Role : ClientPartner
Location : NJ / NY / Providence RI / Boston MA / CharlotteNC
KeyResponsibilities
BusinessDevelopment
Acquire / developkey customerrelationships.
Accountable forachieving account financial targets andKPIs
Develop anaccount plan with details of the relationships required theopportunities that have to be chased and the revenue expected fromsuch opportunities as well as potential threats and weaknesses thatneed to beaddressed
Aggressivelydriving Data Analytics and Digital Services and Solutions into newareas of the business. Prospect new opportunities throughnetworking cold calling and other lead generationtechniques
Craft businessvalue proposition using Business Value Metrics Create and negotiatecomplex quotes RFIs / RFPs and contracts as well as the preparationimplementation and closure of sales negotiations at decisionmakinglevel.
Submit proactiveproposals and solution approach notes based on challengesand industry trends relevant for Customerline of business.
Organize Work Shops for thought share andcreating awareness on DE s differentiated services and solutions asper Customer interests andrequirements.
CustomerRelationship Management
Manage strategicadvancement of customer relations including ensuring a high levelof customer satisfaction and retention as well as identification ofupsellingpotential
Promote all ofDE s services and solution within the clientLoBs.
Manage quarterlyBusiness Reviews to ensure clientsatisfaction
Collect andcoordinate farming activities with the account deliveryteam.
ContractManagement
Statement ofWork (SOW) negotiations and execution of the same working closelywith Customer Manager Customer Supplier Management and TCSLegal.
Ensurecompliance to SOW and MSA terms and conditions in operationalprocesses as well as projectdelivery.
AccountPlanning and Cost Budget Management
Responsible forProfit & Loss for the CustomerRelationships
Identify theopportunities for the next 12 year horizon based on operational andbusiness planning inputs from discussions withCustomer
Prepare RevenuePlanprojecting
o revenue for thecurrent and next financial year based on the current engagementsand opportunitypipeline.
o internalinvestments requirement in terms of specific resources trainingsinfrastructureetc.
Track salesperformance against target in terms of Sales Billing efficiencyprofitability and revenuegrowth.
Create CostBudgets and Delivery Plans; Review and ensure projects aredelivered ontime and onbudget.
ResourceManagement
WorkforcePlanning Forecast the projected resource requirements for theopportunities beingpursued.
Publish theconfirmed resource requirements for sourcing from the internalresource poolavailable.
Requirements
Experienceneeded :
5years experience in selling IT services andsolutions
Experience inCustomer Relationship and ContractManagement
Banking andFinancial Services / Insurance domain experience ispreferred
Benefits
StandardFulltime benefits.
Experienceneeded : 5+ years experience in selling IT services and solutionsExperience in Customer Relationship and Contract Management Bankingand Financial Services / Insurance domain experience ispreferred
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