Client Relationship Executive

C5MI Insight

5h•Hybrid

About The Position

The Client Relationship Executive is responsible for building, managing, and expanding client relationships to drive long-term business value for both the client and C5MI. This role serves as a trusted advisor, ensuring client satisfaction, identifying growth opportunities, and coordinating internal teams to deliver high-quality solutions aligned with client needs and organizational capabilities. This individual is responsible for building the relationships between C5MI and clients, helping to market C5MI’s services and capabilities, as well as the planning and penetration of target areas within the client’s organization.

Requirements

Bachelor’s degree in Business, Management, Information Technology, or a related field with 8 years of experience as a relationship and/or business development manager and 5 years of experience (with a proven track record) in captures and sales.
In lieu of degree, then 10+ years of experience as a relationship and/or business development manager and 7+ years of experience (with a proven track record) in captures and sales.
Working knowledge of competitive and teaming landscape and a proven ability to assemble teams/teaming relationships.
Expertise in driving call plans and developing value propositions.
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients.
Demonstrated ability to leverage pre-existing network of clients or contacts in the marketplace.
Success in playing a leading role within an account team framework
Ability to influence and lead cross-functional teams in client pursuits.
Strong background in crafting and delivering proposals.
Strong analytical and problem-solving skills with a proven ability to exercise initiative, judgment, and discretion.
Excellent communication, negotiation, and presentation skills.
Experience supporting government or highly regulated clients.
Ability to adapt and adjust strategies based on changing market conditions and client feedback.
Ability to travel up to 20-60%, on average, based on the work/clients assigned.

Nice To Haves

Experience in the consulting, professional services, or enterprise technology environments (e.g., SAP, supply chain or digital transformation).
Familiarity with CRM tools and account management processes.

Responsibilities

Establishes strong, trusted advisor relationships with key client executives by engaging in meaningful conversations that match the client's priorities and current trends, and leads sales efforts based on these relationships.
Develops a broad understanding of C5MI’s capabilities to bring the best C5MI resources to address client issues.
Develop strategic and tactical plans to solve our clients’ most demanding challenges.
Demonstrates valuable industry perspective with consideration of the client’s mission and translating those insights into opportunities.
Identifies creative ideas for new products and services for the client.
Establishes relationships with small and large businesses and product vendors within the client’s ecosystem to drive additional “sell with” and “sell through” opportunities.
Leads strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes.
Identifies and builds “greenfield” client relationships, leveraging personal, professional, and C5MI networks.
Identifies and influences key decision-makers at all levels within the client organization.
Navigates the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand-off to the delivery team.
Provides growth, account and pursuit teams with deep knowledge of the clients’ engagement history, culture, organizational structure, competitive landscape, and differentiators from the client’s perspective.
Represents C5MI professionally in client meetings, presentations, and industry or networking events.
Collaborates with internal stakeholders to support strategic growth/account planning and forecasting.
Contributes to continuous improvement of client relationship management practices.
Adheres to all certified processes as part of our commitment to maintaining the highest standards of quality and information security, which includes actively participating in quality assurance activities and ensuring the protection of sensitive information in accordance with our security policies.
Performs other related tasks as assigned by direct supervisor.