Build and maintain strong, long-lasting client relationships
Serve as the primary point of contact for key client accounts
Understand clients' business objectives and challenges and provide strategic IT solutions
Sales & Business Development:
Identify and pursue new business opportunities within existing client accounts
Collaborate with sales teams to generate new leads and convert them into profitable business engagements
Develop and present proposals and contracts to clients
Account Management:
Oversee the delivery of Digital and IT services to ensure they meet client expectations and contractual obligations
Monitor project progress and address any issues or concerns promptly
Ensure timely and accurate invoicing and collection of payments
Strategic Planning:
Work with clients to identify long-term Digital and IT needs and develop strategic plans to address them
Provide insights and recommendations on emerging technologies and industry trends
Assist clients in developing IT roadmaps and budgets
Collaboration:
Collaborate with internal teams, including project managers, technical consultants, and support staff, to deliver high-quality IT solutions
Facilitate communication between clients and technical teams to ensure alignment on project goals and deliverables
Performance Monitoring:
Track and report on key performance indicators (KPIs) for client accounts
Conduct regular client satisfaction surveys and feedback sessions
Implement improvement plans based on client feedback and performance metrics
Negotiation and Conflict Resolution:
Negotiate contract terms (Master Services Agreements and Statements of Work) and service level agreements (SLAs) with clients
Resolve conflicts and disputes in a professional and timely manner
Preferred Skills & Qualifications:
At least 15+ years of relevant sales experience, from IT Services Industry
Should have experience of working with IT companies and should have experience of Client Relationship Management/Account Management, Onshore and offshore delivery model
Going beyond existing stakeholders, mapping new LOB's / Stakeholders, and positioning Client services around Application Development, Cloud Computing, Data Analytics, Infrastructure, Quality Engineering, Testing and other emerging Digital Technologies
Understanding of industry business trends and current challenges, and ability to carve potential opportunities based on internal capabilities and offerings
Proven experience of successful client relationship management and delivering account growth within Hi-Tech Verticals
Proven track record of being able to grow existing book of business be it upsell and cross sell services into other buying centers of the same organization
Ability to connect and work with business, procurement, and vendor management organizations across multiple functions.
Ability to work their way up the value chain through proactive proposals and thought leadership
Assertive, yet consultative sales acumen.
A self-starter with a passion for Client Relationship Management & Business Development
Strong understanding of market trends and ability to create end-to-end, multifaceted, goto market strategy for service line.
Experience in implementing best practices sales methodologies and techniques
Develop and optimize a sales pipeline, manage pursuit strategies focused on senior executives to deliver new client wins.
Track record of meeting and/or over-achieving revenue targets and negotiate pricing contracts