Senior Client Partner

Role: Senior Client Partner

Location: Boston, MA

Role: full-time

Key Responsibilities

Business Development

• Acquire/develop key customer relationships.
  
• Accountable for achieving account financial targets and KPIs
  
• Develop an account plan 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
  
• Aggressively driving Data, Analytics and Digital Services and Solutions into new areas of the business. Prospect new opportunities through networking, cold calling and other lead generation techniques
  
• Craft business value proposition using Business Value Metrics, Create and negotiate complex quotes, RFIs/RFPs, and contracts as well as the preparation, implementation and closure of sales negotiations at decision-making level.
  
• Submit proactive proposals and solution approach notes based on challenges and industry trends relevant for Customer line of business. Organize Work Shops for thought share and creating awareness on DE’s differentiated services and solutions as per Customer interests and requirements.
  

Customer Relationship Management

• Manage strategic advancement of customer relations, including ensuring a high level of customer satisfaction and retention as well as identification of upselling potential
  
• Promote all of DE’s services and solution within the client LoBs.
  
• Manage quarterly Business Reviews to ensure client satisfaction
  
• Collect and coordinate farming activities with the account delivery team.
  

Contract Management

• Statement of Work (SOW) negotiations, and execution of the same working closely with Customer Manager, Customer Supplier Management.
  
• Ensure compliance to SOW and MSA terms and conditions in operational processes as well as project delivery.
  

Account Planning and Cost Budget Management

• Responsible for Profit & Loss for the Customer Relationships
  
• Identify the opportunities for the next 1-2 year horizon based on operational and business planning inputs from discussions with Customer
  
• Prepare Revenue Plan projecting
  
• revenue for the current and next financial year based on the current engagements and opportunity pipeline.
  
• internal investments requirement in terms of specific resources, trainings, infrastructure etc.
  
• Track sales performance against target in terms of Sales, Billing efficiency, profitability, and revenue growth.
  
• Create Cost Budgets and Delivery Plans; Review and ensure projects are delivered ontime and onbudget.
  

Resource Management

• Workforce Planning - Forecast the projected resource requirements for the opportunities being pursued.
  
• Publish the confirmed resource requirements for sourcing from the internal resource pool available.
  

Requirements

• 5+ years experience in selling IT services and solutions
  
• Experience in Customer Relationship and Contract Management
  
• Banking and Financial Services / Insurance domain experience is preferred