Senior Director, Client Partner

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.

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

Skills

Agile Programming Methodologies, Big Data, Biology, Biotech and Pharmaceutical, Business Development, Business Model, C-Level Management, Consulting, Customer Relations, Customer Satisfaction, Data Analysis, Delivery Management, DevOps, Develop and Maintain Customers, Drug Development, Drug Discovery, Employee Retention, Environmental Sciences, Financial Metrics, Forecasting, Leadership, Management Consulting, Marketing/Promotional Messaging, Negotiation Skills, Performance Analysis, Performance Metrics, Portfolio Accounting, Pre-Sales, Presentation/Verbal Skills, Pricing, Process Improvement, Profit & Loss, Proposal Writing, Request for Proposals (RFP), Revenue Accounting, Sales, Sales Management, Sales Strategy, Sales Support, Software Development, Strategic Planning, Team Lead/Manager, Trend Analysis, User Experience Design (UXD)

About the Company

EPAM Systems