Client Account Lead

Overview

The Work

Our client account leaders build, lead, sell and deliver large, complex, programs and projects across our largest and most precious accounts. The role requires strategy, relationship management, and ability to partner with sales/capture teams as well as delivery teams, all with eye toward growing profitable accounts.  Our CALs focus on building long-term, trusting relationships with our key clients, evaluating client priorities while aligning their interests and Cayuse’s capabilities for the benefit of both.

 

Our Client Account Leads are true leaders and are the core of growth strategy for Cayuse.

This means you:

• Lead with excellence, confidence and humility.
• Exemplify client centricity.
• Act as a true and trusted partner.
• Care deeply for all our people.
• Live our commitment to inclusion, diversity and advancing our corporate mission.
• Have the courage to advocate for operational change to improve how we deliver profitable services to clients.

 

This position performs all duties and responsibilities in accordance with the Mission, Vision, and Core Values of Cayuse.

Responsibilities

Key Responsibilities

• For the avoidance of doubt, this is a Client Relationship Management and Growth role
• Advise and consult with senior leaders on industry, government trends and/or strategic priorities by building trusted relationships
• Nurture a detailed understanding of our key client(s), including their mission, near and long-term priorities, client budgeting strategies and constraints, and opportunities where Cayuse’s capabilities may align to client needs
• Provide oversight and coaching to complex program business development and delivery teams (proposal/capture, service delivery, project management or business operations) balancing client interaction, delivery excellence, profitability, with advancing long range account growth
• Shape/influence core solutions we have today, as well as solution priorities for the future, based on industry trends, client account discussions, and Cayuse’s overall strategic growth objectives
• Own profitable delivery and drive opportunities to improve overall margins, either via creative pricing structures, or seeking to advance more operational efficiency in how we deliver.
• Work closely with Business Unit and Company leadership to voice and advocate internally for client portfolio priorities, and for best teams/people to sell and delivery revenue growth
• Tactically, all this translates to
  • establishing a “forever” relationship, built on trust, with key clients,
  • creation of account strategic and financial plans/roadmap for servicing client needs
  • growing account penetration over next 3-5 years
  • optimizing delivery and margin growth per our annual plan commitments
  • improving client satisfaction
  • while growing people, improving employee satisfaction
• At times, this can mean
  • Rolling up sleeves and getting into the trenches – acting as a project manager or consultant coach to your teams during challenging moments
  • Aligning or mobilizing stakeholders across the organization to achieve our goals 
  • Resolving escalations or issues when commitments are not met with poise and integrity
  • Coaching or support sales/capture teams when preparing to respond to new RFP or contract renewal opportunities
• Other duties as assigned.

Qualifications

Qualifications – Here’s What You Need:

• Focus will be on one or two key clients where you bring an existing network of peers or past clients that view you as a thought leader/influencer
• 10+ years of experience in sales, account management, or operational P&L with management consulting, IT or professional services organization.  Strong Federal experience will substitute
• At least 5+ years of project management and delivery of IT and professional services with complex, large clients 
• Executive Presence, Exceptional leadership/management skills, Excellent Oral and Written communication skills, Confident Presentation skills
• Experience in managing and monitoring performance metrics across large-scale accounts and account portfolios, and managing teams to meet their KPI’s
• Demonstrate that you can manage up and down
• Previous responsibility for profit and loss, P&L for Cayuse is at the Company/subsidiary level, where you will have shadow P&L responsibilities at the Client level
• Minimum 5 years of industry knowledge and experience in one of these industry sectors:
  • Commercial (Utilities, Telecom, High Tech, Health &