To drive new account development, manage client relationships, grow existing accounts, minimize revenue leakage, and increase the organization's footprint. The role involves identifying the right contacts within client organizations, managing proposals and contract negotiations, and combining client relationship management, business development, and strategic planning.
Key Responsibilities
Client Relationship Management
- Build and maintain strong relationships with key client personnel, including CXOs and CXO-1 level executives.
- Understand the client's organizational culture to strengthen engagement and partnerships.
Business Development
- Drive sales and go-to-market strategies, identifying new business opportunities.
- Expand existing accounts and grow the business portfolio through strategic farming.
- Influence clients to award business based on proven capabilities and track record.
Strategic Planning
- Develop and implement strategic plans for client engagements to ensure long-term satisfaction and business growth.
- Monitor performance metrics, identify areas for improvement, and implement strategies to optimize outcomes.
Proposal & Contract Management
- Lead proposal creation, client presentations, and workshops.
- Manage pricing discussions and Master Service Agreement (MSA) negotiations.
- Provide input to build alliances with relevant product or service vendors.
Internal Collaboration
- Work closely with internal teams to ensure delivery aligns with client expectations.
- Review sales plans, pursuit plans, and business pipelines with leadership to achieve targets.
Market Research & Analysis
- Conduct competitor analysis and research to define strategies for favorable business outcomes.
- Maintain understanding of cloud and platform service business models and trends.
Qualifications & Requirements
- 15+ years of experience in IT, business development, or engagement/account management.
- Proven track record in growing existing accounts and managing client relationships.
- Experience interacting with C-level and C-1 level client contacts.
- Understanding of the Global Delivery Model and IT service industry.
- Experience managing large, multi-location consulting engagement teams is desirable.
- Hands-on experience with proposals, presentations, and contract negotiations.
- Knowledge of cloud and platform service business models.
- Strong leadership, interpersonal, communication, and presentation skills.
- Excellent verbal and written communication skills in Japanese and English.
Ideal Candidate Profile
- A senior professional who can
strategically grow client accounts while maintaining strong relationships
with senior client stakeholders. - Someone who
balances business development, account management, and client engagement planning
. - A leader capable of
driving internal alignment
and
delivering measurable business outcomes
.
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