Semiconductor Leader (Senior Client Partner)
This 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 12-15 years’ experience in advising customers on solutions to their business challenges, collaborating with the technology solutions team to identify right solutions/technology/services to clients in the Hi-tech industry (Fabs, Fabless and equipment manufacturers in Semiconductor preferable)
Domain and technology skills
• Ability to understand business challenges, priorities and advise clients on the best fit solution and technologies.
• Ability to understand hi-tech domain and be as a trusted advisor to clients. Have a strong understanding of the operational models to adopt for revenue acceleration and establish market dominance.
• Deep understanding of supply chain process, tools and technologies, partner ecosystem, and agile methodologies
• Adept at use of MS-Office productivity tools and Salesforce as a CRM and forecasting tool
Sales/consulting/ soft skills
• Experience in managing clients in the hi-tech/semiconductor industry and successful at creating large deals focused on digital Supply Chain transformation
• Proven track record of retaining, growing accounts (mining led growth)
• Excellent interpersonal, written, and verbal communication skills with experience in C-Level interactions, reviews, negotiations and execution oversight
• A solutions-focused, collaborative approach to work and ability to leverage various technology/capability teams
• Highly 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
This is a proactive commercial role for sustained profitable growth of Bristlecone’s business with customers / clients. They are responsible to articulate, consult, sell, manage and expand Bristlecone’s business and relationship with the customer/client. Some of the responsibilities associated with this role are:
• Understanding client’s Business and strategy
• Analyzing client needs and developing subsequent plans of activity to meet the client’s needs.
• Ability to map the business needs against technology/tools and create solutions by leveraging internal teams and drive closures.
• Sales/conversion and onboarding – Ability to accurately forecast order and revenue and chart the account growth.
• Overview of account delivery against objectives –customer satisfaction and retention
KEY RESPONSIBILITIES & ACCOUNTABILITIES
• Own a portfolio of accounts with P&L responsibility to hit defined growth goals
• Build strong client relationships in all strategic accounts and drive CXO interactions.
• Understand the business and technological needs of the client considering their business objectives and use this knowledge to develop effective solutions using Bristlecone’s service offerings
• Strategize, develop and articulate a range of solutions (to achieve client’s business objectives) across all levels of the Client’s management team) and be able to strongly influence the client about its relevance
• Identify and discuss ways that Bristlecone can deliver services that deliver business value to clients.
• Develop, Propose, ‘Own’, and 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 and be responsible for leading discussions on pricing, efforts etc.
• 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 IT spend.
• Support the identification and winning of new clients contracts (including supporting on writing and delivering RFP/pitches)
• Research and write Strategic Account plans.
• Build team of Client executives based on achieving growth related KPIs and expand the hi-tech portfolio
• Have a deep understanding of technology, be conversant with domain and process and keep up to date with new business and technology trends and their potential applications for clients, and Bristlecone
