Address
Form of workWhat you will be responsible forBusiness Development
- Manage and enhance the ongoing relationships at all levels of existing client relationships, from manager to VP+, including:
- Enhancing the business relationship and understanding each stakeholders' challenges and goals.
- Understanding how to tailor our engagement style to each stakeholder, to assist in resourcing decisions, contract structures, and long-term partnership.
- Identifying appropriate working style (T&M/Fixed/Blended) for each program.
- Identify new stakeholders to build relationships with by using existing relationships to new business units.
- Understand Sourced / PSO offering to uncover client challenges by referencing high level use cases where we have solved similar problems.
- Manage & drive the pipeline of future work internally by:
- Engaging consulting resources to develop roadmaps for existing workstreams.
- Building proposals that bridge the gap between technical deliverables and business outcomes and ensuring LOE, PL, and Scope parity exists.
- Leading internal pipeline meetings, understanding priority, urgency, and additional help needed for each workstream.
- Develop proposals, author SOWs & own the procurement process.
- Create final validation of SOW, including scoping, assumptions, pricing, and deliverable milestones working with our consulting teams.
- Lead discussions with client on scope, price, and timeline iteration, engage with legal teams (internal & external), and gain internal approvals for financials.
- Negotiate with client on negotiation of price, scope, and T&C for each contract.
- Monitor contract end dates, ensuring bridge contracts, extensions, or new SOWs are created and submitted in time prior to disruption of service.
- Serve as the voice of the customer in underlying delivery issues.
- Work directly with clients to identify issues relative to performance, team cohesiveness, and capture issues to resolve with consulting team.
- Create and report on financial forecasts, including Monthly, Quarterly, and Yearly.
- Monitor milestone health and delivery timeline for all fixed fee programs.
- Manage pipeline within Salesforce to ensure all identified opportunities are created in the system.
- Update each opportunity as it evolves with relevant details needed.
- Manage document versions, archiving final versions of SOWs and correlating financials.
- Work within vendor management system (VMS) to manage contracts with the client including accepting, revising, and renewing contracts as necessary.
- Ensure accuracy of rates, pricing, timelines, and end dates.
- Assist in initial onboarding for new contracts with consultants.
- Work with clients to resolve any blocker in VMS preventing onboarding.
- Transition onboarding to internal teams once initial setup in VMS is complete.
- 5+ Years in a multi-million dollar Account Management role, preferably within a Services Organization
- Strong communication skills with demonstrated experience managing senior level relationships
- Business Development with Enterprise Selling Experience
- Understanding of Cloud, Data, AI/ML or other tech preferred
- Flexibility to work a hybrid role - at client, in office, and at home
Pay Range for this role ($130,000 - $155,000 base) will vary based on experience in addition to full health benefits, bonus, 401K match, unlimited vacation and more.
