Client Partner, Key Accounts UK&I (#3518)

N-iX is a global software development service company that helps businesses across the world develop successful software products. Founded in 2002, N-iX has come a long way and increased its presence in nine countries spanning Europe, the US, and Latin America. Today, we are a strong community of 2,000+ professionals and a reliable partner for global industry leaders and Fortune 500 companies. 

Currently, we are looking for the Сlient Partner Key Accounts to join our Client Partnership organization in London. As a Senior Client Partner, you will be working with both N-iX Delivery organization and our Key Clients Accounts representatives in the UK and Ireland to maintain high level of satisfaction through multiple years of partnership and generate and convert mutually beneficial business opportunities. You will be responsible for identifying and developing opportunities for business growth within an assigned portfolio of priority accounts. You will ensure client satisfaction by cultivating and maintaining strong, long-lasting client relationships, driving value for both the client and the organization. Among N-iX’s key accounts are well-known companies from Fortune 100 / Fortune 500 lists and well-established mature technology businesses that develop their flagship software products and systems with N-iX for some time already.

Responsibilities:

1. Account Planning and Development:

• On an ongoing basis, gain client and market insight by documenting industry trends, competitor activities, client business and technology strategies.
• Develop and maintain account map that outlines the structure of the client organization.
• Identify account growth targets (white space, offering matches) and run regular account team reviews to agree actions to pursue.
• Support the development and maintenance of a master account plan and strategy for retaining and expanding the account.
• Develop tactics/goals for achieving strategy, aligning organizational responsibility for achieving results and tracking progress for regular internal progress analysis and any re-allocation or re-prioritization.
• Creates, maintains up-to-date account study, stakeholders map and contacts.
• Registers and updates as appropriate, all opportunities and offering matches

2. Develop & Maintain Client Relationships:

• Develop and maintain deep, trust-based relationships with key stakeholders in relation to ongoing client satisfaction and business development.
• Establish regular cadence of meetings with existing buyers at account.
• Schedules regular business reviews, ensures relevant attendees’ participation, contributes to the business review agenda and content, identifies new opportunities for up-sale/cross-sale with clients within the assigned portfolio.
• Proactively monitors any migrating stakeholders, identifies the relevant offering matches for them and maintains connections for prospecting.

3. Account Expansion:

• Set meetings with new leaders (prospects) identified in the Account Plan (outreach, warm introductions, partnerships, internal referrals from existing buyers, etc.).
• Qualify client needs and generate new sales opportunities.
• Manage sales opportunities through the sales stages, including getting the appropriate teams involved in the sales pursuit.
• Coordinate sales discovery meetings with the client to uncover client’s pain, budget and decision process.
• Create company services and expertise presentations and deliver them to the target audience.
• Develops the proposals in collaboration with account teams for cooperation within the identified opportunities.
• Keeps track of the SOW/PO/Contract expiration dates and ensure actions taken with account team and customers to prolongate their contracts.
• Report on account status and ensure alignment across key internal stakeholders.
• Track and report on account development activities according to established procedures.

4. Manage Client Satisfaction:

• Identifies the client contacts to participate in N-iX regular CSAT surveys. Interprets the results of CSAT and performs incidents communication as well as resolution planning with appropriate stakeholders according to the established procedures.
• Proactively seeks any client satisfaction risks or issues and notifies the account team and a direct manager about them. Work with delivery leaders and appropriate stakeholders to ensure corrective action plans are developed and implemented to maintain client satisfaction.
• Obtains permissions for cooperation disclosure on N-iX website and other marketing materials.
• Help draft case studies for work completed with the client. Capture engagement highlights (client situation, solution N-iX was hired to deliver, Activities we performed, result delivered).

Qualifications:

• M. Sc in economics, computer science, applied math, business administration,
  marketing or similar.
• 5+ years of experience in IT service companies and at least 1 year as part of technical,
  sales, project or account management teams.
• Strong English.
• Understanding of typical services/cooperation models in IT outsourcing business and
  corresponding commercial terms.
• Business documentation and business correspondence. Understanding of how to
  prepare bids, offers, commercial proposals, RFIs, RFPs.
• Experience working with CRM (Salesforce, HubSpot or similar).
• Proactive, outspoken, effective communicator and presenter, with high EQ.
• Disciplined, results oriented person.
• Has ability to travel for business trips.