrum for a large Technology client based out of west coast.
• Success will be measured by :
• Increase in revenue and $ACV pipeline.
• Expansion of pipeline across all services.
• Improvement in Gross Margins. GM%
• Relationships with current senior stakeholders, building new relationships in lines of business, creating opportunities for cross-sell and upsell of services.
• Revenue growth and pipeline growth for AI data services (Real world data that are input to fine-tune AI algorithms).
• Tracking of pipeline growth metrics.
• e.g. qualified leads, weighted $ ACV, % win rates

Key activities of the role :

• Resolve customer concerns and requests efficiently.
• Build, assess and continuously improve account strategies to meet financial and operational targets.
• Build new client relationships through meetings, presentations, calls, networking, and campaigns.
• Coach, mentor and guide account managers into building deeper client relationships and solution capability for the individual lines of business that they operate in.
• Monitor client satisfaction and update strategies when necessary.
• Create business proposals, solution construct, pricing strategies for clients and management.
• Negotiate new business contracts with clients.
• Offer services, IPs, solutions and consultations for clients.
• Build a global operating model for the client to operate uniformly across regions and provide a cohesive set of services and delivery metrics.
• Encourage sales among current and new clients within the account.
• Work across leadership team to design and implement specific GTM initiatives :
• Improving customer insights (e.g. win / loss analysis) and competitor insights (e.g. go-to-market strategies and investments).
• Refine sales strategy, develop strategic campaigns, build muscle to address growth areas.
• Identify priority services, target personas.
• Making the business case for strategic investments to penetrate the addressable market.
• Optimize best practice playbooks, processes, role definitions :
• Account planning and account management (up-sell, cross-sell).
• Expand footprint in newer lines of business within client.
• Collaboration with Centers of Excellence (pre-sales technical experts).
• Optimize weekly and monthly revenue management meetings.
• Prepare materials for monthly business reviews, forecast reviews and margin improvement plans.

Direct reports (see Appendix A for detail) :

• Account managers for client.
• Onshore delivery leaders.
• Onshore operations leader.
• Background on Qualitest, and why you should join.
• Background on Qualitest (see separate pdf).
• Strong sponsorship for driving one of the largest technology accounts at Qualitest.
• A data-driven, fast pace company culture.
• Rapid decision making.
• Ability to make strategic investments.
• Ability to create break-through results stories.
• Highly innovative business e.g. use of AI across the Software Development Lifecycle, building leading-edge solutions for this client.

APPENDIX A : QT functions that this role can influence (as Strategic client partner) :

• New Logos : Team leader and sales reps.
• Industry Sector leader and Account Managers.
• Specialist sales people e.g. specific service lines.
• AI Data services sales.
• Market-facing CoE tech experts.

Qualifications :

• Significant recent experience managing client's account with a track record of closing large, muti-year deals (must have directly worked with / be working with client, relationships established, etc.).
• Should have spent time in a sales, account management, or other customer-facing role at consulting companies.
• 18-20 years of work experience in managing clients and P&L.
• Experience working with Technology industry giants and having built prior relationships.
• Proven expertise in managing and building $75M+ global accounts.
• Background in B2B Enterprise Sales, large deals ($5M+ individual contracts).
• Ideally customized project-based deals (not selling a product’).
• Ideally IT services engagements that have a mix of modern technologies.
• Experience collaborating closely with B2B sales and delivery teams.
• Background in consulting.
• Data-driven approach.
• Strong communication (verbal and written).
• Structured approach to large engagement management (OKRs, milestones, resourcing etc.).
• But will also need to collaborate closely with functions based in India e.g. Marketing, Inside Sales, Centre of Excellence (Technical expertise).
• Also need to collaborate with teams in UK / EMEA.
13 days ago