Client Partner- ISVs + IBM relationship
Bristlecone is looking for a client partner to manage an exciting portfolio of ISV clients in the North America region including the coveted IBM relationship. Our unique solutions for ISVs including the Smart integration, data engineering and enterprise AI offerings make Bristlecone a partner of choice for technology driven software product companies
The client partner is a critical role within Bristlecone, responsible for managing a portfolio of high growth accounts. This is a consultative sales role focused on account strategy, revenue growth, innovative solutioning and CSAT.
Essential requirements and skills:
At least ten years’ experience in technology services selling or a similar role
Domain and technology skills
Experience in managing clients in the enterprise software product industry. Experience managing IBM as a client is highly desired.
Strong understanding of the megatrends in the software products, enterprise AI, SaaS industries.
Ability to advise clients on the best fit technologies and operational models to adopt for revenue acceleration and market dominance.
Understanding of the software development lifecycle, agile methodologies.
Sales/consulting/ soft skills
Proven track record of retaining and growing accounts
Excellent interpersonal, written, and verbal communication skills
A solutions-focused, collaborative approach to work
Proactive, creative, and innovative – able to contribute new ideas and support the wider team
Keen to learn and develop own skills, and to share learning with others
ROLE DETAILS
The Client Partner is a proactive commercial role for sustained profitable growth of Bristlecone’s business with customers / clients. They are responsible to Sell, Manage and Expand Bristlecone’s business and relationship with the customer/client.
Client Partners are responsible for:
Sales/conversion and onboarding
Understanding client’s Business and Technology strategy
Analyzing client needs and developing subsequent plans of activity to meet the client’s needs
Overview of account delivery against objectives –customer satisfaction and retention
The Client Partner is responsible for delivering an outstanding level of project support to clients that
encourages repeat business. They help lead and inspire all of Bristlecone’s stakeholders.
KEY RESPONSIBILITIES & ACCOUNTABILITIES
Own several client accounts. For each of these accounts.:
Build strong client relationships
Understand the business and technological needs of the client considering their business objectives and use this knowledge to develop effective solutions and KPIs using Bristlecone’s service offerings
Develop and effectively communicate a range of solutions (that achieve the client’s business objectives) with the client (at all levels of the Client’s management team) and be able to strongly influence the client in their decision about which is the best’ solution.
Identify and discuss ways that Bristlecone can deliver services (that achieve the client’s business objectives).
Develop, Propose, own’, help implement and help manage Client Technology Plans (detailing agreed solutions) including price, quality and timescales.
Ensure that these projects are delivered to agreed price/quality/time. Seek and gain approval for any changes in project scope.
Regularly report/present to the client on the success of various projects delivered and the status of the overall plans to increase Bristlecone’s wallet share of outsourcing spend.
Support the identification and winning of new clients contracts (including supporting on writing and delivering RFP/pitches)
Research and write Strategic Account plans
·Deep understanding of technology and keep up to date with new business and technology trends and their potential applications for clients, and Bristlecone, and share these with the wider team.
