(Sr.) Engagement Manager- Telco vertical

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Company: $20B SI
Compensation: BASE $160K + 30% of BASE as BONUS
Type: Full Time
Location: OPEN

THE COMPANY
Our client is a world leader in consulting and information technology services. They successfully partner with Global 500 companies to provide end-to-end business solutions, from high level consulting through application development, systems integration, outsourcing and product engineering services. The company has an outstanding reputation for customer and employee satisfaction and retention. Through this success they are changing the landscape in today’s competitive consulting world with their global delivery model.

RESPONSIBILITIES
The Engagement Manager is responsible for all client interfaces within the assigned account scope. The EM works together with his manager (Sr. EM/Group EM) to build an account plan and is responsible for client management based on the account plan. Usually, the EM handles a single account or part of a large account, with an indicative annual book of business of up to $10 million. The jobholder has the following key responsibilities within the assigned account scope

• Client relationship management -managing relationships with operational client personnel - those directly involved with the client's presence
• Business Development - responsible for building a portfolio of up to $7-10M - driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations.
• Client delivery assurance - assuring the client of the commitment and driving the delivery process by working collaboratively with the Delivery Managers in the IBU
• Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different delivery managers or ECU resources.
• Taking Go-to-market solutions to accounts within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the IBU.
• Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope
• Account Planning and Governance - completely responsible for all Client Management processes - Plan-Sell-Deliver-Manage.
• Build an Account Plan for the account scope - with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addresses.
• Pricing decisions within the scope of the Master Services Agreement
• Pre-sales proposal support for new business development outside of account scope

QUALIFICATIONS

• The person must have deep consulting experience (12-15 years, with a minimum level of Senior Manager or AP)
• The person must understand the communications industry (preferably 5 plus years in delivery of projects for telco or telco equipment manufacturing)
• The person must have a proven track record of executive relationships and sales meeting or exceeding sales targets of 5-10M
• The person must understand account management and have had 3-6 year of account responsibilities after their delivery experiences.
• 5-7 years experience, with strong sales/relationship management experience
• Business Development experience required
• Experience in the High tech industry a plus
• Global Delivery Model experience a plus
• Previous experience managing large consulting engagement teams
• Combination of managing teams both on-site and off shore
• Experience with proposal creation
• Strong leadership skills
• Wide variety of IT and business consulting engagement experience
• Project management experience required
• Strong integration experience a plus
• Excellent interpersonal and presentation skills
• Ability to identify & close new business opportunities
• MBA or equivalent
• Some travel required

COMPENSATION
Base + bonus

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.