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Client Executive Commercial Dallas

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Dallas, TX

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Position Summary\/Responsibilities Client Executive Unisys has an exciting opportunity for a Client Executive to join our Enterprise Solutions team to support a public sector client of ours in the\u00a0Dallas area. This Client Executive will have responsibility for managing the client relationship, identify new business, scope and expansion. This person will also be dotted line manager to the delivery team, be involved in business development, revenue growth, profitability of the assigned P&L, customer satisfaction and building customer loyalty through continuous improvement and focused innovation initiatives in a multi-year engagement.. Additionally, they will provide leadership in business planning by developing and maintaining business relationships with the client at the CxO level, business partners, channels, integrators and subcontractors.\u00a0 Key Responsibilities\/Outcomes\u00a0 1. Manages and delivers client programs which may involve multiple service streams. Manages orders, revenue and gross margin for the total lifetime of the contract to achieve assigned targets by ensuring adherence to the client contract, while also controlling scope through the use of Joint Responsibility Matrix (JRM). Responsible for the successful planning and implementation of the contracted services where success criteria includes meeting cost, schedule, performance and quality requirements through the effective interaction with the related service lines, solutioning groups and the client. Leads delivery resources to achieve assigned service level agreements (SLA's). Interprets and executes the requirements and acts as an advisor to service line managers to meet the plans and schedules. Leads remediation plans to resolve technical or operational problems through the entire life cycle of the client engagement (transition, transformation and steady state).\u00a0 2. Utilizes consultative selling methodologies to shape and influence the clients\u2019 strategic direction and to become a trusted advisor in assigned accounts. Develops and builds client relationships at the C-level and proactively gains understanding of the client\u2019s business problems. Drives the joint client business planning process with the client to identify appropriate solutions and services and works closely with Sales to lead all phases of business development 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.\u00a0 3. Defines the governance and reporting structure for the account team and the client. Collaborates with the delivery team to effectively map professional relationships and accountabilities and ensure the governance is adhered to throughout the contract. Establishes clear communication channels with the customer from both a strategic and operational perspective. Leads the regular service performance reviews including monthly Project Status Reviews. 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.\u00a0 4. Works in collaboration with client, Sales, 3rd party suppliers and Commercial management to negotiate and win contract renewals. Leads the development of winning sales strategies on complex pursuits including but not limited to competitive strategy, pricing, negotiations and navigating the relationships with key influencers in the account. 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.\u00a0 5. Accountable for overall client satisfaction, conducting client satisfaction surveys and establishing action plans to address client issues\/concerns. Responsible for developing the account as a loyal, referenceable Unisys advocate and ensures Unisys remains a vendor of choice for the client.\u00a0 6. Owns and maintains the reporting and forecasting requirements for the assigned account and escalates financial or other issues to 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.\u00a0 7. Develops personal skills and knowledge of industry\/market sector, clients\u2019 business challenges and the impact of potential future changes. Demonstrates an in-depth understanding of the full Unisys portfolio and its adjacency in providing solutions to clients. Leads the sales and delivery of a full range of services and solutions into the assigned accounts and proactively finds new opportunities to leverage and cross sell the full Unisys portfolio.\u00a0 Requirements Requires a Bachelor\u2019s degree and a minimum of 12 years of experience with 10 years with a progressive sales in and delivery experience in the Information Technology Outsourcing market. Undergraduate college degree or equivalent experience. Strong sales skills, 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. C-level contacts and relationships. Understands business drivers within the industry and emerging marketplace trends.\u00a0 Key Metrics Account P&L Customer Satisfaction Revenue Growth SLA Achievement Referenceability Aged debt Do you have what it takes to be mission-critical? Unisys offers a very competitive benefits package including health insurance coverage from first day of employment, a 401k with an immediately vested company match, vacation and educational benefits. To learn more about Unisys visit us at\ Unisys is an Equal Opportunity Employer (EEO).\u00a0Minorities, Females, Disabled Persons, and Veterans.

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Company Profile
We specialize in helping clients secure their operations, increase the efficiency and utilization of their data centers, enhance support to their end users and constituents, and modernize their enterprise applications. To provide these services and solutions, we bring together offerings and capabilities in outsourcing services, systems integration and consulting services, infrastructure services, maintenance services, and high-end server technology.

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