Client Relationship Manager

The role:

A Cognizant CRM strengthens and grows the companys relationships with existing and target clients to retain existing Cognizant business whilst also identifying new opportunities to increase revenue. For this role your portfolio will be of our Banking and Insurance clients where you will be connecting with key business influencers and decision-makers to further develop the relationships. Maintaining the core Cognizant values in all client interactions to ensure satisfaction and a consistent high-level experience is critical.

As part of the role, you will also seek out strategic new logos within the Banking and Insurance industry. You will be adept at not only farming accounts, but you will also have proven success in acquiring and capitalising on new growth logos. To help you succeed, you will be an active networker and be well connected within the Banking and Insurance industry in New Zealand.

The nature of the role means that you will need to be equally comfortable engaging at the CxO level, as you are with business SMEs. You will work in close proximity with the key decision-makers within the customer environment to build a strong bond and ensure that the full range of solutions and services that Cognizant offers are well known to the customer and that opportunities for further engagement are identified and actioned. The role will suit those who enjoy developing and maintaining long-term relationships whilst also enjoying hunting for new business within both existing accounts, and net new logos (approximately 70/30% split existing/ new).

While you will be part of the Markets Team, reporting to the portfolio Client Partner, you will also find yourself regularly bringing together cross-functional internal teams to deliver thought leadership and client solutions.

Key deliverables:

• Build strong relationships with allocated existing and new clients to promote Cognizant as the partner of choice.
• Always be seeking and identifying additional opportunities for further engagement with the customer in line with Cognizants capabilities
• Achieve revenue, margin and ACV/ TCV targets.
• Ensuring effective management of clients P&L.
• Provide accurate revenue forecasts and maintain pipeline tracking
• Engage in a productive and focused dialogue with the customer to consultatively scope their requirements, understanding business requirements and desired outcomes.
• Continuously maintain and develop the account pursuit plan with on-time and on-budget delivery, consistently looking to improve quality and profitability.
• Work with all groups within Cognizant, to ensure client satisfaction and timely response to client queries.
• Ensure delivery of excellence, that the quality of the service provided meets contractual requirements, legal obligations, and organisational policies and procedures.
• Own the dialogue and initiation of renewal of contracts
• Support the sales and account strategy and work closely with pre-sales and technical resources to create compelling propositions to deliver upon this.
• Negotiate contracts and close agreements to maximize profits.
• Identify additional opportunities for further engagement with the customer in line with Cognizants capabilities and actively promote these capabilities and new service/product offerings.

Required Experience:

• The successful candidate will have 8-10 years experience and have held responsibility for an enterprise portfolio of clients.
• Experience in acquisition of new logos - selling consulting and professional services.
• Experience of technical and delivery in one or more of Infrastructure, Cloud Migration and Digital Transformation, Data and AI
• Proven track record of closing $2-$10m+ NZD deals
• Consistent quarterly and yearly quota achievement using consultative solution selling
• Bachelors degree preferred but not mandatory with equivalent experience.
• Experience of working for a large global or international organisation preferred.

Top Reasons to Join Our Team:

• Excellent compensation/benefits. A strong financial incentive package that includes a solid base salary with a highly attractive commissions plan, and an excellent benefits package.
• Wide exposure to industry, product, and functional best practices; as well as world-class teams supporting your sales pursuits.
• Supportive management team that rewards initiative & success.
• An exciting, industry leading practice where you can truly build a long-term career.
• Congenial, collaborative, and success-oriented culture; the opportunity to work with and learn from a diverse, highly experienced team of business professionals.
• Tremendous opportunities for growth with a real career path promoting career advancement both locally and internationally.