Principal, Client Executive

6 months ago

Canberra, Australia Unisys Full time

What success looks like in this role:

Manages and delivers client programs centred around Unisys Digital Workplace Services offerings (initially) with focus to which grow into multiple service streams including applications, cloud, and infrastructure. Manages orders, revenue, and gross margin for the total lifetime of the contract. Leads the governance and reporting structure for the account team and the client. Collaborates with the delivery team to effectively map professional relationships and accountabilities. Establishes clear communication channels with the customer from both a strategic and operational perspective. Leads the regular Operational Business Reviews, pipeline, and forecasting reviews with other members of the account team. Conducts periodic meetings with clients and delivery teams (e.g., daily status updates, service level requirement reviews, continuous improvement, change control and other informal meetings). Promotes customer advocacy and owns the escalation and complaint management strategy for the account. Works in collaboration with client, Sales, third party suppliers and Commercial management to negotiate and win contract renewals. Leads the development of winning sales strategies on complex pursuits. Works with Sales to identify and qualify new business opportunities and presents compelling business case to pursuit decision board to obtain pre-sales resources. Leads the pursuit team and facilitates the resources needed to effectively close and deliver sales opportunities. Develops and maintains a pipeline of new opportunities while closing existing opportunities. Account Size Australia - ~15M AUD ACV 

#LI-AL1

You will be successful in this role if you have:

Requires a bachelor's degree, or equivalent experience. A depth of experience previously working as a Client Executive/Account Manager and also has knowledge in delivery within the IT manages services market Proven track record in growth of account, 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. Proven sales experience within Australian Federal Government Departments. Must retain NV1 Security Clearance, must work on client site, must be Canberra based.

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.

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