Sutherland is a global leader in driving business and digital transformation, and exceptional experiences along the entire journey of our client’s engagement with their customers. With over 35 years of experience, we combine deep domain expertise and extensive knowledge in proven optimization with both proprietary and partnered tools and platforms to drive growth, efficiency, and productivity across organizations.
Sutherland brings together our people, processes, products and platforms across cognitive artificial intelligence (AI), intelligent automation, advance analytics and digital services to create unique solutions for the industries that we service. The core values of remaining agile, outside-the-box thinking, uncompromising integrity and flawless execution are key pillars of the company.
We serve marque brands across Healthcare, Insurance, Banking and Financial Services, Communications, Media and Entertainment, Technology, Travel and Logistics and Retail. Sutherland has 212 unique and independent inventions associated with several patent grants in critical technologies in the US and UK. Leveraging this IP and combining it with our platforms, domain expertise, engineering and digital expertise and collaborative partnerships, we are a team of 40,000 delivering tailored services and solutions driving tangible results at scale for our clients.
About Job Profile
Position: Client Director
Experience: 10-15 Years
Job Description:
We are seeking a highly skilled and experienced Client Director to join our team. The Client Director will play a pivotal role in driving business growth by effectively managing and growing key client accounts. This role encompasses various responsibilities including account farming, pre-sales activities, customer relationship management, and overseeing delivery processes. Additionally, the ideal candidate will have a strong background in cloud computing, automation, and analytics.
Responsibilities:
• Account Farming: Develop and implement strategies to nurture and grow existing client accounts, ensuring client satisfaction, and identifying opportunities for upselling and cross selling.
• Pre-sales: Collaborate with the sales team to support pre-sales activities, including proposal development, solution design, and client presentations. Provide technical expertise and guidance throughout the sales process.
• Customer Relationship Management: Build and maintain strong relationships with clients, acting as a trusted advisor. Understand their business objectives, anticipate their needs, and align our services and solutions to meet their requirements.
• Delivery Oversight: Collaborate closely with delivery teams to ensure successful project execution, adherence to timelines, and high-quality service delivery. Act as a point of escalation for any client-related issues or concerns.
• Industry Knowledge: Stay up to date with industry trends and emerging technologies, particularly in cloud computing, automation, and analytics. Leverage this knowledge to provide insights and recommendations to clients, positioning our offerings as innovative solutions.
• Experience: Minimum of 10+ years of experience in a similar client-facing role, preferably within the IT or technology consulting industry. Demonstrated experience in account management, pre-sales, and customer relationship management is essential.
• Technical Expertise: Strong understanding and experience working with cloud technologies, automation solutions, and analytics platforms. Familiarity with industry-leading tools and frameworks is highly desirable.
• Business Acumen: Ability to understand clients' business objectives and challenges and translate them into actionable solutions. A solid understanding of market dynamics, competitive landscape, and industry trends is required.
• Communication Skills: Excellent verbal and written communication skills. The candidate should be adept at presenting complex technical concepts in a clear and concise manner to both technical and non-technical stakeholders.
• Leadership Abilities: Proven leadership skills with the ability to influence and motivate cross functional teams. Strong problem-solving and decision-making capabilities are necessary.
• Customer-focused: A strong customer-centric approach with a passion for delivering exceptional client experiences. Ability to build and maintain long-term relationships based on trust and value.
Career path:
• Step towards becoming Full lifecycle business leaders with end-end responsibility – Be the Individual CEO for the bouquet of accounts of Sutherland.
• Offers a chance to work with diverse teams and an unparalleled fast-track growth opportunity to become a client partner within 2 years. Accountable for:
• Grow wallet share from our existing customers by becoming a trusted advisor and consultative selling – Target wallet share to increase 2X in 12 months.
• Set up a digital innovation office for customers leveraging deep industry knowledge of how digital transformation is changing in the industry.
• Drive new digital initiatives and develop innovative business model solutions to differentiate Sutherland in the digital marketplace.
• Collaborate across the organization to architect and delivery integrated digital solutions to win new deals.
• Driving customer engagement & showcasing value in all MBR/QBR meetings
• Establish connections and build a deeper relationship with key decision makers and influencers.
What are we looking for:
• MBA (Tier-1) B school with 10+ years of work experience.
• Experience working with CIOs/CTOs as a client director and in an advisory role
• Experience in constructing and executing large deals (10Mn+)
• Should have experience in growing existing accounts.
• Experience in Delivering Digital Transformation engagements with Customers (Cloud, Digital Assurance, Process Automation, Data Transformation, etc)
• Ability to partner with CXOs of global companies and engage customers in Digital and Cloud Conversations.
• Passionate about solving customers’ problems by working together with diverse teams.
• Ability to engage with top analysts such as Gartner, and IDC to present industry perspectives.
• Ability to Collaborate with IT OEM and Partners such as Oracle, SAP, Salesforce, AWS, etc. to develop joint GTM.
MBA (Tier-1) B school
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