Sr. Client Services Executive-Global Financial

World Wide Technology•Hartford, CT

10h•$150,000 - $180,000

About The Position

The Sr. Client Services Executive grows World Wide Technology’s services business by leading the services sales process for assigned Fortune 500 and enterprise accounts. The role uses a consultative approach to understand clients’ business challenges, identify technical-environment gaps, and develop technology solutions that deliver business outcomes. Solutions may involve infrastructure services, consulting services, multicloud architecture, cloud transformation, and business process transformation. The executive builds and maintains relationships with customer leaders, WWT teams, services partners, suppliers, and subcontractors, and is accountable for services revenue and profitability targets. The position also supports the full engagement lifecycle: gathering requirements, scoping work, developing budgets and pricing, structuring and negotiating complex deals, and preparing proposals and statements of work. After an engagement is awarded, the executive coordinates its setup and transition to delivery, participates in customer-facing kickoff and closeout activities, and helps resolve significant scope changes. The role includes developing cloud strategies and working with DevOps and Infrastructure as Code in client transformations. Travel is anticipated at 20%, depending on assigned accounts.

Requirements

Successful track record selling IT integration services to Fortune 500 clients.
Demonstrated individual business leadership abilities and a proven record of success in services sales.
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.
Adept at professional networking and building relationships with executive and decision-making managers.
Ability to operate in a leading-edge technical environment and stay abreast of next-generation technical solutions and related services.
Ability to profile and qualify target pursuits effectively.
Ability to provide in-depth technical discussions and direction to customers and internal WWT teams.
Ability to plan accounts with an extended team, establish relationships at all levels of customer organizations, and manage partner relationships.
Outstanding communication and organizational skills.
Experience in DevOps and Infrastructure as Code as part of client transformations.

Responsibilities

Lead the services sales process across assigned accounts and WWT’s 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.
Build and develop strong business relationships with assigned clients, WWT services partners, suppliers, and subcontractors.
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 risk 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.
Coordinate accurate engagement setup and smooth transition from the sales phase to service delivery after an award.
Participate in customer-facing project or program kickoffs to explain and clarify agreed objectives, scope, and deliverables.
Understand WWT service delivery organizations and incorporate lessons learned into future engagements.
Conduct 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 and improvement areas, and identify 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.
Provide thought leadership, apply methodologies, and manage architectural project elements; design and deliver solutions from concept through implementation in complex environments.
Communicate clearly and knowledgeably in writing and verbally, including communicating requests for information and potential conflicts to executive stakeholders and individual business and technical team members.