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    Account Director - New York, United States - Virtusa

    Virtusa
    Virtusa New York, United States

    2 weeks ago

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    Description


    Summary of Position
    • Virtusa's digital Telco IT solutions and outsourcing services provide Telco organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a client services position that will report into the Telco Sales Business Unit (SBU) and work closely with the segment leadership team.
    • You will have responsibility of expanding Virtusa's client base in a specific region or accounts by prospecting and acquiring new logos / 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 to achieve targeted results.
    • You should have a proven record of accomplishment of being an over-performer/exceeding targets, and should be self-motivated, detail oriented, and a good multitasker. You 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.
    • Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts, and articulate value.
    Responsibilities
    • Primary responsibility to drive new business development efforts in new LOBs within established Telco clients.
    • Enhance and broaden the relationship in existing clients.
    • Experience identifying, mapping and prospecting new stakeholders and leveraging sales driven process to build pipeline.
    • 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.
    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 managing quarterly revenue targets and pipeline management, leading the sales process from initial customer meeting through to proposal and contract closing.
    • 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)
    • Possess Telco and/or insurance domain expertise.
    • Have a strong background in a project environment and application development.
    • Strong understanding and knowledge of and impact of Telco industry trends.
    • Bachelor's Degree.
    • 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 solutions.
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