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SalaryPosition Title: Client Relationship ManagerLocation: Melbourne, Australia
Reports To: Client PartnerAbout CognizantCognizant (NASDAQ: CTSH) is a leading provider of information technology, consulting, and business process services, dedicated to helping the world's leading companies build and run stronger businesses.Cognizant combines a passion for client satisfaction, technology innovation, deep industry and business process expertise, and a global, collaborative workforce that embodies the future of work. Cognizant is a member of the NASDAQ-100, the S&P 500, the Forbes Global 2000, and is ranked among the top performing and fastest growing technology companies in the world.In Asia Pacific (APAC), Cognizant has strong presence in key growth markets including Australia, New Zealand, Singapore, India, Thailand, Malaysia, Japan, China, Hong Kong, UAE, Saudi. It has grown rapidly in these regions and is now poised for exponential expansion. We are now seeking entrepreneurial leaders with a trail blazing track record of growth to fuel the next stage of Cognizant’s growth ambitions in Australia.Our CultureYour passion, integrity, creativity, and experience are integral to Cognizant's success in Australia. You will be welcomed into a dynamic and expanding global professional services leader in Technology, IT and Business Consulting. We take pride in our partnership with our clients, so your ability to bring our unique value proposition to customers, add value, and provide exceptional client experienced will be fundamental to your success. In return, you will be empowered with opportunities to develop your career and collaborate with talented colleagues in a supportive, diverse, and inclusive work environment.As a truly global company, we foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills.Job SummaryClient Relationship Managers (CRMs) are key contributors to the market and commercial side of Cognizant’s Business. CRMs work with Client Partners and Industry Leads and act as business owners for assigned accounts, managing the day-to-day activities and the P&L of these accounts. They proactively identify new and expansion opportunities on accounts and plan for and close the extension of existing agreements.This role will have responsibility for pursuing a set BFSI portfolio in Australia. The scope of the portfolio includes a cornerstone Big 4 bank, with potential for new account inclusions as the role progresses & Cognizant grows.The CRM is a key client facing role for Cognizant responsible for creating a positive client experience at all levels of the client organisation, including executives and senior management. The role requires significant commitment, sales and business acumen, leadership qualities, and motivation to perform well.Responsibilities:Account Growth:
- Proactive Selling: Identify, create and close new business opportunities through understanding of technology, operations, and consulting
- RFP Response: Understand customer industry trends and challenges to deliver tailored proposals.
- Continuous Engagement: Maintain Client Relationships through networking and regular meetings (coffees, lunches, events.)
- Health Checks of Current Portfolio: Review performance and address issues as/before they arise
- Orchestrating Customer Practices/Service Lines-Delivery for Fulfilling Demand: Ensure that resource allocation aligns with customer needs and orchestrate internal practices/service lines in delivery to fulfil demand.
- Responding to staffing needs: Understand the nature of staffing requirements, engage respective Service Lines for scoping and sizing, negotiate with customer on team composition (onsite-offshore, seniority etc.) to ensure successful delivery while meeting/exceeding billing rate targets.
- Continuous Engagement: Maintain relationships through meetings, coffees, lunches, events.
- Health Checks of Current Portfolio: Review performance and address issues. This involves reviewing performance and addressing issues.
- Governance: Participate in formal governance meetings. This involves participating in formal governance meetings.
- Escalation Resolution: Be the point of contact for any escalations. This involves being the point of contact for any escalations.
- Client Profitability Management: Manage portfolio CP engagement and track improvements. This involves managing portfolio CP engagement and tracking improvements.
- Invoicing & Accounts Receivables: Ensure timely generation and payment of invoices.
- Revenue Forecasting: Provide accurate internal revenue forecasting. This involves providing accurate internal revenue forecasting.
- Experience in client facing roles within Banking and Financial Services
- Minimum 8 years of experience in a client facing role in a consulting firm or an account/engagement management role in the IT professional services offshore/outsourcing industry.
- Experience managing Client P&L of $20 + Million dollars including reporting and metric assessment for the account.
- Undergraduate and / or MBA degree
- Strong background in a project environment and application development.
- Familiarity with Agile design and development methodologies.
- Proven ability to contribute to new business development efforts and to lead and manage multiple tasks in a dynamic environment
- Detail oriented and able to manage and maintain all facets of complex assignments.
- Demonstrable problem solving abilities with the aptitude to identify strategic solutions to business problems with enterprise-wide implications
- Demonstrates the flexibility to work among diverse corporate environments, industries and technical and non-technical audiences
- High responsiveness to a changing landscape of priorities, timelines, and client requirements.
- Outstanding interpersonal, written and presentation skills.
