Senior Client Partner / Senior Vice President (Tech) - Qualitest Group

Qualitest is looking for a Senior Client Partner / Senior Vice President to work from our US-based (West Coast – Bay area, Seattle) office.

Overview:

• Reports into the Qualitest MD for Americas, working out of the West Coast Bay area.
• Directly responsible for partnering with one or more large and strategic technology clients, who are one of the top-5 tech giants in the US and are global in nature.
• Ownership and accountability for client engagement, collaborating with internal and client stakeholders to provide complete solutions and capabilities to deliver client outcomes.
• Accountable for the global P&L, client and employee satisfaction for the engagement.
• Shape and drive initiatives to accelerate revenue growth, improve P&L, build and execute strategic growth plan for the client engagement.
• Collaborate with Marketing, Inside Sales, Account Management, delivery management and Centers of Excellence to develop strategic plans to accelerate revenue and margin performance.

Business objectives of the role:

• Objective: Build deep client relationships, accelerate revenue and margin growth, operate client engagement in a global operating model, deliver services across Qualitest services spectrum for a large Technology client based out of west coast.
• Success will be measured by:
• Increase in revenue and $ACV pipeline.
• Expansion of pipeline across all services.
• Improvement in Gross Margins. GM%
• Relationships with current senior stakeholders, building new relationships in lines of business, creating opportunities for cross-sell and upsell of services.
• Revenue growth and pipeline growth for AI data services (Real world data that are input to fine-tune AI algorithms).
• Tracking of pipeline growth metrics.
• e.g. qualified leads, weighted $ ACV, % win rates

Key activities of the role:

• Resolve customer concerns and requests efficiently.
• Build, assess and continuously improve account strategies to meet financial and operational targets.
• Build new client relationships through meetings, presentations, calls, networking, and campaigns.
• Coach, mentor and guide account managers into building deeper client relationships and solution capability for the individual lines of business that they operate in.
• Monitor client satisfaction and update strategies when necessary.
• Create business proposals, solution construct, pricing strategies for clients and management.
• Negotiate new business contracts with clients.
• Offer services, IPs, solutions and consultations for clients.
• Build a global operating model for the client to operate uniformly across regions and provide a cohesive set of services and delivery metrics.
• Encourage sales among current and new clients within the account.
• Work across leadership team to design and implement specific GTM initiatives:
• Improving customer insights (e.g. win/loss analysis) and competitor insights (e.g. go-to-market strategies and investments).
• Refine sales strategy, develop strategic campaigns, build muscle to address growth areas.
• Identify priority services, target personas.
• Making the business case for strategic investments to penetrate the addressable market.
• Optimize best practice playbooks, processes, role definitions:
• Account planning and account management (up-sell, cross-sell).
• Expand footprint in newer lines of business within client.
• Collaboration with Centers of Excellence (pre-sales technical experts).
• Optimize weekly and monthly revenue management meetings.
• Prepare materials for monthly business reviews, forecast reviews and margin improvement plans.

Direct reports (see Appendix A for detail):

• Account managers for client.
• Onshore delivery leaders.
• Onshore operations leader.
• Background on Qualitest, and why you should join.
• Background on Qualitest (see separate pdf).
• Strong sponsorship for driving one of the largest technology accounts at Qualitest.
• A data-driven, fast pace company culture.
• Rapid decision making.
• Ability to make strategic investments.
• Ability to create break-through results stories.
• Highly innovative business e.g. use of AI across the Software Development Lifecycle, building leading-edge solutions for this client.

APPENDIX A: QT functions that this role can influence (as Strategic client partner):

• New Logos: Team leader and sales reps.
• Industry Sector leader and Account Managers.
• Specialist sales people e.g. specific service lines.
• AI Data services sales.
• Market-facing CoE tech experts.

Qualifications:

• Significant recent experience managing client's account with a track record of closing large, muti-year deals (must have directly worked with/be working with client, relationships established, etc.).
• Should have spent time in a sales, account management, or other customer-facing role at consulting companies.
• 18-20 years of work experience in managing clients and P&L.
• Experience working with Technology industry giants and having built prior relationships.
• Proven expertise in managing and building $75M+ global accounts.
• Background in B2B Enterprise Sales, large deals ($5M+ individual contracts).
• Ideally customized project-based deals (not selling a ‘product’).
• Ideally IT services engagements that have a mix of modern technologies.
• Experience collaborating closely with B2B sales and delivery teams.
• Background in consulting.
• Data-driven approach.
• Strong communication (verbal and written).
• Structured approach to large engagement management (OKRs, milestones, resourcing etc.).
• But will also need to collaborate closely with functions based in India e.g. Marketing, Inside Sales, Centre of Excellence (Technical expertise).
• Also need to collaborate with teams in UK / EMEA.

Benefits:
Why QualiTest?

• Be a part of a company who strives to support for diversity and inclusion in the workplace – we are one, we are many at Qualitest. Celebrate culture, share knowledge with engineers from around the globe, and inspire each other through our differences. We have more than 40% women and around 120 different nationalities. Local and global opportunities – we offer you internal rotation and international mobility opportunities to grow your career.
• Clear view of your career and progression with the company – Qualitest is growing massively (since 2021 – tripled our employees base – we now have more than 8,000 engineers) and giving you the opportunity to grow with us.
• Work hard and play harder with our flexible and casual culture. Take a break from work and join an employee event, or enjoy the amenities and games provided from one of our Employees Centers.Save your earnings and prepare for your future by enrolling in our 401k plan where Qualitest will match your contributions accelerating your savings plan.
• Take care of health with enrollment into one of our competitive healthcare benefits. Qualitest will match towards your HSA if you choose to participate.
• Never stop experimenting and learning with QCraft – our Learning & Development platform: 50,000+ courses, 300+ virtual labs, mentorship and leadership programs, professional tribes, sponsored certifications, and much more.
• Stay active and get rewarded with our Corporate Wellness Program. We pay your Gym membership and giving you opportunities to Earn additional vacation times for attendance the gym!
• Earn bonuses via our Client Referral and Employee Referral Program’s. Refer and earn – tap your network for net-worth.
• We recognize our employees work via our Qudos platform - You can earn bonuses and spot awards by celebrating your and your peers’ achievements.
• Planning a vacation? Looking for car insurance? Get access to Qualitest Employee Perks for discounts on anything from travel to electronics. With so many offerings the savings are endless!
• A Competitive pay, the base salary range for the role is $230,000 - $250,000 and annual bonus.
• Intrigued to find more about us?

Visit our website at https://www.qualitestgroup.com/

If you like what you have read, send us your resume and let’s start talking!