Client Partner

We are seeking to expand our Go-To-Market team in RCTT (short for Retail, Consumer, Travel and Transportation) in Europe with a special focus on the Retail sector in the UK&I.

Specifically, we are looking for a leader who is experienced with selling and delivering digital transformations encompassing our core offerings of Customer Experience, Product Innovation, Enterprise Platform Modernization, Data Modernization, AI Readiness, Engineering Excellence and Digital Application and Maintenance Operations (DAMO).

You will be inheriting one large portfolio in the Retail space based on which you will grow the existing account, and acquire new accounts based on your network, your industry expertise and our marketing activities and in close collaboration with your account team, our industry and service line specialists and the RCTT market organization.

As a Client Principals, you are responsible for the entire sales cycle (lead generation through proposal, contract negotiation and closure) as well as client relationship management, account strategy and planning, joint delivery governance and project reviews.

This includes e.g.

● Understand the industry context, the customer problem and define mutual value ● Develop and execute on key account plans and overall go-to-market

● Acquire and nurture senior client relationships on strategic accounts

● Achieve established revenue and profitability targets

● Work closely with the account leadership team (consisting e.g. of the account tech director and account delivery director)

● Actively participate in the go-to-market plan creation/refinement for your account as well as for the industry vertical (RCTT), and

● Report account activity, opportunity status and other details to the RCTT leadership (portfolio director)

• Establish, build, and maintain long-term, value-based relationships with a growing number of senior client stakeholders.

• Farm and manage between one and three accounts at a time (including 1-2 prospect accounts).

• Drive $20 million to $50 million in revenue per year from accounts to meet or exceed profitability targets.

• Ensure the creation and execution of existing account strategies, and build “win-win” value propositions at the company and individual levels.

• Help develop a range of IP and best practices around client and portfolio development in order to build the client base into a significant strategic asset.

• Approach client executives as true business partners versus software delivery partners, expanding the company’s breadth and depth to its full potential.

• Work on continuous margin improvement in sold and delivered margin.

Job qualifications

Technical Skills

• A deep understanding of the retail (and ideally also the consumer goods) industry, familiarity with the main industry trends and drivers as well as relevant players (e.g. eco-system partners).

• A strong network in the industry.

• Experience working in many different executive revenue-generating roles requiring strong business acumen.

• Success managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.

• Experience contributing to a clients’ business using a highly consultative and solution-oriented approach.

• Ability to drive thought leadership and innovation experience for