Client Executive 1
Unisys
Auckland, New Zealand
1d ago

We Believe in Better!

We are a global information technology company that builds high-performance, security-centric solutions that can help change the world.

Enhancing people’s lives through secure, reliable advanced technology is our vision.

At Unisys, we believe in better! Here, you have the opportunity to learn new skills, apply your expertise, and solve complex problems with cutting edge technologies and solutions.

You are part of a global diverse team that supports you, drives change, and delivers successful results consistently.

Our associates are at the forefront of everything we do, driving our clients’ successes while giving back to communities and making this world a safer and more secure place to live and work.

Our success is a direct result of the work of our people who live and breathe our Core Beliefs. Simply put, we believe in better lives. Join us!

Learn more about Unisys and our key solution offerings : Unisys, Stealth™, CloudForte®, InteliServe™

What success looks like in this role :

The Client Executive is responsible for the end to end leadership of their assigned account(s) including C-level relationships, business development, new services revenue growth, customer satisfaction and loyalty, thought leadership and continuous improvement and overall P&L management incl profitability of the account.

Working closely with the assigned Service Delivery Manager, the Client Executive will provide oversight to the successful planning and implementation of the contracted services where success criteria includes meeting cost, schedule, performance and quality requirements through the effective interaction with the related service lines, solutioning groups and the client.

You will also jointly work to deliver excellence in service delivery through service automation, continuous improvement and focused innovation initiatives across multi-year engagements.

The Client Executive is accountable for all renewals and growth activities on the account including growth in existing services and expansion of new business solutions across the full breadth of the Unisys portfolio.

You will provide leadership in business planning by developing and maintaining business relationships with the client at the C-level and with business partners, channels, integrators and subcontractors to deliver industry leading solutions to the client.

The Client Executive is essentially the General Manager of their assigned client(s).

Key Responsibilities :

  • Manages and delivers client programs which may involve multiple service streams.
  • Manages orders, revenue and gross margin for the total lifetime of the contract
  • Defines the governance and reporting structure for the account team and the client.
  • Collaborates with the delivery team to effectively map professional relationships and accountabilities
  • Establishes clear communication channels with the customer from both a strategic and operational perspective.
  • Promotes customer advocacy and owns the escalation and complaint management strategy for the account.
  • Works in collaboration with client, 3rd party suppliers and Commercial management to negotiate and win contract renewals.
  • Leads the development of winning sales strategies on complex pursuits
  • Works with Sales to identify and qualify new business opportunities and presents compelling business case to pursuit decision board to obtain pre-sales resources.
  • Leads the pursuit team and facilitates the resources needed to effectively close and deliver sales opportunities.
  • Develops and maintains a pipeline of new opportunities while closing existing opportunities.
  • You will be successful in this role if you have :

    Additional Information about the Position

    The Client Executive provides leadership for profitable growth in their account(s). The Client Executive works with Unisys service and solutions providers to ensure superior levels of customer satisfaction, profitability, and revenue growth for Unisys.

    The Client Executive is responsible for :

  • Develop and maintain client relationships at the C-level whilst developing appropriate control and governance procedures, within the client and Unisys
  • Drives joint client business planning process with the client to identify appropriate solutions and services
  • Utilize consultative selling methodologies to shape and influence your clients strategic direction and to become a trusted advisor in assigned accounts
  • Management of multiple service offerings including outsourced managed services, applications services, systems integration and technology.
  • These may exist in the contract today or may be an expansion into new service lines that Unisys offers

  • Identifies and develops incremental opportunities that result in profitable revenue growth measured annually
  • Completes the Strategic Account Planning annually, bi-annual updates and keeps SFDC up to date weekly
  • Leads the negotiation of contract renewals and additional services with clients
  • Accountable for profit / loss performance of the account
  • Works with the Unisys senior leadership team to represent and advocate for their client
  • Works with the client to advocate and represent Unisys end to end. Takes complete ownership for all interactions and any issues a client has with Unisys
  • Responsible for ensuring all client satisfaction surveys are completed on time
  • Understand the delegated of authority and ensures approvals are in line
  • Takes a leadership role in cross business unit interaction to present Unisys solutions to the client
  • Conducts client executive management meetings, at least quarterly, with senior client management to review current status / trends and recommend changes to improve performance
  • Responsible to ensure clients are billed in a timely and accurate manner, clients pay promptly, per the terms of their contract.
  • Key skills required :

  • Requires a bachelor's degree and a significant demonstrated experience in progressive sales and delivery in the Information Technology Outsourcing market.
  • Undergraduate college degree or equivalent experience.
  • Possesses strong sales skills, knowledge and experience in consultative / solution selling methodology, IT outsourcing technical expertise and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Unisys value proposition.
  • Experience in selling Cloud, Digital Workplace Solutions, and Managed, Leveraged and Field Services will be highly regarded.
  • Possesses C-level contacts and relationships.
  • Understands business drivers within the industry and emerging marketplace trends.
  • Employee Benefits :

  • Flexible working arrangements
  • Corporate discounts including varied insurance programs
  • Education reimbursement program available for multiple courses for career advancement
  • Learn more about Unisys Careers at www.jobs.unisys.com / us / en

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