Client Relationship Manager - Retail, Media & Telecom (TMT)

Cognizant; Kuala Lumpur; On-site; MYR 180,000 - 240,000; Full time

Job summary

Cognizant in Malaysia is seeking a Client Relationship Manager to grow and safeguard a portfolio of clients across Retail, Manufacturing, Healthcare and TMT. You will drive revenue growth, manage large deals, and build trusted executive relationships with CxOs to expand partnerships.

The role requires deep IT services experience, strong negotiation skills, and the ability to lead multi-disciplinary teams across on-site and offshore delivery. Malaysia market focus with APAC alignment.

Qualifications

• 10+ years of experience in account management, domain consulting or business development within the IT services industry.
• Proven track record of managing global and local clients in a quota-bearing sales role.
• Experience selling technology services into non-BFS sectors across multiple industries in Malaysia/ASEAN.
• Established relationships with CxOs and key stakeholders in non-BFS accounts.

Responsibilities

• Lead key non-BFS accounts across Retail, Manufacturing, Healthcare and TMT with P&L accountability.
• Serve as the primary management contact and trusted advisor with CxOs and key stakeholders.
• Own the end-to-end sales cycle alongside partners for domestic and global accounts.
• Maintain an account plan and CRM/Forecasting up to date; log activities and contacts.
• Drive demand generation and pipeline with ABM campaigns and AI solutions.
• Negotiate commercial terms and manage renewals and SOW expansions.
• Coordinate with delivery teams and vendors; provide updates to senior management.
• Communicate effectively across stakeholders to drive meetings and decisions.
• Provide thought leadership in managing strategic customers across Malaysia.

Skills

Account management

Business development

CxO relationships

Negotiation

Sales to non-BFS sectors

Strategic account planning

International/global accounts

Job description

About Cognizant

Cognizant (Nasdaq: CTSH) is an AI Builder and technology services provider, building the bridge between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organisation’s unique context into technology systems that amplify human potential, realise tangible returns and keep global enterprises ahead in a fast-changing world. See how at www.cognizant.com or @cognizant.

Cognizant in Asia Pacific

In Asia Pacific (APAC), Cognizant has a strong presence in key growth markets including Australia, Singapore, Malaysia, India, Japan, China, Hong Kong, the UAE, Philippines and Saudi Arabia. It has grown rapidly in these regions and is now poised for exponential growth. We are seeking leaders with a trailblazing track record of growth to fuel this story.

Your passion, integrity and experience are integral to Cognizant’s success. We take pride in our partnership with our clients, so your ability to add value and provide exceptional service is fundamental to your success. In return, you will be empowered with opportunities and support to develop your career and collaborate with people focused on innovation and ideas.

Cognizant is fully committed to being an inclusive workplace across Asia Pacific. Come and be part of a dynamic leadership team and be a game changer.

The Role

The Client Relationship Manager (CRM) owns a portfolio of existing clients while driving new business growth across our focus growth industries — spanning Retail & Consumer Goods, Manufacturing & Logistics, Healthcare & Life Sciences, and Technology, Media & Telecom (TMT). The primary mission is to win large deals within assigned accounts and to ensure existing engagements continue and expand.

This is a highly visible role, providing challenging and high-growth opportunities in the Malaysian market. It requires a high level of commitment, business acumen, leadership qualities and a self-motivated attitude to perform well.

Role and Responsibilities

• Lead key non-BFS accounts across Retail, Manufacturing, Healthcare and TMT verticals, managing the business as a P&L with full accountability for profitable growth.
• Serve as the primary management contact and trusted advisor with CxOs and key stakeholders, supporting the Client Partners and acting as business owner for assigned accounts.
• Own the end-to-end sales cycle alongside the Service Line Specialist, Client Partner, and Engagement Delivery Partner/Lead, across both domestic and global accounts.
• Build a thorough account plan and maintain it as a living document, keeping CRM (Winzone) and Forecasting application (UPLF) consistently up to date, logging all activities and contacts accurately, and working closely with local and offshore teams.
• Drive demand generation within the account by positioning Cognizant as an AI Builder — proactively identifying and qualifying new pipeline opportunities through targeted outreach, executive briefings, and account-based campaigns built around full-stack AI solutions, in partnership with marketing and the service lines.
• Drive account mining and penetration strategies; actively manage pipeline for growth and development of the accounts and portfolio.
• Negotiate commercial terms of engagements and manage contract renewals and SOW expansions.
• Work with the delivery team and third-party vendors to ensure project risks are minimised and project goals are met; provide updates to senior management and participate in steering review meetings.
• Communicate and orchestrate effectively across stakeholders, going beyond email to drive interactive discussions, convene meetings and connect the right points of contact.
• Provide thought leadership and innovation in managing strategic customers across the non-BFS landscape in Malaysia.

Performance Measures

Success in this role will be measured by revenue growth, Total Contract Value (TCV), margin, and customer satisfaction.

Skills and Experience

• 10+ years of experience in account management, domain consulting or business development within the IT services industry, with a proven track record of managing global and local clients in a quota-bearing sales role.
• Seasoned business development professional with an excellent track record of managing, retaining and growing client businesses.
• Strong track record of selling technology services into non-BFS sectors — across Retail & Consumer Goods, Manufacturing & Logistics, Healthcare & Life Sciences, and/or Technology, Media & Telecom.
• Thorough domain knowledge with strong awareness of AI innovations across technology services and relevant non-BFS industry verticals in Malaysia and the broader ASEAN market.
• Established, demonstrable relationships with CxOs and key stakeholders in non-BFS accounts across Malaysia, with a practitioner’s mindset for engaging senior executives on transformation solutions.
• Experience and knowledge of latest digital innovations; proven ability to sell transformational solutions and win large deals.
• Strategic thinker with strong negotiation, communication and facilitation skills, the confidence to plan ahead and the resilience to stay the course.
• Proven track record of improving business performance; able to navigate a large organisation, operate within a multi-dimensional matrix, and persuade through both content and confidence.
• Experience in an onsite / offshore model will be advantageous.
• Comfortable working with multicultural, geographically distributed teams — a strong team player able to lead diverse teams toward a common goal.
• Diligence and sound work ethics are highly valued.