Title: Account Client Principal
Location: United States
Job Purpose:
The Client Principal is a seasoned consulting professional, who has demonstrated the ability to develop high level client relationships, partnerships and multi-million dollar consulting success within targeted national / global clients. And, in pursuit of identifying, developing and closing large organizational services opportunities.
The Client Principal is a multi-functional services executive who can focus across all divisions, meeting and setting objectives at the executive level for rollout of organizational services across functions on a national and global basis. The Client Principal has the ability to communicate and differentiate the business value propositions at divisional and corporate levels and manage the sales process for the portfolio of opportunities.
The Client Principal has responsibility for overall strategic services growth and is empowered to drive that business through a complementary relationship management process.
Key Accountabilities:
• Identifying, pursuing and closing large-scale new services business opportunities within targeted enterprises.
• Leading the effort to develop account services strategy and plan.
• Developing a network of appropriate executive relationships within the client account.
• Becoming the trusted advisor” on XGS issues and an advocate for both the client and XGS.
• Driving significant revenue and related profit growth within the account, its subsidiaries and close partners, as well as improving overall Return by account to XGS.
• Participating with the industry sales organization in account planning and joint discovery of client needs.
• Providing the business rationale and risk assessment for making investments in the account and identifying appropriate outside alliances.
• Building supportive, flexible teams while leveraging existing resources whenever possible.
• Selling by multi-functional teams and complex sales structure
• 10 years working in information technology consulting, with significant experience in client engagement activities.
• Demonstrated the ability to develop value-based relationships within clients and leveraging them into multi-million dollar account relationships
• Led many business development cycles by crafting service based solutions, demonstrating consultative selling and demonstrating closing skills
• Established a track record of achieving revenue and booking targets
• Shown superior engagement skill in managing the lifecycle of the complex sale
• Demonstrated ability to recruit, train, motivate and manage a pursuit team, as well as mentor and coach individuals
• Co-develop relationship expectations with key client executives
• The ability to build and then manage and leverage resources throughout the organization to build a book of business with a major client that exceeds $30m per year.
• They have developed and can validate long-term relationships with executives in targeted accounts. A key element in demonstrating this are their existing relationships and past history of success with targeted clients.
• The ability to understand and affect profit for the client and for business unit.
• A willingness and expertise to plan, benchmark and strategize optimized client approach plans, plan the work and work the plan.
• The ability to leverage a series of Partners, internal and external, to grow multiple lines of business within a client account.
Organization: Global Account Organization. Reports to CMD., Automotive Segment
Job: Client Relationship Management / Service Delivery
