Client Relationship Manager
CognizantCity of Melbourne, Victoria, Australia11 days ago
Job descriptionCognizant Portfolio Knowledge – Builds and maintains understanding of Cognizant’s breadth of solution offerings and articulates their value propositions and business benefits to clients in a vertical focus area Competition Knowledge – Stays current with account competitors and effectively positions Cognizant’s solutions against the competition Industry Expertise – Leverages deep understanding of industry domains to ensure effective selling, solutioning, and client engagement Technology Knowledge – Develops and incorporates a solid understanding of technology domains into effective selling, solutioning, and client engagement Client Relationship Management – Ensures that all interactions with clients are positive, and that activities are performed in a way that contributes to building trust and credibility Executive Presence – Interacts confidently with executive decision-makers, and ensures that all discussions, presentations, and communications speak to executive business interests Account Growth Leadership – Exercises the hunting and farming techniques required to aggressively generate new Cognizant business in assigned accounts Account Transformation – Leverages technical solution and client knowledge to identify transformational opportunities for client using Cognizant offers Acquired Companies Leveraging – Builds and maintains understanding of acquired companies, capabilities, and associated offerings, and articulates their value propositions and business benefits to clients in a vertical focus area Business Transformation – Integrates understanding of the client’s industry challenges and KPIs with Cognizant’s solutions to position Cognizant as a transformation partner Captured Account Expansion – Leverages Cognizant’s account presence as the basis for effectively applying the sales farming strategies that expand share of wallet in captured accounts Cognizant Sales Tools and Resources – Applies the tools, processes, and resources essential for pursuing opportunities effectively and ensuring delivery excellence Consultative Selling – Approaches selling from a client-centered, business solution perspective to ensure that Cognizant capabilities truly address customer business needs Partnership Leveraging – Builds and maintains understanding of partner capabilities and associated offerings, and articulates their value propositions and business benefits to clients in a vertical focus area Pipeline Management – Develops and communicates sales pipelines that contribute to business predictability through accurate tracking of near- and long-term opportunities Negotiating and Gaining Commitment – Aligns all stakeholder interests to create win / win outcomes Proposal Development / Presentation – Contributes to the development and communication of well-targeted and compelling proposals and responses to client inquiries Solution Resourcing – Engages and coordinates the right resources needed to propose solutions and win sales opportunities Strategic Account Planning Support – Provides Client Partners (CPs) with the insights and account data essential for developing robust sales strategies and interventions Problem Solving – Approaches problems in a rational manner, using sound strategies that ensure comprehensive understanding and effective resolution Team Leadership – Organizes, develops, and leads account teams to successfully pursue opportunities Business Communications – Effectively conveys thoughts and ideas through various communications methods to achieve the desired results Cross-Organizational Collaboration – Builds and maintains understanding of Cognizant’s global organizational structure and roles to leverage internal networks and to exercise influence across the corporation Global Cultural Acumen – Works effectively across cultures and demonstrates sensitivity to and respect for diverse cultural practices across Cognizant’s global presence Influencing Skills – Persuades and influences others to gain agreement, embrace change, and resolve issues Problem Solving – Approaches problems in a rational manner, using sound strategies that ensure comprehensive understanding and effective resolution Team Leadership – Organizes, develops, and leads account teams to successfully pursue opportunities Build trusted relationships with client stakeholders Understand the client environment, issues, and priorities Work with clients to define their problems and co-create solutions Drive RFPs / proactive bids with regards to renewals, extensions and expansion Track industry trends relevant to client business and bring forth proactive ideas and solutions Serve as the day-to-day point of contact for the clients Responsible for backlog growth including renewals and extensions of current engagements Lead the onsite project teams and ensure they understand the client environment 10+ years of services industry experience in a client-facing consultative or engagement-management role. Business development and consultative account expansion, working with both technical and non-technical audiences 5+ years of experience in handling large and complex delivery projects involving off-shore delivery teams. Deep understanding of, and experience in, delivery of digital services / solutions Experience managing large client P&L, including account reporting and metric assessment Solid understanding of and experience in account- or industry-relevant solutions for prospective accounts to be assigned Experience in working within targeted industry domains, and familiarity with associated business challenges. Proven experience in new business development and leading / managing business activities in a dynamic environment Experience in working with teams in a matrixed organization to meet deadlines without sacrificing service quality Bachelor’s degree in technology, MBA degree, or equivalent experience
Position Summary
Client Relationship Manager (CRM) supports the Client Partner (CP) and acts as the business owner for assigned accounts, managing day-to-day account activities and business-related P&L, while pursuing business expansion objectives. Drives profitable growth and new business across multiple account assignments. Develops account plans for review and incorporation by the CP within the broader client strategy, and executes the plan under CP guidance. Pursues account growth opportunities and enlists the support of Service Line Specialists (SLSs) and technical teams to develop winning proposals in response to RFPs and RFIs, and to position Cognizant effectively against the competition. Ensures accurate forecasts and P&L-related information for roll-up to the CP. Participates in the management of account teams as warranted by opportunity size or CP request.
Mandatory Skills
- Contract Oversight – Leverages understanding of commercial contract principles to oversee contractual obligations and to protect and grow accounts
- Delivery Oversight and Support – Monitors solution delivery to ensure client satisfaction and to identify new pursuit opportunities
- Financial Acumen and Management – Leverages a solid understanding of business and financial concepts to oversee the drivers of P&L and achieve engagement revenue and margin goals
- Satisfaction Assurance – Coaches sales teams to maintain optimum stakeholder satisfaction (e.g., clients, partners, internal Cognizant teams)
- Solution Success Leveraging – Builds on solution success to secure and expand renewals, to pursue new business opportunities, and to leverage and replicate client solution success in other accounts
Expertise
Relationship
Sales
Leadership
Duties And Responsibilities
Qualifications & Certifications
Salary Range
$100,000
Next Steps
If you feel this opportunity suits you, or Cognizant is the type of organization you would like to join, we want to have a conversation with you! Please apply directly with us. For a complete list of open opportunities with Cognizant, visit http : / / www.cognizant.com / careers . Cognizant is committed to providing Equal Employment Opportunities. Successful candidates will be required to undergo a background check.
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Relationship Manager • City of Melbourne, Victoria, Australia
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