Senior Director, Client Partner

EPAM Systems Inc; Boston (MA); Remote; USD 180,000 - 350,000; Full time

Job summary

EPAM Systems seeks a Senior Director, Client Partner to serve as the CEO and P&L owner of one or more client accounts, guiding relationships and delivering value across the portfolio.

You will act as the primary contact for clients, delivery teams and consulting units within the Life Sciences Business Unit, shaping strategies, driving delivery, and owning business results.

Qualifications

• 15+ years of demonstrated track record of developing and growing client relationships and leading teams delivering end-to-end solutions within a software development or management consulting organization.
• 5+ years working in a Life Sciences environment, preferably within Research / Drug Discovery, Clinical Development and/or Commercial.
• Knowledge of technology, business models, subject matter and trends within Biotech and Pharma industries, with particular interest in Digital Transformation and Execution, Agile/DevOps, Big Data and Analytics.
• Demonstrated track record for solving challenging scientific, business and technical problems and making complex things simple.
• Understanding of human-centered design, user experience and how these tie to technical solutions.
• Experience managing and monitoring performance metrics across large-scale accounts and account portfolios.
• Ability to balance account management, business development and sales activities.
• Excellent verbal and written communication, seasoned presentation skills, and capability to lead negotiations.
• Proven ability to manage large and complex client engagements under high stress.

Responsibilities

• Manage all commercial aspects of the client and/or portfolio accounting including revenue, profitability, contracts, pricing and forecasting.
• Serve as the first-line contact and trusted advisor, providing leadership across joint EPAM-client teams while ensuring productivity, service, communications and quality.
• Drive opportunities beyond current programs, pursuing new business and technical opportunities aligned to clients' mission and strategy.
• Engage with senior and C-level stakeholders to deliver ongoing business-building ideas and performance feedback.
• Shape solutions bridging strategy and execution, scoping and pricing engagements with delivery teams, and leading transitions from sales to delivery.
• Open new opportunities and close contracts, supporting sales/pre-sales with RFP responses and proposals.

Skills

Client relationship management

Strategic account management

Executive leadership

Delivery leadership

Sales & negotiations

Stakeholder management

Business development

Communication skills

Strategic thinking

Tools

CRM tools

Forecasting tools

Job description

We are seeking a Senior Director, Client Partner to serve as the "CEO" and P&L owner of one or multiple client accounts, owning our senior-level client relationships and ensuring the quality, integrity, value and financial metrics of the portfolio. In this role, you will act as the primary point of contact for clients, delivery teams, technology practices and consulting teams within the Life Sciences Business Unit, developing account strategies, architecting delivery approaches, building successful relationships and owning business results.

Req# 1025901618

Responsibilities

• Manage all commercial aspects of the client and/or portfolio accounting including revenue, profitability, contracts, pricing and forecasting

• Serve as our clients' first line of contact and trusted advisor, providing leadership across joint EPAM-client teams while ensuring optimal levels of productivity, service, communications and quality

• Bring creativity, curiosity and innovation with a positive energy to help clients not just execute on their current programs, but also realize new business and technical opportunities tied to their mission and strategy

• Engage with senior and C-level stakeholders across all areas of the business on a regular basis, delivering a continuous flow of business building and improvement ideas, while securing relationship and performance feedback

• Stay abreast of emerging trends, unique opportunities and challenges, articulating how these affect the client's business and proactively developing opportunities for them

• Align with the BU Head and other Portfolio owners, Client Partners, Practice Leads, Delivery Managers and Senior Leadership to co-develop and support account plans and strategies for delivery, client satisfaction and growth

• Shape solutions that bridge strategy and plans to real-world execution, properly scoping and pricing engagements with delivery team counterparts, establishing optimal operating models and project team organization, and leading the transition from the sales process to the delivery phase

• Open new opportunities and close contracts regularly, supporting sales and pre-sales activities by assessing opportunities, responding to RFPs and creating proposals and presentations

Requirements

• 15+ years of demonstrated track record of developing and growing client relationships and leading teams delivering end-to-end solutions within a software development or management consulting organization

• 5+ years working in a Life Sciences environment, preferably within Research / Drug Discovery, Clinical Development and/or Commercial

• Knowledge of technology, business models, subject matter and trends within Biotech and Pharma industries, with particular interest in Digital Transformation and Execution, Agile/DevOps, Big Data and Analytics

• Demonstrated track record for solving challenging scientific, business and technical problems and making complex things simple

• Understanding of and demonstrated appreciation for human-centered design, compelling user experience, and how these tie to technical solutions

• Experience managing and monitoring performance metrics across large-scale accounts and account portfolios in a clear and quantified way

• Capability to effectively balance account management, business development and sales activities

• Superb verbal and written communication, with seasoned presentation skills and proven ability to determine sales messaging, participate in orals and lead negotiations

• Proven ability to manage large and complex client engagements under high stress and competition tosuccessful completion

• Strong leadership, people development skills, and passion to recruit, counsel, develop and retain staff

This Remote Position Cannot be Performed in New York City.

In accordance with the LA County Fair Chance Ordinance, you may find a copy of the Notice containing a summary of the Ordinance’s key provisions here: Concept FCO Posting 8 27 24 (lacounty.gov)

EPAM Systems, Inc. is an equal opportunity employer. We recognize the value of diversity and inclusion in creating success for our customers, business partners, shareholders, employees and communities. We are committed to recruiting, hiring, developing and promoting employees without discrimination. As a global employer, this commitment includes complying with all laws in the countries in which we operate. Nevertheless, we believe equal employment practices should not be limited to what the law requires. Equal opportunity and inclusion are essential to motivate, empower and recognize the best in everyone.

At EPAM, employment actions are based on individual qualifications, without regard to race, color, religion, creed, gender, pregnancy status, sexual orientation, gender identity, gender expression, marital or familial status, national origin, ancestry, genetics, age, disability status, veteran status, citizenship status when otherwise legally able to work, or any other characteristic protected by law.