Job Description

Work Model: Remote, Hybrid Description There has never been a better time to be in the software engineering services business! As every organization faces the imperative to transform their products and services using digital technology, they need a partner to help them design and build their next generation digital products, platforms and experiences. GlobalLogic, A Hitachi Group Company, is a leader in digital engineering services. We\'re growing fast and quickly making a mark in the industry. This is a great time to join GlobalLogic! Role: As the Global Client Partner/Account Manager for the Travel and Hospitality BU, a GlobalLogic Top50 Account, you will manage and grow a $20M annual revenue account. Partnering with a Global Delivery Partner, you will be responsible for delivering year over year profitable net revenue growth and new sales. This role will report into the Vice President and P&L owner for the newly incubated Travel and Hospitality Cluster. Requirements 15+ years of experience in selling Digital Engineering / IT Consulting services selling to clients in the Travel and Hospitality sectors. Proven experience owning and growing existing portfolio of business at given clients and acquiring new clients. Proven experience independently running the entire sales cycle from start to finish and being responsible for sales, revenue and profitability of an account Deep industry domain knowledge that is relevant and credible across the client C-suite Demonstrated ability to proactively generate demand Consultative sales experience targeting relevant companies/businesses to help them to think differently to realize their goals Successful in finding and uncovering opportunities with net new and existing business areas, via creative prospecting tactics, leveraging LinkedIn to prospect key clients,account-based marketing, and hunting activities Consistent track record of using a repeatable sales process for successful deal finding, engaging, running and closing Highly motivated and professional, with excellent verbal, communication, presentation and social skills A rational, logical and analytical thinker Strong technical aptitude and passionate about technology sales Excellent listening skills with the attested ability to prioritize and complete multiple tasks to meet deadlines Self-starter able to work independently, while at the same time, inclusive, open and highly collaborative Willingness and desire to learn new things and ways to be more efficient and effectiveExcellent conflict resolution skills Bachelor\'s degree in a relevant discipline MBA qualifications preferred Job Responsibilities Generate net new business against a revenue quota which will be a key metric of your success Position GlobalLogic as a trusted partner with decision makers Establish a framework to Prospect-Evaluate-Propose-Close across the account by leveraging internal tools and best practices from the industry Customer success: Collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments and ensure customer success Maintain a deep understanding of the client\'s current business, including market positioning, products and services, organization structure and operations Develop and maintain (ie., on a monthly basis) an account plan that maps GlobalLogic offerings to the client\'s needs and how GlobalLogic services can help the client achieve its objectives Drive the execution of the account plan both internally and externally, including pulling together the appropriate internal resources to create and present proactive proposals, responding to requests for proposals, and ensuring that GlobalLogic\'s proposals bring to bear the best GlobalLogic thinking and are aligned to meet the client\'s needs Collaborate with other parts of GlobalLogic and other 3rd party vendors, if appropriate, to develop proposals that meet customer needs, identifying buyer values, orchestrating the end-to-end sales process, and performing necessary actions to significantly improve the chances of closing opportunities Develop and maintain a relationship map identifying client stakeholders, reporting relationships, existing relationship status, and the GlobalLogic resources responsible for each relationship and orchestrate relationship development activities across the account Understand each client stakeholder\'s unique needs and motivations while aligning to the decision-makers and influencers as a \'trusted advisor\' as well as understand and leverage other relationship dynamics to help establish trust, position GlobalLogic and secure business Take direct responsibility for a set of client relationship and proactively engage in insightful discussions to understand pain-points and priorities as well as articulate ways in which GlobalLogic can help the client achieve its objectives Ensure communications are at the right level and tailored to the client to increase overall effectiveness Work directly with client stakeholders to help identify issues, uncover actual needs, and provide a framework for evaluating possible solutions Work with GlobalLogic marketing to develop and execute an account-based marketing plan Understand GlobalLogic\'s service offerings, industry solutions, and case studies, and be able to share these as appropriate, including articulating GlobalLogic\'s corresponding value proposition Understand the broader vendor ecosystem that serves the client, and establish and maintain mutually beneficial relationships with select vendors Provide regular updates to the management as per the internal processes Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions Plan and lead both internal and external monthly and or quarterly business reviews Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast. Grow net revenue quarter over quarter, delivering year over year net revenue growth that is greater than (or equal to) GlobalLogic\'s overall year over year net revenue growth objective Increase gross margin percent year over year, ensuring gross margin is accretive to GlobalLogic\'s gross margin percent objective Generate and maintain a qualified pipeline of opportunities that is three (3) times greater than the overall net revenue target, including net new and renewals/extensions Work collaboratively with GlobalLogic practices to identify each practice areas applicability to the client and, if applicable, proactively develop conceptual proposals and jointly explore with the client Help create and foster an inclusive, one-team, client account team culture and ensure that GlobalLogic is bring the best of GlobalLogic to the client Actively seek input, guidance and coaching from peers and regional and BU leadership Continuously question existing ways of working, including engagement and commercial models, relentlessly seeking new ways to help the client achieve its objectives Proactively (and aggressively) pursue new relationships and business opportunities #LI-DP1 We Offer Exciting Projects: Come take your place at the forefront of digital transformation! With clients across all industries and sectors, we offer an opportunity to work on market-defining products using the latest technologies. Collaborative Environment: You can expand your skills by collaborating with a diverse team of highly talented people in an open, laidback environment - or even abroad in one of our global centers or client facilities! Work-Life Balance: GlobalLogic prioritizes work-life balance, which is why we offer flexible work schedules and opportunities to work from home. Professional Development: We provide continuing education classes, professional certification and training (technical, soft skills, language, and communication skills) to help you realize your professional goals. Being part of a global organization, there are additional learning opportunities through international knowledge exchanges. Excellent Benefits: We provide our employees with competitive salaries, health and life insurance, short-term and long-term disability insurance, a matched contribution 401K plan, flexible spending accounts, and PTO and holidays

foundit