Role Description and Responsibilities · Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account ·Experience with Consumer and CPG clients · Consistently expands broader and deeper relationships at the client account · Understands client problems and strategies/initiatives at a detailed level · Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers · Aligns with Marketing to provide account-based marketing targeting · Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs · Focus on cross-selling across Black Box solution portfolio to grow wallet share · Works closely with solution selling team to support the development of and close-win of opportunities · Supports contractual and client administration at the direction of relevant functional management · Supports margin improvement initiatives with Delivery Managers/PMs · Supports order management, procurement, client invoicing, collections and financial planning and analysis functions · Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS
Job Specifications & Requirements · Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting · Skilled in overseeing and expanding client P&L, with a strong background in CRM programs and account planning · Deep expertise in the vertical industry is essential · Proficient in selling across various service lines · Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations · Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects · Proven experience with global service delivery models, adept at managing cross-regional operations · Bachelor’s or Master’s degree preferred
Key Metrics · Qualified contacts created · Account plan completion measures · Number of opportunities created and average opportunity size · Conversion Rate % to Formal Proposal · Qualified Win Rate % · Order Book Value · Gross Margin % As Sold · Revenue · Gross Profit · CSAT/NPS scores
· DSO