Title:  AVP-Sales/Biz Development

Area(s) of responsibility

Role: Client Partner - Media & Entertainment Industry Location: Burbank, CA

Position Overview: Birlasoft has an opportunity for a Client Partner in the Media & Entertainment domain. The ideal candidate will have experience in selling project-based IT development solutions or digital transformation services to the Media & Entertainment Industry.

Key Responsibilities:

•    Manage and grow existing business with current customers and develop new opportunities in target accounts.
•    Establish strong professional relationships and credibility with key executives in existing and target accounts.
•    Drive large multi-service line deal wins with existing customers.
•    Collaborate with presales, solutioning, and delivery teams to deliver value to customers and pursuits.
•    Independently lead proactive solutions and seed deal-shaping concepts for clients.
•    Work closely with delivery managers and other relevant parties within the organization.
•    Facilitate customer workshops and provide direction on technology development.
•    Develop and execute account strategies aligned with customer priorities and the competitive landscape; support ideation and drive revenues from vertical-specific solutions.
•    Implement account governance based on client business units, geographical spread, and Birlasoft's service lines' potential.
•    Set delivery metrics/targets with delivery managers and drive customer excellence in accounts.
•    Negotiate account management contracts and agreements to maximize profit.
•    Build and nurture Independent Software Vendor (ISV) partner relationships.

Qualifications:

•    Over ten years of experience in IT services with a proven track record of selling and growing business (farming) in the Media & Entertainment industry vertical. Experience winning new business and building relationships, focusing on Digital, Cloud transformation, Testing, Intelligent Automation, Data Analytics, and Big Data services.
•    Demonstrated ability to seed and win large deals, achieving growth targets.
•    Strong background in the Media & Entertainment industry with a comprehensive understanding of key market participants.
•    Strong consultative skills and ability to quickly gain the confidence of senior client executives.
•    Self-starter with excellent written and verbal communication and interpersonal skills.
•    Key performance indicators (KPIs) will include order booking, profitability, realized revenue, and customer satisfaction.