Account Leader

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The Account Leader 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.

 

Responsibilities

  • Client relationship management –managing relationships with operational client personnel – those directly involved with the client’s presence
  • Responsible for a portfolio of USD 15-18MN + 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

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Director Account Development/Sales-US

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Our Client

Is an analyst and advisory firm with an evidence-based approach to market and service provider assessments and an unrivaled BPO and outsourcing knowledge covering an extensive range of business processes and industry sectors.

We work closely with our clients to create a value-based relationship using their unique outsourcing knowledge to act as a trusted advisor, providing answers and making business sense of the complexity and challenges faced by both service buyers and service providers within the global outsourcing market.

The Position

Director Account Development should demonstrate a consistent ability to build partnerships, manage global relationships, and successfully grow business through direct sales and alliances. The role is focused on building trust-based relationships across key stakeholders to meet understand and meet client needs.

The account executive is a field sales role responsible for direct client contract value retention, as well as growth through contract expansion and the introduction of new products and services.

Requirements

  • 8-15 years of external experience, preferably in at creating and developing relationships with major U.S.-HQ accounts such as Accenture, IBM, Cognizant with evidence of prior success
  • To excel at developing personal relationships, and in promoting and building relationships with their analysts, across the various stakeholders within major accounts such as AR, execs, marketing
  • Needs to be able to sell subscription services and access to subject matter experts
  • Ability to identify key purchasing points and influencers within stakeholders and manage each appropriately
  • Needs to be able to develop and maintain relationships with a view to medium-term, rather than taking a short-term transactional view
  • Demonstrated intellect, drive, executive presence and sales acumen
  • Strong team player

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

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I C-516-445-2377

ISSG I Twitter I LinkedIn

VP-HighTech BPO Sales

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VP of Sales will be responsible to execute strategies for getting new logos and adding new clients to the portfolios to ensure growth and profitability of the accounts, effectively handhold manage client relationships at appropriate level, facilitate delivery in the account set up stage. Responsible for achieving the assigned annual revenue quota from new client’s by actively managing the named accounts and managing revenue targets assigned.

 

  • Develop specific sales plans for each named account so they can maintain business and where possible increase the sales volume
  • Target giants to sell  full set of services
  • Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base
  • Drive to generate growth through new account penetration and referral and direct efforts towards building sales
  • Translate clients strategic requirements into enabled solutions to improve their business results
  • Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
  • Need to have experience of handling multiple accounts
  • Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
  • Position our client as a strategic partner, trusted advisor and value-creator to clients
  • Stay on top of information needed by prospective customers in an effort to serve as a resource
  • Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
  • Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
  • Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
  • Understand the financial impact of developments on the industry and company
  • Orchestrate services into solutions that meet client’s business objectives, while delivering measurable results
  • Drive the creation and execution of new account plans
  • Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
  • Collaborate with other CEs, Delivery Leaders and our clients Leaders to grow the overall portfolio
  • Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary

Qualifications:

  • Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
  • Experience in mining long term complex multi-million dollar accounts, services or solutions and adding new accounts
  • Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
  • Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
  • Demonstrated ability to work in a multicultural global environment.

Key elements for the role:

  • Ability to multi-task
  • Cross Sell ability
  • Ability to work with multiple stakeholders
  • Persuasive skills
  • People management and leadership skills
  • Industry focus approach
  • Relationship management
  • Dedicated to achieving business results
  • Be a thought-leader

Education & Experience:

  • 10-15 years of experience in sales and account management
  • Preferably experience in a similar vertical / domain/Industry

Location

  • Northern California

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

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I C-516-445-2377

ISSG I Twitter I LinkedIn

Manager: Global Business Services Outsourcing & Shared Services / Finance & Enterprise Performance

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Achieve the next level of Performance!  Leading businesses are now using Global Business Services (GBS) to create alignment among their business units. Instead of operating numerous shared service centers and managing outsourcing vendors separately, organizations can integrate governance, locations, and business practices across the enterprise to achieve transformative performance improvements. In this way, GBS serves as a single enterprise organization or network that can drive collaboration and sharing to improve delivery efficiency, effectiveness, and business outcomes.

Work you’ll do

You, along with dynamic colleagues, will help organizations create a single enterprise organization or network of Shared Services and Outsourcing relationships. Senior Consultants will synthesize overall strategy by analyzing a wide variety of solutions, selecting the most relevant tools/techniques to meet specific client requirements such as business case, pricing, or complex financial analysis, and interpreting and reporting on outputs. You will participate in setting engagement objectives and scope; develop work plans for components of engagements, coordinate activities between work streams and identify changes in scope. Consultants will also design deliverable content to precisely reflect the engagement contract and client needs and strive to improve deliverable quality through verification and validation of results.

Manager level responsibilities include: providing service excellence by identifying key client business issues, determining client needs by supplementing the standard assessment techniques and tools with innovative approaches, evaluating and validating analysis and developing recommendations for the client in the context of the overall engagement.  You will be expected to implement and oversee the quality of deliverables and effectively manage the team and day-to-day relationships to ensure exceptional performance.  Managers participate in the development and presentation of proposals for business development activities. You will have the opportunity to lead small engagements or components of large, complex engagements.

The team

Finance & Enterprise Performance

Our  clients’ Finance & Enterprise Performance team works as a trusted advisor to CFOs, COOs, CIOs, and key executives. We advise, implement and deliver as-a-service solutions, helping our clients develop strategies and capabilities to support enterprise-wide decision-making, improve finance operations, and create impact within their organization.

Manager Qualifications

  • A minimum of 6-8 years consulting and/or industry experience is required
  • Must have subject matter expertise in Shared Services, Outsourcing and/or Offshoring industry or multiple back office functional optimization
  • Shared Services Feasibility Assessments, Implementations, and Optimization
  • Ability to analyze and apply outsourcing trends
  • Practical experience with the full lifecycle of functional optimization, BPO and/or shared services programs
  • Core vs. Non-Core Assessments
  • Understanding of vendor landscape
  • Financial analysis and business case development experience
  • Ability to interact at all levels of the client organization
  • Bachelor’s Degree

Preferred:

  • RPA experience
  • Ability to work independently, manage small engagements or parts of large engagements
  • Strong oral and written communication skills, including presentation skills (MS Visio, MS PowerPoint)
  • Strong problem solving and troubleshooting skills with the ability to exercise mature judgment
  • Willingness to mentor junior staff

If you think this could be a fit, please let me know

Larry Janis, Managing Partner I Integrated Search Solutions Group
P-516-767-3030 I C-516-445-2377ISSG I Twitter I LinkedIn

Senior Solutions Architect

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 Expert functional and consultative leader to address complex functional or stakeholder challenges in a client engagement leveraging company methodologies, best practices and standard protocols.  May lead a team of solution architects.

 

Responsibilities and Skills:

  • Conducts and manages the reengineering of business processes, and gathering and documenting business requirements while ensuring client determined policy compliance of a Robotic specification.
  • Build and execute, in conjunction with the client, user acceptance testing. Develop production schedule. Provide new user training and support during initial deployment period.
  • Ensure and test readiness of technical environment for deployment, managing configurations, evaluating deployment risk and corresponding mitigations. Provide new user and operations management training during initial deployment period.
  • Operate to production schedule, monitor Bot and BotRunner performance, respond to escalated user issues, conduct problem isolation and resolutions, and perform back-ups per scheduled.
  • Apply knowledge and experience to leverage a variety of technical solutions to address business problems. Ensures solutions are understood not only in the “what” but the”why” and “how”.  Has experience with diverse technologies such as .NET platforms and the Windows Operating System, and an understanding of good networking principles.

Key Attributes

  • Holds self and others accountable to commitments. Determines objectives, sets priorities and where appropriate delegates work.
  • Strong orientation to customer service (external and internal), with a commitment to quality, and manages delivery performance and customer expectations to alignment and customer delight
  • Displays the highest standards of ethical conduct. Can be trusted and is transparent with regard to any issues.
  • High EQ showing understanding, courtesy, tact and empathy to effectively manage relationships across a diverse spectrum of personalities. Is effective in presenting their perspective and inspiring alignment and “follow ship” to recommendations.
  • Identifies problems early, does a disciplined root cause analysis, uses sound judgment to determine alternatives and implement resolutions.
  • Is a prudent steward of the company’s resources and effectively manages risk. Acts in ways that sustain and grow the business.
  • Communicates effectively both orally and in writing, adjusting styles to the topic and/or audience. Is a proactive listener actively engaging with others.
  • With an orientation to action, makes well considered decisions, even in uncertain situations.
  • Acts and presents with staff, suppliers and clients in an appropriate manner commensurate with a professional services organization.

Education and Experience

  • An undergraduate degree in Business, Math or Technology is required or equivalent experience.
  • Relevant experience of 8+ years is required, 10+ years desired

 

Larry Janis Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I C-516-445-2377

ISSG I Twitter I LinkedIn