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As a Client Partner, you will play a pivotal role in fostering strong relationships with our clients, understanding their business needs, and ensuring the successful delivery of our technology solutions. The ideal candidate will have a proven track record in account management, excellent communication skills, and a deep understanding of engineering and technology services.
Desired Profile:
8-10+ years of experience selling software development and IT services with HLS clients.
Proven track record of success in selling Product Engineering, Digital Transformation, and Cloud, Data Analytics, Domain-Centric (for example, Clinical, Regulatory, Manufacturing but not limited to) services into the HLS industry, consistently over-achieving client acquisition and sales revenue targets.
Knowledge of software engineering concepts and technologies to communicate with technical stakeholders effectively. Past software engineering or product management experience is a plus.
Strong local contact base and access to alumni and industry associations.
Experience with vendor selection processes, including RFI, RFP issuance, and response management. Led and won deals of at least $5 million independently.
High Emotional Intelligence.
Demonstrated strong personal communication and presentation skills to establish interest, credibility, and trust.
Ability to manage complex negotiations with senior-level business and technology executives.
Ability to think creatively to develop innovative solutions and propose complex business models that address client needs.
Strong organizational skills and ability to handle multiple activities in a dynamic, changing environment.
Key Responsibilities:
As a sales team member, execute business development, offering positioning and sales strategies to initiate conversations with target accounts and other new logos within HLS.
Develop strong, long-term relationships with senior management at new logos within HLS.
Arrange executive meetings with prospective clients in HLS sectors.
Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentations, demos/POCs, RFI response, client workshops, RFP submission, negotiation, and deal signing.
Provide support to customers during the initial phases of an engagement. Follow up and ensure total client satisfaction through the relationship's life cycle.
Demonstrate in-depth understanding and expertise in HLS areas and provide guidance to through education, consultative approach to addressing challenges and generating opportunities.
Work closely with Xoriant’s presales/architecture/CTO teams to ensure that proposed offerings and services fully meet business and technology needs.
Contribute to lead generation, prospecting, and other sales management goals to build an optimal sales pipeline.
Provide feedback/input on overall strategy around products, solutions and services for HLS.
Maintain relevant info in CRM regarding sales activities, forecasts, cost estimates, progress on leads/opportunities, and results.
Achieve monthly, quarterly, and annual sales targets established by the Vertical Leader.
Stay informed about industry trends, competitor activities, and market conditions. Attend conferences, meetings, and industry events.
Work closely with marketing team to showcase Xoriant’s capabilities in HLS.
Identify opportunities for upselling or cross-selling additional services.
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