Client Relationship Manager (BFS)

Client Relationship Manager - Global Account

The Opportunity

Client Relationship Manager- Global Account is the primary client interface for the Banking & Financial Services client in a regional market for deal pursuit and market growth. Responsible for regional vision and strategy (short and long-term strategic planning), thought leadership and internal and external offering roadmaps, solution development for UK clients with multiple geos and evangelization, influences complex solution design, owns pre-sales and enablement, innovation and partner management. Works closely with service lines to close strategic opportunities, to meet revenue targets and with Delivery to meet profitability targets.

Key Requirements

a. Develop Account Strategy:

• Define key outcomes to achieve for customers, by line of business

• Develop insights into the key market and competitor trends with focus on tech evolution / new threats

• Develop a vision & comprehensive strategy for the account in region as well as execution roadmap

b. Nurture and build client relationships

• Maintain existing client relationships and call on additional clients to build new relationships

• Identify the potential Sr. leadership candidates at client and build relations with them

• Leverage corporate marketing activities

c. Manage account performance

• Ensure account revenue and margin growth in-line or above market

• Manage client escalations, support delivery and troubleshoot challenges as needed

d. Generate Ideas for maximizing revenue growth

• Identify market gaps and opportunities for new offering development

• Provide inputs to offering strategy aligned with the needs of client

e. Leverage Cognizant sales community

• Manage translation of business problems into IT solutions & work with sales leads

• Participate with service lines in executing select account penetration strategies

f. Driving deals

• Responsible for directing the deal pursuit process end-to-end within the account

• Ensure service lines are engaging the account in Americas region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs

• Provide input for service line sales teams to support priority customers in imagining how solutions can improve their business

• Engage with priority clients directly to qualify deals

g. Leverage alliance relationships

• Leverage alliance relationships and partners for the account

• Establish and develop strategic alliances and partnerships to better business outcomes

Key Competencies

1. Functional/Practice knowledge: Understanding professional sales management methodology and ability to generate and oversee actionable, impactful ideas that effectively engage the organization to achieve strategic milestones.

2. Technical knowledge: Technical expertise across Capital Markets Functional/Practice areas, to bring together practice offerings to address client needs, and to create proofs-of-concept if needed.

3. Industry knowledge: Deep knowledge of Banking & Financial services/IT outsourcing globally; ability to communicate across stakeholders.

4. Commercial knowledge: Ability to analyze sales opportunities, qualify leads and executing work with optimal profitability

5. Executive communication: Effective executive communication to clearly articulate offerings and benefits to clients, leading to productive gains and showcasing valuable insights.

6. Relationship management: Outstanding interpersonal abilities; skilled in managing relationships with client leadership and CIO-minus 1/ CIO-minus 2 levels.

7. Leadership experience: Excellent organizational and leadership skills to build strong teams (sales, delivery, operations) and lead by example; strong project management, talent management and business operations skills.