AVP-Account Management

Role: Client Partner - Manufacturing

Location: Seattle, WA

Birlasoft has an opportunity for a Client Partner in the Manufacturing domain. The ideal candidate will have experience in selling project-based IT development solutions or digital transformation services to the Manufacturing Industry.

• Manage and grow existing business with current customers and develop new opportunities in target accounts.
• Establish strong professional relationships and credibility with key executives in existing and target accounts.
• Drive large multi-service line deal wins with existing customers.
• Collaborate with presales, solutioning, and delivery teams to deliver value to customers and pursuits.
• Independently lead proactive solutions and seed deal-shaping concepts for clients.
• Work closely with delivery managers and other relevant parties within the organization.
• Facilitate customer workshops and provide direction on technology development.
• Develop and execute account strategies aligned with customer priorities and the competitive landscape; support ideation and drive revenues from vertical-specific solutions.
• Implement account governance based on client business units, geographical spread, and Birlasoft's service lines' potential.
• Set delivery metrics/targets with delivery managers and drive customer excellence in accounts.
• Negotiate account management contracts and agreements to maximize profit.
• Build and nurture Independent Software Vendor (ISV) partner relationships.

• Over ten years of experience in IT services with a proven track record of selling and growing business (farming) in the Manufacturing/ IT Services industry vertical. Experience winning new business and building relationships, focusing on Digital, Cloud transformation, Testing, Intelligent Automation, Data Analytics, and Big Data services.
• Demonstrated ability to seed and win large deals, achieving growth targets.
• Strong background in the Manufacturing/IT Services industry with a comprehensive understanding of key market participants.
• Strong consultative skills and ability to quickly gain the confidence of senior client executives.
• Self-starter with excellent written and verbal communication and interpersonal skills.
• Key performance indicators (KPIs) will include order booking, profitability, realized revenue, and customer satisfaction.