Description The Engagement Manager-Client Services (MCS) is responsible for all client interfaces within the assigned account scope.
The MCS works together with his manager (Senior MCS / Group MCS) to build an account plan and is responsible for client management based on the account plan.
Usually, the MCS handles a single account or part of a large account with P&L of $30MM to $40MM.
What will you do?
The Engagement Manager-Client Services has the following key responsibilities within the assigned account scope :
Client relationship management manage relationships with operational client personnel those directly involved with the client’s presence.
Business development build a portfolio up to $30MM-$40MM - drive 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, and conduct client presentations, estimation efforts and proposals and negotiations.
Client delivery assurance assure the client of the commitment and driving the delivery process by working collaboratively with the Delivery Managers in the business unit.
Collaborate with the Delivery 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 Delivery Managers or horizontal competency units’ resources.
Take go-to-market solutions to accounts within the account scope - responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.
Work closely with the Solutions Leader 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.
Make pricing decisions within the scope of the Master Services Agreement.
Support pre-sales proposals for new business development outside of account scope.
Provide necessary input for building future alliances with relevant product vendors.
Please Note : This description does not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.
Bachelor’s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 15+ years’ experience, with strong sales / relationship management / account management experience.
Significant business development and project management experience required.
Automotive Industry experience is preferred.
Experience of digital or SAP is must
Knowledge of industry specific go-to-market solutions a plus.
Track record of interacting and building relationship with CXO level client contacts.
Global Delivery Model experience desirable.
Experience managing large multi-location consulting engagement teams desirable.
Track record as Account Manager in a rapidly growing client relationship highly desirable.
Hands-on experience with proposal creation and leading proposal presentations.
Strong leadership, interpersonal, communication and presentation skills.
Wide variety of IT and business consulting engagement experience.