Client Services Executive - Financial Services

World Wide Technology•Charlotte, NC

About The Position

The Client Services Executive grows World Wide Technology’s services business in assigned large financial services accounts. The role leads the services sales process, builds client and partner relationships, identifies and creates opportunities, and closes business to meet or exceed sales targets. Using a consultative approach, the executive helps clients solve business challenges through technology and deliver business outcomes through WWT services, including infrastructure services, consulting, cloud, and business process transformation. The position involves leading large enterprise integration engagements and services sales teams; scoping work; preparing budgets, pricing, proposals, and statements of work; structuring and negotiating complex deals; and coordinating the transition of awarded engagements into service delivery. It also develops cloud strategies covering business cases, application assessments and migration planning, application optimization, and cloud operating models. Travel is anticipated at 20%, depending on assigned accounts.

Requirements

A successful track record selling IT integration services to Fortune 500 financial services clients.
Experience in one or more of the following 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 build professional networks and relationships with executive and decision-making managers.
Ability to operate in a leading-edge technical environment and stay current on 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 lead in-depth technical discussions and provide direction to customers and internal WWT teams.
Critical skills in account planning with an extended team, establishing relationships at all levels of customer organizations, and managing partner relationships.
Outstanding communication and organizational skills.
Demonstrated individual business leadership and a proven record of success leading sales processes across a diverse services portfolio.
Experience leading large enterprise integration engagements, particularly in enterprise consulting services related to 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 at executive level and across business and technical teams.
Ability to scope new work, prepare budgets and pricing, and create and deliver proposals and statements of work.

Responsibilities

Lead the services sales process across assigned accounts and WWT’s diverse services portfolio.
Use a consultative approach to solve clients’ business challenges through technology and deliver business outcomes through WWT services.
Identify and create services opportunities in assigned accounts and build a pipeline that meets or exceeds thresholds.
Attain 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, using Project Scoping Workshops when appropriate.
Develop proposals and statements of work, including budgets, pricing, work breakdown structures, preliminary resourcing plans, cost estimates, and contractual protections.
Structure complex deals and negotiate agreement terms with clients.
Negotiate scope, pricing, delivery methodology, and approach with WWT suppliers, OEMs, service delivery partners, and subcontractors.
Lead services sales teams responsible for writing and presenting proposals to prospective clients.
Coordinate with internal teams to ensure awarded engagements are set up accurately and transition smoothly into service delivery.
Participate in customer-facing project and program kickoffs to explain and clarify agreed objectives, scope, and deliverables.
Conduct customer-facing discussions to address and resolve significant scope changes.
Understand WWT service delivery organizations and apply lessons learned to future engagements.
Identify staffing opportunities and engage WWT Strategic Sourcing team members to pursue them.
Participate in project and program closeouts to confirm client satisfaction, gather lessons learned, and identify further opportunities.
Develop cloud strategies, including business case development, application assessment and migration planning, application optimization, and cloud operating models.
Apply DevOps and Infrastructure as Code experience as part of client transformations.