Client Account Executive

2 days ago

Canberra, Australia Unisys Full time

**We Believe in Better**

We are a global information technology company that builds high-performance, security-centric solutions that can help change the world. Enhancing people’s lives through secure, reliable advanced technology is our vision.

Our associates are at the forefront of everything we do, driving our clients’ successes while giving back to communities and making this world a safer and more secure place to live and work. Our success is a direct result of the work of our people who live and breathe our Core Beliefs. Simply put, we believe in better lives. Join us

**Learn more about Unisys and our key solution offerings**:Unisys, Stealth, CloudForte®, InteliServe

**What success looks like in this role**:
This **Client Account Executive **will work closely a Senior Client Executive fronting the respective account and with Unisys service and solutions providers to ensure well defined, business centric solutions are positioned with these clients.

**You will deliver value by**:

- Crafting well defined, new business sales strategies across your accounts and securing assigned new business (TCV) sales targets.
- Driving joint business planning with the client to identify and develop incremental opportunities that result in profitable revenue growth.
- Utilising consultative selling methodologies to shape and influence your clients strategic direction and to become a trusted advisor in assigned accounts
- Working with the senior Client Executive to identify and qualify new business opportunities and present a compelling business case to the Unisys pursuit decision board to obtain approval to pursue.
- Leading the development of winning sales strategies on complex pursuits including but not limited to competitive strategy, pricing, and negotiations and navigating the relationships with key influencers in the account.
- Leading the pursuit team and facilitates the resources needed to effectively close and deliver sales opportunities.
- Taking a leadership role in cross business unit interaction to present Unisys solutions to the client
- Supporting existing Client Executives in developing and maintaining client relationships at the C-level whilst developing appropriate control and governance procedures, within the client and Unisys
- Participating in the Strategic Account Planning cycle annually, bi-annual updates and keeps SFDC up to date weekly.
- Demonstrating an in-depth understanding of the full Unisys portfolio and its adjacency in providing solutions to clients.
- Leading the negotiation of contract renewals and additional services with clients
- Participating in client management meetings, at least quarterly, with senior client management to review current status/trends and recommend changes to improve performance and drive new business opportunities.

**#LI-AM1**

**You will be successful in this role if you have**:

- A bachelor's degree or a significant level of demonstrated experience in progressive sales and delivery in the Information Technology Outsourcing and managed services market
- Minimum Baseline Security or NV1 Clearance
- Undergraduate college degree or equivalent experience
- Possesses strong sales skills, knowledge and experience in consultative/solution selling methodology, IT outsourcing technical expertise and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Unisys value proposition
- Possesses C-level contacts and relationships
- Understands business drivers within the industry and emerging marketplace trends

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