What success looks like in this role:
-Leads the efforts of Client Executive teams within a territory or defined business segment.
-Manages and achieves assigned team revenue, TCV, and margin performance expectations. May assist with quota setting at the team / individual level.
-Manages the implementation of strategic sales methodologies in support of continuous pipeline development and new profitable business opportunities with existing clients.
-Provides guidance and structure to client management teams by supporting the development of detailed client account plans that drive profitable revenue growth that meets or exceeds assigned targets.
-Maintains effective client relationships with key senior-level decision makers and influencers in order to meet client business outcomes.
-Prepares and presents pipeline forecasts, performance metrics and trends to internal matrixed teams.
-Leads cross-collaboration efforts with internal stakeholders within a complex matrixed environment.
-Monitors the industry and the market for trends, opportunities and challenges.
-Mentors and provides guidance to less experienced Client Management leaders as well as Client Executives.
-Communicates and resolves concerns and related issues across client management teams.
-Ensures client management teams are continually updated on changes in direction, products, policies, expectations, processes and standards.
-Coaches, develops and manages the performance of client management teams to ensure they have the capabilities required to meet assigned annual targets, service, productivity, quality and optimization of client satisfaction.
#LI-DR1
You will be successful in this role if you have:
- 12+ years of IT sales or client management experience specifically in the IT outsourcing / services industry
- Experience managing a geographically dispersed sales organization and a client portfolio P&L of $50+M including reporting and metric assessment
- Proven track record of closing multiple deals in the $25M-$100M range
- Executive-level interpersonal, verbal, written and presentation skills, good listener, ability to provide a trusted voice at the decision-making table and be an advocate of Unisys vision and value proposition
- Demonstrated ability to build relationships at all levels including at the CXO level
- Experience in proactively growing client relationships within an account portfolio while expanding their understanding of the client's businesses
- Demonstrated history of meeting and exceeding quarterly and annual growth goals and building strong pipelines
- Passionate about learning and demonstrates a growth mindset
- Experience with onsite/offshore model and working in a multi-cultural environment
- Deep knowledge of manages services and the competitive landscape
This role may require access to export-controlled commodities and technology. Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.
Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.
This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at GlobalRecruiting@unisys.com or alternatively Toll Free: 888-560-1782 (Prompt 4). US job seekers can find more information about Unisys’ EEO commitment here.
