Job Title
We are seeking a highly skilled and experienced Associate Engagement Manager to join our team. In this role, you will be responsible for managing a portfolio of business covering one or more large, strategic clients in the Banking & Financial Services sector (BFS).
* Customer Prospecting - Provide client introductions and account context to help efforts in the account portfolio(s) to open diverse service-lines in order to increase the services footprint.
* Opportunity Identification & Qualification – Provide analysis and ground intelligence regarding opportunities in the account portfolio to the Senior management to enable engagement with the client early and strategically.
* Proposal Development, Negotiation & Closure- Responsible for preparation of Proposal and SoWs for the portfolio(s) through coordinating with different internal stakeholders such as Procurement, Legal and with multiple Service Lines and units working on the proposal. Identify the optimal commercial model and perform quantitative analysis to arrive at the win-price to demonstrate business value to the client.
* Contracting & MSA - Support the Client Partner by providing a business-led view on items of contract negotiations to understand & align with position on such matters. Lead negotiations for proposals in one's own portfolio(s).
* Account Planning & Review – Work with the Client Partner to develop the Account Plan in conjunction with other stakeholders.
* Account Operations - Follow up with the client to sign SOWs, to release undisputed payments. Minimize revenue leakage for services delivered and enhance client satisfaction. Responsible & accountable for various operational parameters in own portfolio including Revenue, Revenue at Risk and Accounts Receivable.
* Relationship Management - Handle customer queries / escalations about project executions, as well as negotiations on MSAs and SOWs. Position as a trusted, easy partner to do business with.
Required Skills and Qualifications:
* Tertiary Qualification in IT / Computer Science / related discipline.
* A total of 8+ experience in Consulting and IT Services market.
* 4+ years 'experience in Account Management / Business Development in Australia in the Consulting & IT Services market. Prior experience of managing clients in the Banking, Financial Services and Insurance vertical would be highly desirable.
* Understanding of relevant industry trends and developments. Ability to do consultative selling of outsourcing services and IT Solutions.
* Ability to manage operations of client engagements.
* Open to travel as per business requirements.
Benefits
At [Company], we recognize that everyone has individual requirements. If you are a person with disability, illness, or injury and require adjustments to the recruitment and selection process, please contact our Recruitment team for adjustment either via email or call 1-866-472-0935.
Others
All aspects of employment at [Company] are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. [Company] is proud to be an equal opportunity employer.