Client Relationship Manager - BFS

About the Role:

CRM will manage a portfolio of established clients. While driving growth across the industries we support, the role also requires actively acquiring new business from the customers we are targeting. The primary objective is to secure large deals within the assigned client accounts and to ensure ongoing project continuity and extension for existing engagements.

Role and Responsibilities:

• CRM will be responsible for obtaining the RFP and leading the pursuit process through to deal closure.
• Frequent updates are required in Winzone, UPLF, and Quip. In addition, CRM must involve stakeholders through the local service line team, consultants, and the offshore team. Reporting will be to the SBU head.
• Performance will be evaluated based on revenue size, growth rate, TCV, and customer satisfaction.
• CRM must have strong communication skills—beyond email communication—to include interactive discussions, organizing meetings, connecting with the right PoC, and ensuring bid defense calls are scheduled on time.
• CRM must take ownership throughout the sales cycle together with the Service Line Specialist, Client Partner, Customer Relationship Manager, Field marketing, and Engagement Delivery Partner/Lead for both domestic and global efforts. The company will determine the budget annually, so CRM should prepare a thorough account plan ahead of the budgeting cycle.
• The mission of CRM is to secure the RFP from assigned clients. This includes proactive planning and client visits—not merely waiting for clients to provide opportunities—along with introducing our capabilities, solution offerings, and case studies based on account study conducted in advance.
• Own the complete sales cycle and lead the bid defense cadence with the team.
• Create the account plan and update Quip. All activities and contacts must be accurately reflected in Winzone.

Skill and Experience:

• Must have worked in a sales role for at least 10+ years and preferably have experience in an MNC with global presence
• Must have experience selling services/products in the IT/Allied industry
• Particularly, sales experience with financial clients and experience building relationships with client executives
• Must have experience managing an onsite and offshore team as an account lead
• Must understand trends in the APAC market, leverage Cognizant’s global experience effectively, and be able to develop strategies and craft proposals for clients.
• Must understand rate/billing models and how to derive profitability based on selling price
• Must have used any CRM-based sales tool (such as Salesforce, SAP, etc.)
• Must be able to quickly grasp allied concepts related to Sales such as sourcing and fulfillment