Our Client is looking for a Client Manager who
- is client-centricity coupled with problem-solving
- has strong business acumen and negotiation skills in crafting solutions for business and client
- has entrepreneurial mindset
- is a atural team player
- is a Quick learner
- is a strategic future thinker
RESPONSIBILITIES
- Client ownership and relationship builder
- Take responsibility to manage and grow client relationships to drive expansion and renewals across all solutions and services
- Responsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownership
- Lead the business conversations at C-level
- Become the reliable point of contact to further strengthen relationships
Client and industry expert
- Be the trusted advisor in terms of relevant industry, product, and service knowledge, to provide valuable insights to the client and its industry
- Owning the sales process
- Collaboratively work with internal sales team especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and/or service and ensure the scope of work and proposals are tracked, managed, and delivered on time
- Work closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targets
- Using sales methodologies and tools such as target plans, opportunity plans and account plans to develop and implement new opportunities
- Maintain a pipeline of leads on Salesforce.com
Deal structuring
- Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.
- Lead business negotiations for contracts ensuring deals are risk-free and profitable
Client retention and expansion
- Minimize churn and maximize retention in assigned accounts
- Actively search for expansion opportunities
REQUIREMENTS
Knowledge and Skills Required
- Good knowledge of Software Applications
- Customer value management and understanding profitability and ratios of clients
- Ability to ask the right questions and tell great stories and have empathy with the client’s challenges.
- Superior communication skills
Required Experience
- Demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. Eg selling complex solutions and services to the C-suite in large enterprise accounts.
- Proof of structuring large, multi-year profitable contracts
- Demonstrate the ability to build strong relationships with clients and internal counterparts across all levels
- Experience in managing the entire sales process, contracting process, and legal implications of a deal
Required Qualifications and Certifications
- A post-graduate type degree such as an MBA or similar would be advantageous.