Client Relationship Manager (BFS)

Client Relationship Manager – Global Account

The Opportunity:

Client Relationship Manager– Global Account is the primary client interface for the Banking & Financial Services client in a regional market for deal pursuit and market growth. Responsible for regional vision and strategy (short and long-term strategic planning), thought leadership and internal and external offering roadmaps, solution development for UK clients with multiple geos and evangelization, influences complex solution design, owns pre-sales and enablement, innovation and partner management. Works closely with service lines to close strategic opportunities, to meet revenue targets and with Delivery to meet profitability targets.

Key Requirements:

a. Develop Account Strategy:

• Define key outcomes to achieve for customers, by line of business
• Develop insights into the key market and competitor trends with focus on tech evolution / new threats
• Develop a vision & comprehensive strategy for the account in region as well as execution roadmap

b. Nurture and build client relationships:

• Maintain existing client relationships and call on additional clients to build new relationships
• Identify the potential Sr. leadership candidates at client and build relations with them
• Leverage corporate marketing activities

c. Manage account performance:

• Ensure account revenue and margin growth in-line or above market
• Manage client escalations, support delivery and troubleshoot challenges as needed

d. Generate Ideas for maximizing revenue growth:

• Identify market gaps and opportunities for new offering development
• Provide inputs to offering strategy aligned with the needs of client

e. Leverage Cognizant sales community:

• Manage translation of business problems into IT solutions & work with sales leads
• Participate with service lines in executing select account penetration strategies

f. Driving deals:

• Responsible for directing the deal pursuit process end-to-end within the account
• Ensure service lines are engaging the account in Americas region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs
• Provide input for service line sales teams to support priority customers in imagining how solutions can improve their business
• Engage with priority clients directly to qualify deals

g. Leverage alliance relationships:

• Leverage alliance relationships and partners for the account
• Establish and develop strategic alliances and partnerships to better business outcomes

Key Competencies:

• Functional/Practice knowledge: Understanding professional sales management methodology and ability to generate and oversee actionable, impactful ideas that effectively engage the organization to achieve strategic milestones.
• Technical knowledge: Technical expertise across Capital Markets Functional/Practice areas, to bring together practice offerings to address client needs, and to create proofs-of-concept if needed.
• Industry knowledge: Deep knowledge of Banking & Financial services/IT outsourcing globally; ability to communicate across stakeholders.
• Commercial knowledge: Ability to analyze sales opportunities, qualify leads and executing work with optimal profitability
• Executive communication: Effective executive communication to clearly articulate offerings and benefits to clients, leading to productive gains and showcasing valuable insights.
• Relationship management: Outstanding interpersonal abilities; skilled in managing relationships with client leadership and CIO-minus 1/ CIO-minus 2 levels.
• Leadership experience: Excellent organizational and leadership skills to build strong teams (sales, delivery, operations) and lead by example; strong project management, talent management and business operations skills.