About this role
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