Client Services Executive - Financial Services

World Wide Technology•Newark, NJ

About The Position

The Sr. Client Services Executive grows WWT’s services business with assigned large financial services accounts by leading services sales, building client and partner relationships, identifying opportunities, and closing business to meet or exceed sales targets. The role uses a consultative, technology-focused approach to address client business challenges and deliver business outcomes through WWT services, including infrastructure services, consulting services, and multicloud architecture. The position leads sales across WWT’s services portfolio and enterprise integration engagements, with emphasis on enterprise consulting, cloud, and business process transformation. It includes developing cloud strategies, business cases, application assessments and migration plans, application optimization, and cloud operating models. The executive scopes engagements, develops estimates and pricing, negotiates complex deals, and prepares and presents proposals and statements of work. After an engagement is awarded, the executive coordinates its setup and transition to service delivery, participates in project kickoffs and closeouts, resolves scope changes, and identifies follow-on opportunities. 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 one or more domains.
Ability to network professionally and build 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, including working with an extended team.
Ability to establish relationships at all levels of a customer organization and manage partner relationships.
Outstanding communication and organizational skills.
Demonstrated individual business leadership and a proven record of success leading sales across a diverse services portfolio.
Experience leading large enterprise integration engagements, particularly enterprise consulting services involving cloud and business process transformation.
Ability to provide thought leadership in applying methodologies and managing architectural project elements.
Ability to design and deliver innovative solutions from concept through implementation in complex environments.
Ability to communicate clearly and knowledgeably in writing and verbally, including communicating requests for information and potential conflicts to executive stakeholders and team members across business and technical disciplines.
Experience in DevOps and Infrastructure as Code as part of client transformations.
Willingness to travel, anticipated at 20% depending on assigned accounts.

Responsibilities

Use a consultative approach to solve clients’ business challenges through technology and deliver business outcomes through WWT services.
Create and identify services opportunities in assigned accounts and build a pipeline that meets or exceeds thresholds.
Attain or exceed services profitability and revenue targets.
Serve as the single point of contact for services sales in assigned accounts.
Build and develop strong business relationships with assigned clients and WWT services partners.
Conduct requirements-gathering and scoping sessions with clients and WWT stakeholders, using Project Scoping Workshops when appropriate.
Develop accurate proposals and statements of work, with support from other team members as needed.
Structure complex deals and negotiate agreement terms with clients.
Negotiate with WWT suppliers, OEMs, service delivery partners, and subcontractors on scope, pricing, delivery methodology, and approach.
Create work breakdown structures, preliminary resourcing plans, cost estimates, and pricing for services engagements.
Develop and present detailed proposals and statements of work that protect WWT from scope creep, cost overruns, and other risks.
After an engagement is awarded, coordinate with internal teams to ensure it is set up accurately and transitions smoothly into 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 surface additional opportunities.
Develop cloud strategies, including business case development, application assessment and migration planning, application optimization, and cloud operating models.
Collaborate with and lead services sales teams responsible for writing and presenting proposals to prospective clients.