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Business Relationship Manager (Major Accounts - Account Manager) at Unisys

Posted in Other 30+ days ago.

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Type: Full Time
Location: Blue Bell, Pennsylvania

Job Description:

Business Relationship Manager

Role Purpose
Responsible for new business development, customer satisfaction and nurturing the existing customer relationship assisting the Unisys client executives to sell Unisys offerings into existing clients. Business development activities would involve selling company's entire portfolio of IT Outsourcing services, Consulting, Products, BPO and Platform Services in customer organization.

Responsible for regional and/or business unit responsibility for, business development, revenue growth, customer satisfaction and building customer loyalty through continuous improvement and focused innovation initiatives in a multi-year engagement. Manages a single region, agency or subset of an account. Provides leadership in business planning by developing and maintaining business relationships with the client at the CxO level, business partners, channels, integrators and subcontractors.

Key Responsibilities/Outcomes
*Ensures that client executive has the required support so that the various client business units are fully embedded into account plans and that we execute on the agreed account strategy.
*Utilizes consultative selling methodologies to shape and influence the clients' strategic direction and to become a trusted advisor in assigned account.
*Develops and builds client relationships at the C-level and proactively gains understanding of the client's business problems.
*Drives the joint client business planning process with the client and CE to identify appropriate solutions and services to drive innovative change and achieve the growth strategy in the account. Identifies and develops incremental opportunities that result in profitable revenue growth measured annually.
*Works in collaboration with client, CE, 3rd party suppliers and Commercial management to negotiate and win contract renewals and expansions.
*Leads the development of winning sales strategies on complex pursuits including but not limited to competitive strategy, pricing, and negotiations.
*Navigates the relationships with key influencers in the account.
*Works with CE 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 at the client while closing existing opportunities.
*Owns and maintains the reporting and forecasting requirements for the assigned area of the account and escalates financial or other issues to CE/senior leadership on a timely basis to mitigate any account risk. Ensures clients are billed in a timely manner and clients pay promptly per the terms of their contract.
*Quickly resolves issues that ensure we maintain momentum to the sales process.
*Mentors, teaches, and shares best practices with others.

Key Qualifications
*Bachelor's degree or equivalent experience and a minimum of 10 years of sales, business development, sales experience
*History of consistent and successful quota attainment.
*Experienced in managing revenues of $5.1M+ per year.
*Has strong competitor awareness.
*Self-starter and demonstrates independence with managing work.
*Driven, enthusiastic, persistent, confident, and highly motivated.
*Ability to work in a team environment, including leading multi-disciplinary teams of peers.
*Strong ability to persuade, be strategic, motivate, and influence others.
*Excellent systems knowledge: Microsoft Office Suite programs and internet.
*Business level fluency in more than one language desirable.
*Willingness to travel, as needed.

Key Metrics
Meets or exceeds TCV and revenue quota img height=1 width=1 border=0 src= /