Client Partners play a key role in our growth and are tasked with rapid business expansion within their assigned accounts, responsible for growth, health and future prospects of account relationships. The client partner is the end-to-end account owner responsible for overall account P&L and senior client relationships. This role requires extensive CxO level relationship building and executive connects, as well as a focus on revenues, operating margin, customer satisfaction, and employee growth and development. Must bring top-notch consulting and relationship management skills as well as deep appreciation of IT tools, techniques, systems and solutions.
The Client Partner will be held accountable against Measurable Revenue/Profit Growth within set timelines.
Key Responsibilities
Drive profitable growth of the account relationship through identifying and overseeing the closure of new, renewal, and expansion opportunities
Develop client engagement strategies and quantify costs of pursuit
Manage accountability against Measurable Revenue and Profit Growth within set timelines
Review the performance metrics of the account with the delivery, operations and finance teams on regular basis
Be part of senior management reviews for the performance metrics of the account relationship
Collaborate with multiple service lines, innovation teams and business teams in Cognizant to formulate a business plan and execute it for the account relationship
Have regular meetings and interface with the customer decision makers and influencers
Have a complete understanding of the relationship position within the account
Be responsible for execution and customer satisfaction in all the revenue portfolios within the account
Identify and forge partnerships and tap into existing alliance partnerships of Cognizant to grow the account
Shape the thought leadership agenda
Actively drive execution of the innovation agenda for the portfolio
Focus on developing a plan on increasing the visibility of Cognizant in the account relationship and in the BFS industry
Required Qualifications
A minimum of 15 years of experience in a client facing or account leadership role within IT professional services or management consulting
Experience leading diverse teams, cultivating and collaborating in a multi-cultural environment
Strong experience with the global service delivery model
Must have a strong pedigree of managing similar relationships and having grown them in previous roles
Bachelor’s Degree OR equivalent combination of education, training, and experience
Additional Qualifications
MBA degree
In-depth understanding of business problem domain, technology and services solution domains
Understanding and thought leadership in technology, services and business trends and their direct and indirect impacts on the outcomes of the customer and our organization
A strong performance track record of managing different portfolios ranging from sales, new sales, programs and existing annuity business
A strong relationship oriented bent of mind, demonstrated capabilities in building and sustaining CxO relationships
Strategic thinking and the confidence and ability to plan ahead and stay the course
Must be able to navigate a large organization, work in a multi-dimensional matrix and have the power of persuasion through content and confidence
Strong executive presence and gravitas
Strong leadership skills and demonstrated capabilities of being a thought leader
Excellent problem solving, communication, and client management skills are essential
Proven record of building and maintaining long-term relationships at senior (CXO and CXO-1) levels. Must be comfortable presenting to C-level executives, and senior business and technology leaders, and must be persuasive and influential
Ability to manage a client P&L of at least $35M, including reporting and metric assessment for the account
Knowledge of value articulation principals include client ROI and appropriate storyboarding techniques
Knowledge of client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions
The ability to conceptualize, analyze, create blueprint for business transformations and present solutions in the BFS domain
Preferred Qualifications, Skills, & Abilities
The candidate must bring in experience, insight, and credibility in the BFS domain
The candidate must be able to work in a dynamic, entrepreneurial environment
A good fit for the Cognizant culture:
A person who possesses a true passion for changing organizations for the better, and desires to do so within a success-oriented, yet professional atmosphere filled with business professionals who all manifest a belief in partnership, innovation, and excellence. Our “Cultural Value Drivers” are well-known and clearly communicated within the organization: Open, Transparent, Driven, Empowered, Opportunity-Filled, Flexible & Collaborative.
Technical Skills
SNo
Primary Skill
Proficiency Level *
Rqrd./Dsrd.
1
CRM-Fundamentals
PL4
Desired
2
CRM Web Services
PL4
Desired
3
CRM-UI
PL4
Desired
4
CRM-Sales
PL4
Required
5
CRM Analytics
PL4
Desired
* Proficiency Legends
Proficiency Level
Generic Reference
PL1
The associate has basic awareness and comprehension of the skill and is in the process of acquiring this skill through various channels.
PL2
The associate possesses working knowledge of the skill, and can actively and independently apply this skill in engagements and projects.
PL3
The associate has comprehensive, in-depth and specialized knowledge of the skill. She / he has extensively demonstrated successful application of the skill in engagements or projects.
PL4
The associate can function as a subject matter expert for this skill. The associate is capable of analyzing, evaluating and synthesizing solutions using the skill.