Job Profile Summary
The ISV Client Partner is a Business Development Leader who establishes themselves as an expert and business ally to their clients. With a mixture of advocacy and inquiry skills, the Client Partner provides maximum value in every sales interaction. They leverage industry knowledge, challenge assumptions, ask difficult questions, bring insight and provide solutions to their client’s specific business afflictions and aspirations. Customers will include a range of mid-tier companies, enterprises, and multinational corporations. Client Partners seek to uncover new opportunities and connect client’s strategic goals/challenges to SoftServe’s suite of service offerings for increased account revenue and wallet share through creation of new sales opportunities.
Duties & Responsibilities
- Lead business development activities, develop new opportunities in existing client(s), and achieve sales booking and billing targets
- Develop and maintain a Key Account Plan to lead a comprehensive account strategy based on a deep understanding of the client’s pain points and goals. Build and grow relationships with relevant decision-makers that result in increased account revenue and wallet share
- Use personal expertise to uncover clients’ known and unknown needs and goals, communicate and persuasively deliver the value proposition for all the services offered by SoftServe, empowered to present a clear rationale to gain the customer's agreement
- Facilitate the opportunity and proposal management activities; ask relevant questions, exhibit genuine curiosity, evaluate the level of interest, identify areas requiring further information and facilitate follow-up sessions with client to monitor progress
- As the customer champion you collaborate in cross-functional teams to build strong relationships: team up with account execs on accounts that will be added to your portfolio, lead account development activities with the customer as well as Partner teams, liaise with services teams to understand customer's business goals, project goals and success for effective cooperation
- Achieve superior NPS scores with clients. Provide input into Client participation in SS NPS process, monitor customer satisfaction at each stakeholder level, and initiate changes needed to increase satisfaction. Provide leadership
- Build trust, expand network and reputation with clients at all appropriate levels, including senior technology and business executives to drive and execute an effective account growth strategy
- Ensure quality data (CRM) to enable effective customer retention and business development activities, identifying and resolving issues.
- Ensure operational compliance through a deep knowledge and understanding of the organization's policies, target APMs for accounts and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Understand major IT infrastructure and Security requirements at client side
- Be an active member of our Client Partner Community, participate in the development of your own capabilities (assessment and development planning activities, formal/informal training, external professional accreditation)
- Expected to embrace our Company Values, as a SoftServian you are committed to promoting and supporting a work environment built upon mutual cooperation and respect for one another
- Collaborate with internal and external stakeholders to support the timeliness of invoice processing. Leverage client relationships to prompt facilitation of payment, as deemed appropriate
- Crisis resolution (strategizing, approving, communicating, overall support, etc.)
Preferred Competencies & Experience
- Previous Consultative Sales or Customer management with an emphasis on account revenue growth working with Enterprise or large ISV clients
- Strong understanding of IT Consulting and software development terms and concepts, technology, external regulation, and industry best practices
- Experience of working in a fast-paced environment
- Experience of working with multi-cultural and geographically disbursed teams
- Experience in building a trusted rapport with clients, influencing decision making and working across executive and operational levels on IT and Business side
- Experience in tracking multiple Customers and managing legal processes (i.e., contract renewals, negotiations, NDA, etc.)
Required Skills
- Self-driven and highly motivated to excel
- Strong interpersonal and communication skills
- Strong communication, negotiation and presentation skills
Supervisory Responsibilities
- No direct reports
Qualifications
- Education: bachelor’s degree in a relevant field (e.g., Information Technology, Business, or related discipline). Advanced degrees are a plus
- Certifications: relevant certifications in client success/relationship, project management, or leadership (e.g., CBRM, CSAP, ITIL, PMP, etc.) are advantageous
Other Requirements
- Willingness to travel a minimum of 30% to the client and team location
SoftServe is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, age, sex, nationality, disability, sexual orientation, gender identity and expression, veteran status, and other protected characteristics under applicable law. Let’s put your talents and experience in motion with SoftServe.
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