SENIOR CLIENT PARTNER / SENIOR VICE PRESIDENT (TECH)
Contrat : CDI Temps Plein
Societe : Qualitest Group
Localisation : 95054 Santa Clara, Washington | (FR)
Description du poste :
Qualitest Group
Visit our website at https://www.qualitestgroup.com/
Qualitest is looking for a Senior Client Partner / Senior Vice President to work from our US-based (West Coast – Bay area, Seattle) office.
Overview:
* Reports into the Qualitest MD for Americas, working out of the West Coast Bay area.
* Directly responsible for partnering with one or more large and strategic technology clients, who are one of the top-5 tech giants in the US and are global in nature.
* Ownership and accountability for client engagement, collaborating with internal and client stakeholders to provide complete solutions and capabilities to deliver client outcomes.
* Accountable for the global P&L, client and employee satisfaction for the engagement.
* Shape and drive initiatives to accelerate revenue growth, improve P&L, build and execute strategic growth plan for the client engagement.
* Collaborate with Marketing, Inside Sales, Account Management, delivery management and Centers of Excellence to develop strategic plans to accelerate revenue and margin performance.
Business objectives of the role:
* Objective: Build deep client relationships, accelerate revenue and margin growth, operate client engagement in a global operating model, deliver services across Qualitest services spectrum for a large Technology client based out of west coast.
* Success will be measured by:
* Increase in revenue and $ACV pipeline.
* Expansion of pipeline across all services.
* Improvement in Gross Margins. GM%
* Relationships with current senior stakeholders, building new relationships in lines of business, creating opportunities for cross-sell and upsell of services.
* Revenue growth and pipeline growth for AI data services (Real world data that are input to fine-tune AI algorithms).
* Tracking of pipeline growth metrics.
* e.g. qualified leads, weighted $ ACV, % win rates
Key activities of the role:
* Resolve customer concerns and requests efficiently.
* Build, assess and continuously improve account strategies to meet financial and operational targets.
* Build new client relationships through meetings, presentations, calls, networking, and campaigns.
* Coach, mentor and guide account managers into building deeper client relationships and solution capability for the individual lines of business that they operate in.
* Monitor client satisfaction and update strategies when necessary.
* Create business proposals, solution construct, pricing strategies for clients and management.
* Negotiate new business contracts with clients.
* Offer services, IPs, solutions and consultations for clients.
* Build a global operating model for the client to operate uniformly across regions and provide a cohesive set of services and delivery metrics.
* Encourage sales among current and new clients within the account.
* Work across leadership team to design and implement specific GTM initiatives:
* Improving customer insights (e.g. win/loss analysis) and competitor insights (e.g. go-to-market strategies and investments).
* Refine sales strategy, develop strategic campaigns, build muscle to address growth areas.
* Identify priority services, target personas.
* Making the business case for strategic investments to penetrate the addressable market.
* Optimize best practice playbooks, processes, role definitions:
* Account planning and account management (up-sell, cross-sell).
* Expand footprint in newer lines of business within client.
* Collaboration with Centers of Excellence (pre-sales technical experts).
* Optimize weekly and monthly revenue management meetings.
* Prepare materials for monthly business reviews, forecast reviews and margin improvement plans.
Direct reports (see Appendix A for detail):
* Account managers for client.
* Onshore delivery leaders.
* Onshore operations leader.
* Background on Qualitest, and why you should join.
* Background on Qualitest (see separate pdf).
* Strong sponsorship for driving one of the largest technology accounts at Qualitest.
* A data-driven, fast pace company culture.
* Rapid decision making.
* Ability to make strategic investments.
* Ability to create break-through results stories.
* Highly innovative business e.g. use of AI across the Software Development Lifecycle, building leading-edge solutions for this client.
APPENDIX A: QT functions that this role can influence (as Strategic client partner):
* New Logos: Team leader and sales reps.
* Industry Sector leader and Account Managers.
* Specialist sales people e.g. specific service lines.
* AI Data services sales.
* Market-facing CoE tech experts.
Qualifications:
* Significant recent experience managing client's account with a track record of closing large, muti-year deals (must have directly worked with/be working with client, relationships established, etc.).
* Should have spent time in a sales, account management, or other customer-facing role at consulting companies.
* 18-20 years of work experience in managing clients and P&L.
* Experience working with Technology industry giants and having built prior relationships.
* Proven expertise in managing and building $75M+ global accounts.
* Background in B2B Enterprise Sales, large deals ($5M+ individual contracts).
* Ideally customized project-based deals (not selling a ‘product’).
* Ideally IT services engagements that have a mix of modern technologies.
* Experience collaborating closely with B2B sales and delivery teams.
* Background in consulting.
* Data-driven approach.
* Strong communication (verbal and written).
* Structured approach to large engagement management (OKRs, milestones, resourcing etc.).
* But will also need to collaborate closely with functions based in India e.g. Marketing, Inside Sales, Centre of Excellence (Technical expertise).
* Also need to collaborate with teams in UK / EMEA.
Profil recherché:
Salaire :
Profil :
Etude / Diplôme souhaité : Indifférent
Expérience souhaitée : Plus de 10 ans
Réf. : 6650879
Offre d'emploi publiée le 2024-11-04 2025-01-05