Client Engagement Manager
Temenos
San José, Costa Rica
hace 5 días

KEY RESPONSIBILITIES

  • Develops a strong understanding of each target client’s business, operations, and industry trends. Understands the client’s strategic business and technology goals : develops an account penetration plan and then proactively communicates how and when a client can benefit from Temenos services and solutions.
  • Proactively coordinates / teams with License Sales.

  • Works with RSD to develop and drive profitable business directly or through partners based on projected account potential and service line capability.
  • Develops and maintains long-term professional relationships with client managers who would be key decision-makers or influencers in the purchase of professional services.
  • Pursues potential sale, drives for closure and secures the sale.

  • Maintains ongoing communication throughout the life of the account.
  • Works with the client to clearly define the business problem. Develops a solution framework with services that are responsive to the need.
  • Tests for acceptance by the client and obtains interest to pursue formal proposal development. Takes the process to closure with a completed service-lead sale.

  • Qualifies and responds to RFPs / RFIs, in conjunction with centralized proposal specialists, on larger, new business opportunities.
  • As part of the account team, advises regarding the client’s business needs and desired solutions, during the proposal development process.

    Works with the delivery team led by the Area Service Manager (ASM)) to scope and generate estimates for proposals and initiate participation from key players.

    Reviews and recommends revisions to the final proposal design. Jointly presents the proposed business solution to the client for acceptance.

  • Once work is sold, monitors progress and provides client feedback to the appropriate authority within Temenos for action.
  • For clients with locations in multiple regions, coordinates activities through appropriate channels to ensure seamless delivery.

    Remains involved for the entire life of the account.

  • Monitors performance of partners engaged on their territory to determine impact on Temenos’ image and credibility with the client.
  • Recommends remedial action, as required.

  • Drives the Weekly Deal Review Process through effective use of Sarc and Risk Management tools.
  • Contributes to the improved efficiency of the businessdevelopment function by participating in the development and deployment of thefollowing tools / templates : marketing collateral, proposal templates, estimatingtools integrated with our methodology, service agreement and SOW templates,reference databases, resume databases, etc.
  • SKILLS & EXPERIENCE

  • Typically requires 6 or more years in business, preferably consulting, with 2 years in enterprise application software implementation and 3 years selling integrated business solutions to accounts of $20 million or more, and ideally at least 1 year managing large integrated client solution projects.
  • Industry experience in Temenos’ targeted industry of banking solutions is desirable.
  • B.A. / B.S. in IT, business, marketing, strategic planning, or related area preferred, or equivalent work experience.
  • Technical understanding of Banking / Wealth Management products and related services.
  • Thinks creatively and encourages others to take reasoned risks to achieve value-added results.
  • Develops working relationships with clients and individuals in other business units by understanding their perspectives and issues.
  • Has a strong understanding of technical, cost and risk implications of potential solutions and incorporates these into recommendations.
  • Stays current on technical trends in areas of expertise.
  • Skilled in the art of consultative selling and negotiating techniques, giving and getting accurate information.
  • Able to work with minimal direction but promotes an open flow of information so those all concerned are well informed.
  • Provides clear direction, establishing clear and achievable goals and standards.
  • Organizes time effectively and determines the right resources needed to effectively perform job assignments.
  • Actively works to improve relationships with others by understanding their perspectives and issues and works toward win-win solutions.
  • Demonstrates a proven ability to exceed customer expectations and incorporate customer service into all aspects of the work plan.
  • Understands the impact and implications of political, social, economic, technological and competitive trends on Temenos and client organizations.
  • Develops solutions that consider potential impacts on client’s business position.
  • Possesses the technical skill and knowledge to share appropriate information with clients and co-workers, and responds to concerns with timely, meaningful, fact-based, and constructive feedback.
  • Partners and worksclosely with clients to further understand and anticipate their needs.
  • WHY TEMENOS

  • You will work at the cutting edge of technology innovation; we challenge the status quo and are transforming banking every day.
  • You will experience in a fast-paced environment, ambitious team; we look forwards and continuously strive to be the best.
  • You will be part of a team that values integrity; we support each other and keep our promises.
  • You will be able to work freely, flexibly and true to your authentic self; we champion diversity.
  • You will be joining a global and diverse family that works together through the good times and bad; we care deeply about each other and our clients.
  • You will experience what we call Temenosity!
  • We value applications from people from all walks of life; if you are excited to be part of our journey and want to make a real impact, we would love to hear from you.

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