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The Account Manager is responsible for all client interfaces within the assigned account scope. S/He works together with his/her manager to build an account plan and is responsible for client management based on the account plan. Usually, the Account Manager handles multiple accounts or a large account depending on the value. He / She is responsible for Revenue Growth within these accounts.

Job Description –Account Manager

• Client relationship management –managing relationships with operational client personnel – those directly involved with the client’s presence
• Business Development – responsible for building a portfolio of USD 10MN + driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research as well as competitor analysis, create proposals / pitches, validate estimates / effort, deliver client presentations and negotiate with clients.
• Client delivery assurance – assuring the client of Tech Mahindra commitment and driving the delivery process by working collaboratively with the Program Managers in the Business Unit
• Collaborate with the Program Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different Program managers or horizontal competency units’ resources.
• Work closely with the Solutions Leader / Middle Office to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope
• Account Planning and Governance – completely responsible for all Client Management processes – Plan-Sell-Deliver-Manage.
• Build an Account Plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
• Pricing decisions within the scope of the Master Services Agreement
• Middle Office proposal support for new business development outside of account scope
• Provide necessary input for building future alliances with relevant product vendors

Leadership Skills

• Strategic Business Orientation
• Leadership through Sustainability
• Customer Focus
• Innovation led transformation
• Result Orientation with execution excellence
• Leveraging Human Capital Experience

Experience

• MBA and/ or Graduate with specialization in sales
• a minimum of 7-10 years of experience in BPO, Contact Center, ITES space
• Managing and growing accounts

Location

• Seattle, Washington

If you are interested or know someone who might be, please let me know

Sincerely,

Larry Janis, Managing Partner I Integrated Search Solutions Group

Email: janis@issg.net

P-516-767-3030

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Vice President Life Sciences BPS Sales

The Senior BPS Sales Executive is responsible for achieving profitable sales growth by managing/closing multiple sales campaigns using deep sales process and offering or product expertise within a complex market or emerging market/white space. The role report to the SVP & Strategic Business Unit Head and is focused in Life Sciences

Responsibilities: Grow the Business:  Drives sales opportunities to closure – increasingly selling a mix of defined solutions/extensions and new offerings or products into white space; wide range of service group offerings and deal structures

Develop Key Relationships:  Develops strong relationships with key client buyers: the Divisional head/C-Suite level; client decision making spanning multiple layers of organization.

Services offered: We offer strategic Business Process as a Service (BPaaS) solutions that are tailored to help our customers across industries to run, change, and grow their businesses, while enhancing the end-user experience across channels.

Experience:

• 10- 15 years’ experience in BPS business development in Life Sciences
• Proven ability to develop new BPS business and meet quotas ($2-$5 million)
• Excellent communication skills and high level of maturity
• Superior relationship management and networking skills for both internal and external customer/s
• Excellent client handling skills, with ability to present and articulate various points of view
• Ability to forge relationships across and throughout the internal organization

Personal Characteristics:

• The ideal candidate is able to operate successfully in a fast-paced, ever-changing environment.  Energy, drive and an entrepreneurial spirit are necessary characteristics for success.
• Strong and capable leader, able to win the confidence and trust of his/her team, shape the culture, and exert influence both internally and externally
• Ability to establish immediate credibility among his/her peers, a professional who is respected for his/her leadership, intelligence and expertise
• Superb negotiator and communicator

If this could be of interest , please let me know

Larry Janis, Email: Janis@issg.net

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• Includes top tier NGO’s (and second tier opportunistically) in the US, centered in DC, NYC & Boston
• Includes Caribbean geography focused on Governments
• Solution Portfolio focused on:
  • Microsoft Dynamics; ERP, SharePoint, CRM
  • Secure credentialing for Caribbean governments
  • Tax & Revenue for Caribbean governments
• Possible secondary market eastern US (Boston hi tech corridor)
• Application testing for east coast app development businesses- this is an offshore BPO-like service

Roles and Responsibilities:

• Meet sales objectives through sale of consulting solutions and products to core markets
• Identify, create win scenario and pursue where appropriate upcoming tenders in the Caribbean countries
• Build and maintain relationships with NGO clients in the US.  Identify NGO’s most likely to utilize solutions
• Work closely with consultants and market segment leaders who reside in Kenya & India
• Identify and participate in conferences (Humentum for NGO’s as an example) to drive new contacts and business
• Further develop the partner model in the Caribbean
• Create strong relationships with key client stakeholders at both senior and mid-management levels.
• Ability to identify and solve client business needs and issues.
• Generate and maintain accurate account and opportunity plans.
• Lead proposal development and tender responses.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications; establishing personal networks; participating in professional societies.
• Develop and manage an effective partner channel network that is aligned on business plans and objectives.
• Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organization

Required credentials, skills and expertise:

• Bachelors degree
• 6 years of selling experience in IT solutions industry
• NGO experience preferred
• Proven IT solutions & services sales experience with a good record of achieving targets.
• Experience managing multiple clients
• Understands central government business, roles and decision processes
• Ability to work independently
• Negotiation, prospecting skills, presentation, manage relationships, sales planning etc.

Location:

Greater Washington DC preferred

If you are interested or know someone who might be, please let me know

Sincerely,

Larry Janis, Managing Partner I Integrated Search Solutions Group

Email: janis@issg.net

P-516-767-3030

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