KEY RESPONSIBILITIES FOR WORKING AS CLIENT PARTNER

Take a look at all the indicative items that you are required to do under each category
Revenue Management
Drives revenue/ profit growth targets in defined customer accounts through support from Business Relationship
Managers in one's team
Creates and captures emerging business opportunities within customers.
Cross sells/ Up sells and focuses on relationship development with the strategic customer accounts.
Creates strategy for revenue growth in customer accounts with support from other OUs of the organization
Client Management
Ensures customer requirements are determined and met appropriately with the aim of enhancing customer
satisfaction index
Participates in client presentations and establishes futuristic business alliances
Delivery Management
Ensures that the statutory and regulatory requirements applicable to the account are studied, discussed and
included as relevant during the Requirements Development/ Analysis phases of the projects in their
domain/account.
Regularly tracks the project dashboards and reports to ensure consistent improvement in SLA compliance
Monitors key metrics (Such as utilization/ onsite-offshore ratios/ billing efficiency, etc.) on a regular basis.
Plans for initiatives and actions to be taken up towards achieving cost optimization within the account for
improving service standard
Ascertains potential weak areas in delivery and devises corrective course of action to ensure on time & defect
free delivery.
Ensures cross-geographic synergies in project management & delivery execution by sharing of best-practices
across projects/ sub-units in the OU
Resource Planning
Optimally utilizes the resources towards effective implementation of development & delivery plans
Constantly collaborates with concerned stakeholders to ensuretimely availability of resources for delivery
Asset Management
Ensures standard project requirements are consolidated to build a knowledge base for future reference
Effectively collaborates with the projects to facilitate creation of reusable assets
Personal Development
Monitors gaps in one's own required competencies and enrolls for relevant learning programs to bridge gaps in
competencies
Creates a development plan vis-a-vis ones aspirational role in discussion with the manager
Team Management
Identifies & assigns appropriate roles to direct reports
Sets reasonable, challenging and clear performance goals for direct reports, monitors performance & provides
appropriate feedback
Supports & provides guidance to team to achieve personal, team & professional goals
Tracks competency gaps that exist among team members & ensures that relevant learning programs/
appropriate tasks are assigned
Fosters continuous improvement of the Employee Satisfaction Index ithin the OU
Identifies and grooms successors for key positions within the OU
DESIRED ATTRIBUTES FOR CLIENT PARTNER
Client Partner is measured based on
Negotiation Skill
Achieves win-win outcomes by identifying common interests, clarifying the same and achieving consensus or
compromise. Is able to articulate organizati ...

Customer Orientation
Focuses on discovering customers needs and finding out how to best meet them. Works to create customer
focused services and solutions.

Impact & Influence

Effectively influencing others positively facilitates change and motivates them to follow a required course of
action. Gets results impactfully commun ...

Coaching
Ability of an individual to facilitate the continuous development of individual & organizational competencies,
developing others potential through the ...

Business Acumen
Ability to demonstrate an understanding of industry trends, business concepts, opportunities, threats &
constraints in the environment in which the or ...

KEY RESPONSIBILITIES FOR WORKING AS BUSINESS DEVELOPMENT

MANAGER
Take a look at all the indicative items that you are required to do under each category
Acquiring new clients and/or selling new business solutions to existing clients
Creates and qualifies new sales opportunities
Identifies new customer needs/ business/ technology trends for potential offerings using Trends Implications
Possibilities and Solutions (TIPS)
Closes deals through a balanced negotiation on sizing, costing and pricing
Actions as per the commitments given to clients to endure Experience Certainty
Designs the opportunity/ bid win strategies
Ensures delivery of value messaging through competitive sales messaging
Takes responsibilities of large bids as assigned
Achieves Revenue & Pipeline Targets through Demand Creation
TIPS creation - Studies current trends and Market analysis reports and creates / refines TIPS collaboratively
Identifies the right buying zone/doors
Identifies all the key people likely to be connected to the opportunities and creates a Relationship Suite along
with Domain / Technology experts & IOU delivery teams
Prepares Entry Value Statement (EVS) and High Gain Questions (HGQ) along with pre-sales, domain /
technology experts and delivery
Identifies the Client's Critical Success Factors (CSFs) and collaboratively prepares Value Propositions that
addresses the CSFs
Identifies the potential solutions/ offerings
Ownership of targets
Owns and ensures achievement of agreed sales targets (Total Estimated Contract Value & Sales Order Booked
Value)
Achieves targets for realizable revenue commitments
Maintains high win rate for qualified opportunities
Exceeds minimum approved profitability for bids
Converts target prospects into Clients
Achieves Go-to-Market Offering Campaign targets
Collaboration & Networking
Works with IOU teams in identifying and targeting client opportunities along with Domain & Technology Experts
Coordinates with pre-sales team and supports the delivery team during proposal writing
Works with marketing team on competitive market intelligence
Liaises with external vendors / alliances and evaluates the offerings available with them and customizes to create
new offerings as per the client requirements
Builds relationships with the alliance/ advisory partners
Builds a political landscape to strengthen relationships using powerful network
Planning
Participates in Forecasting and Sales planning for the vertical / region through market analysis & frames market
trends
Conduct relevant customer research to understand the prospects / clients organization and its executives in
details
Involves other units during early stages of sales (team formation at TIPS creation stage itself)
Corporate Governance & Reporting
Creates and disseminates information in required formats to concerned stakeholders
Captures all sales opportunities and registers in the CRM system with quality daat apart from complying with
various other systems
Ensures compliance to Bid Process
Participates in Corporate Social Responsibility (CSR) events along with the prospective clients
Personal Development
Monitors gaps in one's own required competencies and enrolls for relevant learning programs to bridge gaps in
the competencies
Creates a personal development plan in discussion with supervisor and solicits coaching to enhance one's
competencies
Creates a development plan vis-a-vis ones aspirational role in discussion with supervisor