Client Relationship Manager

Phoenix, AZ

Client Relationship Managers (CRM) are key contributors to the commercial side Cognizant IT and Consulting Business. They support the Client Partner and act as business owners for assigned accounts, managing the day-to-day activities and P&L of these accounts. They proactively identify new and expansion opportunities on accounts and plan for and close the extension of existing agreements. The CRM works with delivery teams to maximize backlog, optimizing the resource mix and navigating scope changes to ensure client expectations are met. They work towards establishing a positive client experience through delivery excellence. This role is a highly visible and challenging opportunity and requires high amount of commitment, business acumen, leadership qualities and motivated attitude to perform well.

Key Responsibilities

  • Drive profitable growth of the account relationship within the Energy & Utilities industry
  • Manage accountability against Measurable Revenue and Profit Growth within set timelines 
  • Review the performance metrics of the account with the delivery, operations and finance teams
  • Be part of senior management reviews for the performance metrics of the account relationship
  • Collaborate with multiple service lines, innovation teams and business teams in Cognizant to formulate and execute a business plan for the account relationship
  • Have regular meetings and interface with the customer decision-makers and influencers
  • Have a complete understanding of the relationship position within the account
  • Be responsible for execution and customer satisfaction in all the revenue portfolios within the account
  • Identify and forge partnerships and tap into existing alliance partnerships of Cognizant to grow the account
  • Actively drive execution of the innovation agenda for the portfolio
  • Focus on developing a plan on increasing the visibility of Cognizant in the account relationship and in the industry

Required Qualifications   

  • Bachelor's degree required or equivalent combination of education, training, and experience
  • 8+ years of experience in a consultative, client-facing or account manager leadership role within the Energy & Utilities industry
  • 5+ years’ experience managing different portfolios - ranging from sales, new sales, programs, and existing annuity business
  • Prior experience managing a client P&L of $10M, including reporting and metric assessment for the account
  • Recent experience working for IT professional services or management consulting firm
  • Recent experience managing global service delivery model(s)
  • Experience presenting to C-level executives and senior business and technology leaders - must be persuasive and influential
  • Proven record of building and maintaining long-term relationships at senior (CXO and CXO-1) levels
  • In depth understanding of business, technology and services solution domains
  • Strategic thinking and the confidence and ability to plan ahead and stay the course
  • Must be able to navigate a large organization, work in a multi-dimensional matrix and have the power of persuasion through content and confidence
  • Strong executive presence and gravitas
  • Excellent problem solving, business communication (written & oral), and client management skills are essential
  • Knowledge of value articulation principals including client ROI and appropriate storyboarding techniques
  • Knowledge of client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions
  • Ability to conceptualize, analyze, create blueprint for business transformations and present solutions in industry domain
  • History managing diverse teams, cultivating and collaborating in a multi-cultural environment

Preferred Qualifications

  • MBA degree preferred
  • Advanced knowledge of Six Sigma
  • Understanding and thought leadership in technology, services and business trends that have direct and indirect impacts on the outcomes of the customer and our organization

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