Client Relationship Manager

Cognizant; Auckland; On-site; NZD 150,000 - 210,000; Full time

Job summary

Cognizant in New Zealand seeks an experienced Enterprise Account Lead to grow a portfolio of Public Sector and Banking clients across Auckland. You will farm existing relationships, identify new revenue opportunities, and ensure Cognizant remains the partner of choice by delivering strategic solutions with cross-functional teams.

You will engage with CxO level and business stakeholders, manage pipelines, forecast revenue, and lead renewal conversations while driving profitable growth in a

Qualifications

• 8–10 years in enterprise account management or sales leadership.
• Experience selling consulting and professional services to large organisations.
• Proven track record of closing multi-million NZD deals and managing client P&Ls.

Responsibilities

• Build strong relationships with allocated clients to promote Cognizant as partner of choice.
• Identify and pursue additional opportunities for engagement to grow revenue and margins.
• Achieve revenue, margin and TCV targets with effective client management.
• Provide accurate revenue forecasts and maintain pipeline tracking.
• Lead renewal discussions and negotiate contracts to maximise profits.
• Collaborate with pre-sales and delivery to create compelling propositions.
• Engage with CxO level and business SMEs to drive strategic outcomes.

Skills

Enterprise account management

Consultative selling

Relationship building

Stakeholder engagement

Revenue forecasting

Education

Bachelor's degree preferred

Tools

CRM software

Microsoft Excel

Job description

A Cognizant CRM strengthens and grows the company's relationships with an existing client or group of clients so that they will continue using Cognizant for business whilst also identifying new opportunities to increase revenue. This role will be responsible for a mix of key Public Sector and Banking clients, across existing and strategic new logos. You will be adept at farming accounts and successful in capitalising on new growth logos.

You will develop strong relationships with the clients, connecting with key business influencers and decision-makers. Maintaining the core Cognizant values in all interactions with clients to ensure satisfaction and a consistent high-level experience is critical.

You will be part of the Markets Team and report to the portfolio Client Partner. You will also bring together cross-functional internal teams to deliver thought leadership and client solutions.

The nature of the role will see you regularly in close proximity with the key decision-makers within the customer environment. As such, building a strong bond and ensuring 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. You will be equally comfortable engaging at the CxO level as you are comfortable with business SMEs.

Key deliverables:

• Build strong relationships with allocated 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 Cognizant's capabilities
• Achieve revenue, margin and TCV targets, ensuring effective management of the client P&L.
• Provide accurate revenue forecasts and maintain pipeline tracking
• Engage in a productive and focused dialogue with the customer to consultatively scope their requirement, 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
• Lead the sales strategy and work closely with pre-sales and technical resources to create compelling propositions.
• Negotiate contracts and close agreements to maximize profits.
• Identify additional opportunities for further engagement with the customer in line with Cognizant's 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 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
• Bachelor's 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

• 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.