What success looks like in this role:
- Manages and delivers client programs centred around Unisys Digital Workplace Services offerings (initially) with focus to which grow into multiple service streams including applications, cloud, and infrastructure.
- Manages orders, revenue, and gross margin for the total lifetime of the contract.
- Leads the governance and reporting structure for the account team and the client.
- Collaborates with the delivery team to effectively map professional relationships and accountabilities.
- Establishes clear communication channels with the customer from both a strategic and operational perspective.
- Leads the regular Operational Business Reviews, pipeline, and forecasting reviews with other members of the account team.
- Conducts periodic meetings with clients and delivery teams (e.g., daily status updates, service level requirement reviews, continuous improvement, change control and other informal meetings).
- Promotes customer advocacy and owns the escalation and complaint management strategy for the account.
- Works in collaboration with client, Sales, third party suppliers and Commercial management to negotiate and win contract renewals.
- Leads the development of winning sales strategies on complex pursuits.
- Works with Sales to identify and qualify new business opportunities and presents compelling business case to pursuit decision board to obtain pre-sales resources.
- Leads the pursuit team and facilitates the resources needed to effectively close and deliver sales opportunities.
- Develops and maintains a pipeline of new opportunities while closing existing opportunities.
- Account Size Australia - ~15M AUD ACV
- Requires a bachelor's degree, or equivalent experience.
- A depth of experience previously working as a Client Executive/Account Manager and also has knowledge in delivery within the IT manages services market
- Proven track record in growth of account, knowledge and experience in consultative/solution selling methodology, IT outsourcing technical expertise and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Unisys value proposition.
- Possesses C-level contacts and relationships.
- Understands business drivers within the industry and emerging marketplace trends.
- Proven sales experience within Australian Federal Government Departments.
- Must retain NV1 Security Clearance, must work on client site, must be Canberra based.