Client Relationship Manager - BFS

Position Overview:

The Customer Relationship Manager (CRM) will oversee a designated portfolio of established clients while also driving new business acquisition in targeted growth sectors. The primary objective is to secure substantial deals within the assigned client base and to ensure the continuity and expansion of existing projects.

Key Responsibilities:

• The CRM will be tasked with obtaining Requests for Proposals (RFPs) and leading the pursuit until the deal is successfully closed.
• It is essential to regularly update Winzone, UPLF, and Quip, collaborating with stakeholders from the local service line team, consultants, and offshore teams while reporting to the SBU head.
• Performance metrics will include revenue size, growth rate, Total Contract Value (TCV), and customer satisfaction levels.
• Strong communication skills are a must, encompassing not only email correspondence but also interactive discussions, meeting organization, and connecting with the appropriate Points of Contact (PoC). The CRM will also be responsible for scheduling bid defense calls in a timely manner.
• The CRM will take ownership throughout the sales cycle, collaborating with the Service Line Specialist, Client Partner, Customer Relationship Manager, Field Marketing, and Engagement Delivery Partner/Lead for both domestic and international clients. An annual budget will be set by the company, necessitating a thorough account plan to be prepared prior to the budgeting cycle.
• The primary mission of the CRM is to secure RFPs from designated clients. This involves proactive planning and client visits to showcase our capabilities, solution offerings, and relevant case studies based on prior account research.
• Lead the entire sales cycle and coordinate the bid defense cadence with the team.
• Develop and maintain the account plan, ensuring that all activities and contacts are accurately reflected in Winzone and updated in Quip.

Required Skills and Experience:

• A minimum of 10 years of experience in a sales role, preferably with a multinational corporation (MNC) that has a global presence.
• Experience in selling services/products within the IT/Allied industry.
• Previous sales experience with financial clients and a proven track record in building relationships with client executives.
• Experience managing both onsite and offshore teams as an account lead.
• Strong understanding of trends in the APAC market, with the ability to leverage Cognizant's global experience to formulate strategies and proposals for clients.
• Knowledge of rate/billing models and the ability to derive profitability based on selling prices.
• Experience using CRM-based sales tools (such as Salesforce, SAP, etc.).
• Adept at quickly grasping related sales concepts such as sourcing and fulfillment.