Client Partner (ISV)

SoftServe; United States; On-site; USD 140,000 - 180,000; Full time

Job summary

SoftServe is seeking an ISV Client Partner to lead business development and forge strategic relationships with mid-market to multinational clients. You will translate client goals into SoftServe services, drive account revenue, and guide cross-functional teams to deliver results.

You will build account plans, manage negotiations, ensure data quality in CRM, and uphold governance and security standards. Travel about 30% is expected to engage with clients and teams across regions.

Qualifications

• Proven ability to lead business development and achieve sales targets.
• Deep understanding of IT consulting and software development concepts.
• Experience selling to enterprise or large ISV clients.

Responsibilities

• Lead business development activities and achieve sales targets.
• Develop and maintain key account plans to grow revenue.
• Articulate SoftServe's value proposition to clients.
• Collaborate with cross-functional teams to align client goals.
• Drive customer satisfaction and manage client relationships at executive levels.
• Oversee contract renewals, NDAs, and legal processes.
• Travel at least 30% to client and team locations.

Skills

Self-driven

Interpersonal and communication

Negotiation and presentation

Education

Bachelor's degree in Information Technology, Business, or related field

Certifications in client success/relationship, project management, or leadership (CBRM, CSAP, ITIL, PMP) advantageous

Job description

*Candidates must currently reside in: WA: Seattle, CA: Los Angeles, TX: Austin, Dallas, GA: Atlanta/Alpharetta

Job Profile Summary

The ISV Client Partner is a Business Development Leader who establish themselves as an expert and business allies to their clients. With a mixture of advocacy and inquiry skills, the Client Partner provides maximum value in every sales interaction. They leverage industry knowledge, challenge assumptions, ask difficult questions, bring insight and provide solutions to their client’s specific business afflictions and aspirations. Customers will include a range of mid-tier companies, enterprise, and multinational corporates. Client Partners seek to uncover new opportunities and connect client’s strategic goals/challenges to SoftServe’s suite of service offerings for increased account revenue and wallet share through creation of new sales opportunities.

Duties & Responsibilities

• Lead business development activities, develop new opportunities in existing client(s), and achieve sales booking and billing targets
• Develop and maintain a key account plan to lead a comprehensive account strategy based on a deep understanding of the client’s pain points and goals. Build and grow relationships with relevant decision-makers that result in increased account revenue and wallet share
• Use personal expertise to uncover the client’s known and unknown needs and goals, communicate and persuasively deliver the value proposition for all of the services offered by SoftServe, empowered to present a clear rationale to gain the customer's agreement
• Facilitate the opportunity and proposal management activities; ask relevant questions, exhibit genuine curiosity, evaluate the level of interest, identify areas requiring further information, and facilitate follow-up sessions with the client to monitor progress
• As the customer champion you collaborate in cross-functional teams to build strong relationships: team up with account execs on accounts that will be added to your portfolio, lead account development activities with the customer as well as partner teams, liaise with services teams to understand customer's business goals, project goals and success for effective cooperation
• Achieve superior NPS scores with clients. Provide input into client participation in SS NPS process, monitor customer satisfaction at each stakeholder level, and initiate changes needed to increase satisfaction. Provide leadership
• Build trust, expand network and reputation with clients at all appropriate levels, including senior technology and business executives, to drive and execute an effective account growth strategy.
• Ensure quality data (CRM) to enable effective customer retention and business development activities, identifying and resolving issues
• Ensure operational compliance through a deep knowledge and understanding of the organization's policies, target APMs for accounts and procedures, and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Understand major IT infrastructure and security requirements at the client side
• Be an active member of our client partner community, participate in the development of your own capabilities (assessment and development planning activities, formal/informal trainings, external professional accreditation)
• Expected to embrace our company values, as a SoftServian, you are committed to promoting and supporting a work environment built upon mutual cooperation and respect for one another
• Collaborate with internal and external stakeholders to support timeliness of invoice processing. Leverage client relationships to prompt facilitation of payment, as deemed appropriate
• Crisis resolution (strategizing, approving, communicating, overall support, etc.)
• Previous consultative sales or customer management with an emphasis on account revenue growth, working with enterprise or large ISV clients
• Strong understanding of IT consulting and software development terms and concepts, technology, external regulation, and industry best practices
• Experience working in a fast-paced environment
• Experience of working with multi-cultural and geographically disbursed teams
• Experience in building a trusted rapport with clients, influencing decision making and working across executive and operational levels on IT and business side
• Experience in tracking multiple customers and managing legal processes (contract renewals, negotiations, NDA, etc.)

Required Skills

• Self-driven and highly motivated to excel
• Strong interpersonal and communication skills
• Strong negotiation and presentation skills

Qualifications

• Education: bachelor’s degree in a relevant field (Information Technology, Business, or related discipline). Advanced degrees are a plus
• Certifications: relevant certifications in client success/relationship, project management, or leadership (CBRM, CSAP, ITIL, PMP, etc.) are advantageous

Other Requirements

• Willingness to travel a minimum of 30% to the client and team location

*The anticipated salary range for this role is 140,000 – 180,000 USD annually, in line with our internal compensation framework and budget allocation for the role. Most candidates are offered a salary within this disclosed range. If the role is eligible for a variable pay plan, this would be considered separately and may provide additional earnings beyond the base salary range reflected here.

Please note, the information provided in this posting is a general summary and may not include all compensation elements or benefits associated with the position.

SoftServe is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, age, sex, nationality, disability, sexual orientation, gender identity and expression, veteran status, and other protected characteristics under applicable law. Let’s put your talents and experience in motion with SoftServe.