CES Account Partner

Job Description:

Consulting Account Partner Job Description

Summary

The Consulting Account Partner leads the go to market activity to grow one client or a defined cluster of similar clients for Consulting and Engineering Services (CES). Responsible for developing and executing the multi-year business development strategy, and for providing sponsorship for the delivery of CES professional services. Serves as the trusted advisor and primary business contact for the client. Establishes a business-oriented advisory presence for DXC with the client. Acts as a strategic partner to secure initial consulting engagements (“land”) by understanding client pain points and offering tailored solutions. Build trust and deepen relationships to broaden the scope of engagement (“expand”).

Proactively creates client satisfaction by addressing concerns, ensuring alignment with business objectives, and leading the narrative with the client. Ensures that practice profit objectives, sales revenue targets, personal utilization and revenue goals are met.

Essential Job Functions

• Develops the account plan to drive client value and revenue for DXC.
• Ensures that the action items and sales opportunities identified in the account plan are executed in the timeline identified.
• Orchestrates the DXC account team to focus on the client value propositions. Oversees cross-business unit CES engagements. Is the single “R” in the RASIC for achieving financial and strategic objectives.
• Builds strategic partnerships with client decision-makers and influencers. Demonstrates a deep understanding of client business and provides relevant points of view and thought leadership.
• Collaborates with delivery teams to highlight success and create client advocates.
• Influences decisions and direction at the executive level.
• Develops compelling strategies and win theme both for specific proposals and spanning multiple proposals. Is the single “R” for sales pursuits.
• Builds an atmosphere of collaboration and trust with both the client and the account team.
• Manages offering resources active in the account. Assesses their performance and development.
• Employs “land and expand” approach to secure initial wins and to convert them to broader, multidimensional engagements. Cross-sells and upsells for maximum client value and CES revenue.

Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience
• Master's degree in business administration or related field preferred
• Twelve or more years of industry or client relationship experience
• Seven or more years of relevant consulting experience included
• Five or more years of leadership roles such as driving account strategy, or complex project oversight
• Experience working with concepts, practices, and procedures in the assigned industry
• Experience selling and delivering solutions to multi-national clients

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