Job Description

About the Company Our client is a global IT consulting and digital services company specializing in software development and consultancy. They empower enterprises and software companies to (re)identify their differentiation, accelerate solution development, and vigorously compete in today’s digital economy.
About the Role

Client Partners are Business Development Leaders who establish themselves as experts and business allies to their clients. With a mixture of advocacy and inquiry skills, the Client Partner provides maximum value in every sales interaction. They leverage industry knowledge, challenge assumptions, ask difficult questions, bring insight, and provide solutions to their client’s specific business afflictions and aspirations. Customers will include a range of mid-tier companies, enterprises, and multinational corporates.

Client Partners seek to uncover new opportunities and connect client’s strategic goals/challenges to our client's suite of service offerings for increased account revenue and wallet share through the creation of new sales opportunities.

You are

• Experienced with consultative sales or customer management emphasizing account revenue growth working with Enterprise or large ISV clientsThe primary focus would be FSI. The secondary focus could be Retail, Manufacturing or HealthcareUsed to working in a fast-paced environment; self-driven and highly motivated to excel
• Able to work with multicultural and geographically disbursed teams due to your strong interpersonal and communication skills
• Great at building a trusted rapport with clients, influencing decision making and working across executive and operational levels on the IT and Business side
• A solid negotiator
• Capable of tracking multiple customers and managing legal processes (i.e., contract renewals, negotiations, NDA, etc.)
• Able to maintain an in-depth understanding of technology, external regulation, and industry best practices
• Possessing a strong understanding of IT Consulting and software development terms and concepts
• Knowledgeable of software development terms and conceptsWell-versed in the intricacies of business, specifically in knowing how to ensure client success
• Preferably with big four consulting and/or top five tech consultancy experience
• Fluent German and English language skills

You want to work with

• Leading business development activities, developing new opportunities in existing client(s), and achieving sales booking and billing targets
• Developing and maintaining a Key Account Plan to lead a comprehensive account strategy based on a deep understanding of the client’s pain points and goals
• Building and growing relationships with relevant decision-makers that result in increased account revenue and wallet share
• Using personal expertise to uncover client’s known and unknown needs and goals, communicate and persuasively deliver the value proposition for all of the services offered by our client, empowered to present a clear rationale to gain the customer's agreement
• Facilitating the opportunity and proposal management activities: ask relevant questions, exhibit genuine curiosity, evaluate the level of interest, identify areas requiring further information, and facilitate follow-up sessions with the client to monitor progress
• Being a champion and collaborating in cross-functional teams to build strong relationships with a client – team up with account execs on accounts that will be added to your portfolio, leading account development activities with the customer as well as Partner teams, liaising with services teams to understand customer's business goals, project goals and success for effective cooperation
• Achieving superior NPS scores with clients – providing input into Client participation in their NPS process, monitoring customer satisfaction at each stakeholder level, and initiating changes needed to increase satisfaction – providing leadership
• Building trust, expanding network and reputation with clients at all appropriate levels, including senior technology and business executives to drive and execute an effective account growth strategy
• Ensuring quality data (CRM) to enable effective customer retention and business development activities, identifying and resolving issues
• Assuring operational compliance through a deep knowledge and understanding of the organization's policies, target APMs for accounts and procedures and of relevant regulatory codes and codes of conduct, and ensuring own work adheres to required standards. Understanding major IT infrastructure and Security requirements on the client side
• Embracing our client's values where you are committed to promoting and supporting a work environment built upon mutual cooperation and respect for one another