Client Services Executive - Financial Services

World Wide Technology•St. Louis, MO

About The Position

The Client Services Executive grows World Wide Technology’s services business by leading the services sales process for assigned financial services accounts. The role uses a consultative approach to understand clients’ business challenges and deliver business outcomes through technology services, including infrastructure services, consulting, cloud, and business process transformation. The executive builds client and partner relationships, identifies opportunities, develops a pipeline, and closes business to meet or exceed revenue and profitability targets. The position also scopes engagements and develops budgets, pricing, proposals, and statements of work. It structures complex deals, negotiates with clients and suppliers, and coordinates the transition of awarded work from sales to service delivery. The role collaborates with sales engineering, service delivery, sourcing, and other internal teams; participates in project kickoffs and closeouts; and helps resolve scope changes. Cloud strategy work may include business case development, application assessment and migration planning, application optimization, and cloud operating models. Travel is anticipated at 20%, depending on assigned accounts.

Requirements

Successful track record selling IT integration services to Fortune 500 financial services clients.
Experience in one or more of these technical areas: IT networking, private or public cloud, infrastructure automation, DevOps, agile application development, or cybersecurity.
Broad understanding of technology domains across infrastructure and application development, with expertise in at least one area.
Ability to build professional relationships with executive and decision-making managers.
Ability to operate in a leading-edge technical environment and stay current with next-generation technical solutions and related services.
Comfort working in a fast-paced, collegial, knowledge-focused organization.
Ability to profile and qualify target pursuits effectively.
Ability to conduct in-depth technical discussions and provide direction to customers and internal WWT teams.
Account-planning skills and ability to work with an extended team.
Ability to establish relationships at all levels of customer organizations and manage partner relationships.
Outstanding communication and organizational skills.
Demonstrated individual business leadership and a successful track record leading services sales processes across a diverse services portfolio.
Experience leading large enterprise integration engagements, particularly in enterprise consulting services involving cloud and business process transformation.
Ability to communicate requests for information and potential conflicts clearly to executive stakeholders and team members across business and technical disciplines.
Experience collaborating with and leading services sales teams responsible for writing and presenting proposals.
Experience with DevOps and Infrastructure as Code as part of client transformations.

Responsibilities

Use a consultative approach to solve clients’ business challenges through technology and WWT services.
Create and identify services opportunities in assigned accounts.
Build a services opportunity pipeline that meets or exceeds thresholds.
Meet or exceed services profitability and revenue sales targets.
Serve as the single point of contact for services sales in assigned accounts.
Establish and develop business relationships with assigned clients and WWT services partners.
Conduct requirements-gathering and scoping sessions with clients and WWT stakeholders; use Project Scoping Workshops when appropriate.
Develop proposals and statements of work, with support from other team members as needed.
Structure complex deals and negotiate agreement terms with clients.
Negotiate scope, pricing, delivery methodology, and approach with OEMs, service delivery partners, and subcontractors.
Create work breakdown structures, preliminary resourcing plans, cost estimates, and pricing for services engagements.
Present detailed, accurate proposals and statements of work that protect WWT from scope creep, cost overruns, and other risks.
After an engagement is awarded, work with internal teams to ensure it is set up accurately.
Coordinate a smooth transition from sales to service delivery.
Participate in customer-facing project or program kickoffs to explain and clarify agreed objectives, scope, and deliverables.
Understand WWT service delivery organizations and apply lessons learned to future engagements.
Lead difficult customer-facing discussions to address and resolve 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, identify improvements, and uncover additional opportunities.
Develop cloud strategies, including business cases, application assessments and migration plans, application optimization, and cloud operating models.
Lead services sales teams in preparing and presenting proposals to prospective clients.
Provide thought leadership in applying methodologies and managing architectural project elements.
Design and deliver innovative solutions from concept through implementation in complex environments.
Communicate clearly in writing and verbally with executive-level stakeholders and business and technical team members.
Travel as needed; anticipated travel is 20%, depending on assigned accounts.