The Strategic Client Partner will head the Virtual Business Unit (VBU) for our Hi-tech and other strategic customers with significant growth potential, in QuEST?s Hi-tech portfolio. He/ she will bring a focused approach towards addressing these customers? needs and strategies. He/she will work closely with the Industry Leader ? Hi Tech, Business Leader, CEO and senior leadership of QuEST, and is responsible for leading and growing the overall relationship with our Customers and other accounts, including Revenue and Profit responsibility for the global team supporting this customer and managing account managers.
The individual must be familiar with how these organizations conduct business, their culture and engagement style. We are looking for someone who can identify customer pain points, demonstrate ability in creating long term customer solutions and bring long-term trusted relationships, maturity, scalability and sustainability to the VBU.
An individual with strong Solutions Sales, Customer Relationship Development, General Management and P&L management experience in an organization of repute will be successful in this role.
? Revenue and Profit Growth. Lead overall effort to grow VBU revenue and profit to emerge as a key strategic partner for Hewlett Packard and other accounts.
? Relationships. Leverage existing customer relationships with engineering influencers and decision makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers.
? Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (StrAP) to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, differentiation, SWOT, QuEST relationship summary and QuEST capability gaps. Make key business decisions on which services/solutions to pursue and invest in.
? Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage QuEST relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort.
? Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
? Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions of Hi-Tech and other accounts as per the strategic account plan.
? Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per QuEST process.
? Cross Sell and Up Sell. Leverage QuEST best practices and from other accounts, to develop and operationalize plans to introduce new services to Hitech and other accounts.
? Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
? Lead ?Virtual Business Unit? (VBU). Lead sales-delivery matrixed team for the VBU. Coordinate efforts, hold weekly meetings and lead monthly report out to QuEST Sales and Delivery executives.
? Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
? Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.
SKILLS AND QUALIFICATIONS
? Deep domain knowledge of Hi Tech, with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding
? Should have a good understanding of software services business and should have had experience in selling software services, including a mix of onshore and offshore (India) models
? Strong relationships with senior and mid-level technical managers with our customers and other companies
? Engineering knowledge and complete product life-cycle knowledge including,
? Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware)
? challenges related to cost, delivery, schedule, or support
?internal funding process including timing, influencers and approvals
? outsourcing processes, funding, upcoming changes and leadership
? Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
? Understanding of relevant/adjacent technologies and competitor?s services.
? Experience in authoring complex proposals; experienced in negotiating master service contracts and long term agreements.
? Experience working with global remote team / offshore delivery model environment
? Proven ability to grow businesses profitably
? Experience with sales and account management and in developing strategic plans
? Experience leading cross functional teams
? Excellent interpersonal and communication skills, both verbal and written and ability to communicate effectively at all levels.
? Results driven, high energy, self-motivated, persistent and able to work independently
? Decisive, analytical, strategic thinker.
?Bachelor?s Degree ? Engineering. Master?s degree/MBA ?preferred
? Formal training/experience in program management, negotiations and strategic selling
PERSONALITY TRAITS DESIRED
? Leadership and Executive Presence
? Excellent interpersonal and communication skills
? Entrepreneurial mindset
? Global mindset
? Team player
? Change Leader