Líder e Gestão
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Título: Client Executive 2
Cidade/Estado: Sao Paulo / São Paulo
We Believe in Better!
We are a global information technology company that builds high-performance, security-centric solutions that can help change the world. Enhancing people’s lives through secure, reliable advanced technology is our vision.
At Unisys, we believe in better! Here, you have the opportunity to learn new skills, apply your expertise, and solve complex problems with cutting edge technologies and solutions. You are part of a global diverse team that supports you, drives change, and delivers successful results consistently.
Our associates are at the forefront of everything we do, driving our clients’ successes while giving back to communities and making this world a safer and more secure place to live and work. Our success is a direct result of the work of our people who live and breathe our . Simply put, we believe in better lives. Join us!
Learn more about Unisys and our key solution offerings:, , ,
What success looks like in this role:
Has regional and/or global responsibility for end to end delivery management, business development, revenue growth, profitability of the assigned P&L, customer satisfaction and building customer loyalty through continuous improvement and focused innovation initiatives in a multi-year engagement. Additionally provides leadership in business planning by developing and maintaining business relationships with the client at the CxO level, business partners, channels, integrators and subcontractors. Key Responsibilities 1. Manages and delivers client programs which may involve multiple service streams. Manages orders, revenue and gross margin for the total lifetime of the contract to achieve assigned targets by ensuring adherence to the client contract, while also controlling scope through the use of Joint Responsibility Matrix (JRM). Responsible for the successful planning and implementation of the contracted services where success criteria includes meeting cost, schedule, performance and quality requirements through the effective interaction with the related service lines, solutioning groups and the client. Leads delivery resources to achieve assigned service level agreements (SLA’s). Interprets and executes the requirements and acts as an advisor to service line managers to meet the plans and schedules. Leads remediation plans to resolve technical or operational problems through the entire life cycle of the client engagement (transition, transformation and steady state). 2. Utilizes consultative selling methodologies to shape and influence the clients’ strategic direction and to become a trusted advisor in assigned accounts. Develops and builds client relationships at the C-level and proactively gains understanding of the client’s business problems. Drives the joint client business planning process with the client to identify appropriate solutions and services and works closely with Sales to lead all phases of business development to drive innovative change and achieve the growth strategy in the account. Identifies and develops incremental opportunities that result in profitable revenue growth measured annually. 3. Defines the governance and reporting structure for the account team and the client. Collaborates with the delivery team to effectively map professional relationships and accountabilities and ensure the governance is adhered to throughout the contract. Establishes clear communication channels with the customer from both a strategic and operational perspective. Leads the regular service performance reviews including monthly Project Status Reviews. Conducts periodic meetings with clients and delivery teams (e.g., daily status updates, service level requirement reviews, continuous improvement, change control and other informal meetings). Promotes customer advocacy and owns the escalation and complaint management strategy for the account. 4. Works in collaboration with client, Sales, 3rd party suppliers and Commercial management to negotiate and win contract renewals. Leads the development of winning sales strategies on complex pursuits including but not limited to competitive strategy, pricing, negotiations and navigating the relationships with key influencers in the account. Works with Sales to identify and qualify new business opportunities and presents compelling business case to pursuit decision board to obtain pre-sales resources. Leads the pursuit team and facilitates the resources needed to effectively close and deliver sales opportunities. Develops and maintains a pipeline of new opportunities while closing existing opportunities. 5. Accountable for overall client satisfaction, conducting client satisfaction surveys and establishing action plans to address client issues/concerns. Responsible for developing the account as a loyal, referenceable Unisys advocate and ensures Unisys remains a vendor of choice for the client. 6. Owns and maintains the reporting and forecasting requirements for the assigned account and escalates financial or other issues to senior leadership on a timely basis to mitigate any account risk. Ensures clients are billed in a timely manner and clients pay promptly per the terms of their contract. 7. Develops personal skills and knowledge of industry/market sector, clients’ business challenges and the impact of potential future changes. Demonstrates an in-depth understanding of the full Unisys portfolio and its adjacency in providing solutions to clients. Leads the sales and delivery of a full range of services and solutions into the assigned accounts and proactively finds new opportunities to leverage and cross sell the full Unisys portfolio. Account Size Australia and New Zealand – 5-15M Emerging Asia Pacific – 2 – 5M EMEA – N/A LAC – 0 – 5 M US&C – $5M-$10M
You will be successful in this role if you have:
Key Qualifications • Requires a Bachelor’s degree and a minimum of 10 years of experience with 8 years with a progressive sales in and delivery experience in the Information Technology Outsourcing market. • Undergraduate college degree or equivalent experience. • Possesses strong sales skills, knowledge and experience in consultative/solution selling methodology, IT outsourcing technical expertise and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Unisys value proposition. • Possesses C-level contacts and relationships. • Understands business drivers within the industry and emerging marketplace trends
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