Client Services Executive - Northern California

World Wide Technology•San Francisco, CA

About The Position

The Client Services Executive leads WWT Services sales efforts for regional Fortune 500 and enterprise customers across all verticals in Northern California. The role develops and grows services business in assigned accounts and regions, serving as the primary point of contact for services sales and building trusted relationships with client leaders. In partnership with sales engineers, domain experts, account teams, and other stakeholders, the executive identifies customer needs and develops solutions across areas including Infrastructure Modernization, Multicloud Architecture, Security Transformation, Digital Experiences, and AI. The position leads the services sales process from opportunity development and requirements gathering through scoping, budgeting, pricing, proposal and statement-of-work development, negotiation, and closure. It also coordinates the transition of awarded engagements into service delivery, monitors services health and financials, and participates in project kickoffs and closeouts. WWT's services include Advisory, Lab, Supply Chain, Deployment, Strategic Staffing, Lifecycle, and AppDev services. Technology areas include Collaboration, Data & AI, Hybrid Cloud, Network, Storage, Compute, Security, Infrastructure Modernization, and Automation.

Requirements

Must live in Northern California.
Bachelor's or Master's degree, or equivalent experience.
10 years of related experience defining, selling, and delivering large-scale services engagements.
Ability to negotiate mutually agreeable outcomes in complex project or program scenarios with clients, partners, and WWT stakeholders.
Competency in analytical problem solving, customer and partner relationships, network products and technology expertise, project management, and strategic insight.
Strong written and verbal communication skills.

Responsibilities

Increase Services profitability and revenue in assigned accounts and regions.
Develop Services business in assigned accounts and regions, with support from other team members as needed.
Serve as the single point of contact for Services sales for assigned accounts and regions.
Establish and maintain contact with assigned clients, developing relationships with key clients in alignment with the overall account strategy.
Create and develop new Services opportunities in assigned accounts and regions.
Oversee sales of Services and all related programs and projects.
Monitor and report on Services health and finances for the region.
Track opportunities, forecast sales, and forecast future resource requirements.
Work with OEM services teams to increase awareness of WWT's Services portfolio in assigned geographies.
Conduct detailed requirements-gathering and scoping sessions with clients and WWT stakeholders.
Negotiate scope, pricing, delivery methodology, and approach with OEMs, suppliers, service delivery partners, and subcontractors.
Create work breakdown structures, preliminary resourcing plans, cost estimates, and pricing for Services engagements.
Develop and present preliminary proposals during the scoping and Services sales process.
Coordinate with WWT internal departments to create Services engagements that are set up for success.
Develop and present accurate, detailed statements of work that contractually protect WWT from scope creep and cost overruns.
After an engagement is awarded, work with SRC, PS, Finance, and other applicable teams to ensure the engagement is set up accurately.
Work with the PS team to transition engagements smoothly from sales into service delivery.
Participate in customer-facing project or program kickoffs managed by project managers to explain and clarify agreed objectives, scope, and deliverables.
Understand service delivery organization structures and apply lessons learned to future engagements.
Identify and develop additional Services opportunities in assigned accounts.
Lead difficult customer-facing discussions to address significant scope changes.
Identify staffing opportunities and engage WWT Strategic Sourcing team members to pursue them.
Participate in project or program closeout to confirm client satisfaction, gather lessons learned and improvement areas, and identify additional opportunities.