Director - Niche sales

Company Background Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, insurance, healthcare/life sciences, and telecommunications, technology, and media.

With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation using our Digital Transformation Studios (DTS).

We blend unique perspectives and proven expertise across consulting, design, and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it's the digital enterprise, mobile wallet, the IoT or virtual reality, we're investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions.

We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.

For more information, please visit http://www.virtusa.com/

Position Description

• Client Partner will be a member of the Hitech Business Unit client management team at Virtusa and report into the Hitech Sales Head for Client Services. This person will have responsibility of expanding Virtusa’s client base in a specific region by prospecting client relationships.
• Must play a key role in our growth and are tasked with rapid business expansion within their assigned accounts, including growing a select client cluster with clearly established top line and bottom-line targets, and being able to sell new service offerings and solutions to the client cluster in order to achieve targeted results. The Client Partner should be comfortable in groups/teams and be able to both lead and follow. Must bring top-notch consulting /relationship management skills and a deep appreciation of IT tools, techniques, systems and solutions. The Client Partner will be held accountable against Measurable Revenue/Profit Growth within set timelines.

Responsibilities

• Primary responsibility to drive business development efforts, partnering with horizontal sales teams to create new segments within the vertical/account.
• Enhance and broaden the relationship in existing clients.
• Establishing and managing the overall client relationship with key decision makers.
• Establishing and building "trust" and leveraging client context by understanding client's overall business goals.
• Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.
• Directing and managing the overall client relationship to include work quality and customer satisfaction.
• Managing the account teams (account management and project management) to meet and exceed client expectations.

Required Skills/ Qualifications

• A minimum of 10 years of experience in a client facing role or account leadership role in the IT professional services or management consulting firm.
• Experience with the global service delivery model.
• Proven track record in client business development, sales, and relationship management.
• Past experience managing a large revenue client (P&L including reporting and metric assessment for the account)
• Have a strong background in a project environment and application development.
• Strong understanding and knowledge of and impact of Hitech industry trends.
• Knowledge of value articulation principals include client ROI and appropriate storyboarding techniques.
• Knowledge of Client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions.
• Specialized knowledge of industry analytics and is able to use trends to forecast and provide inputs within the organization to come up with right solution.

Nice To Have

• The candidate must bring in experience, insight, and credibility in the Hitech domain.
• Excellent problem solving, communication, and client management skills are essential. This role requires strong leadership skills and demonstrates capabilities of being a thought leader. The candidate must be able to work in a dynamic, entrepreneurial environment.
• Should be able to conceptualize, analyze, create blueprint for business transformations and present solutions in the Hitech domain.
• Bachelor's degree required; Post Graduate Diploma in Management/MBA degree is preferred
• Onsite at client locations at a minimum of 50% of available workdays. Other travel as required