Client Relationship Manager

Cognizant Technology Solutions • Costa Mesa, CA

276d • $165,000 - $175,000

About The Position

Client Relationship Managers are key contributors to commercial side of Cognizant IT and Consulting Business. They support the Client Partner and act as business owners for assigned accounts, leading the day-to-day activities and P&L of these accounts. The CRM works with delivery teams to enhance backlog, optimizing the resource mix and navigating scope changes to ensure client expectations are met. They work towards establishing a positive client experience. A CRM's shared measures are margin, revenue, client satisfaction & employee retention. CRM role-specific measures are renewal win rates, revenue, and margin. Cognizant Technology Solutions is currently seeking a highly skilled Client Relationship Manager who will be responsible for a growing payer client in the western United States. Client Relationship Managers play a key role in our growth and are tasked with rapid business expansion within their assigned account(s), including managing business development and delivery objectives, top and bottom-line P&L, customer satisfaction, and the overall Account relationship for one or more key account(s).

Requirements

• 15+ years of experience in a client facing role or account leadership role in the IT professional services or management consulting firm.
• Experience of leading diverse teams, experience of cultivating and collaborating in a multi-cultural environment.
• Strong knowledge of US healthcare, the associated technology landscape and trends.
• A strong performance track record of managing different portfolios ranging from sales, new sales, programs and existing annuity business.
• A strong relationship-oriented bent of mind, demonstrated capabilities in building and sustaining relationships.
• Strategic thinking and confidence and ability to plan and stay the course.
• Must be able to navigate a large organization, work in a multi-dimensional matrix and have the power of persuasion through content and confidence.
• Strong executive presence and gravitas.
• MBA or bachelor's degree OR equivalent combination of education, training, and experience.

Nice To Haves

• The candidate must bring in experience, insight, and credibility in the US Healthcare Payer domain.
• The candidate must be able to work in a dynamic, entrepreneurial environment.
• Experience of leading and closing large deals in managed services (multi-million $ and multi-year contracts).

Responsibilities

• Balance business development and sales responsibilities and be responsible for managing high quality delivery while developing strategies and tactics for further penetrating the account and cross-selling Cognizant's emerging services.
• Drive profitable growth of the account relationship through identifying and overseeing the closure of new, renewal, and expansion opportunities.
• Understand the customer's specific business needs and apply service/process knowledge to meet those needs, additionally, to identify critical initiatives that help the client's business to achieve their goals.
• Work to grow the client relationship by identifying new business opportunities.
• Build and maintain relationships across various levels in the client organization, build a partner map to position the team and management. Have regular meetings and interface with the customer decision makers and influencers.
• Collaborate with multiple service lines, innovation teams and business teams in Cognizant to formulate a business plan and execute it for the account relationship.
• Actively drive execution of the innovation agenda for the portfolio.
• Be actively involved in deal reviews, developing solutions, proposal responses, creating an executive summary for the proposal, and ensure timely submission with appropriate internal approvals.
• Identify and forge partnerships and tap into existing alliance partnerships of Cognizant to grow the account.
• End-to-end management of the account operations including account forecasting, budgeting, and overall P&L.
• Manage accountability against Measurable Revenue/Profit Growth within set timelines.
• Focus on developing a plan on increasing the visibility of Cognizant in the account and in the industry.

Benefits

• Medical/Dental/Vision/Life Insurance
• Paid holidays plus Paid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability
• Paid Parental Leave
• Employee Stock Purchase Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree