Principal Client Executive

What success looks like in this role:

Grows the client base and increases profitable revenue by selling Unisys’ portfolio of technologies, products, solutions and services that maximize wallet share. Responsible for the overall relationship between the client and Unisys including end-to-end leadership of their assigned account(s) and overall P&L. Builds C-level relationships that cultivate business development, new revenue growth, client satisfaction and loyalty. Provides thought leadership. Establishes strong, trusting relationships with key client stakeholders, influencing decision making and partnering for success. Leads a matrixed team, managing and coordinating a business plan that aligns to the account relationship. Understands the client’s marketplace, competitive landscape and financial and business drivers.

- Serves as a Client Executive for major strategic accounts.

- Plays a leadership role in consulting and selling to senior client executives (CIO/SVP+), becoming a trusted advisor and thought leader.

- Develops strong understanding of client business strategies, objectives, priorities and challenges.

- Drives joint business planning processes with the client to identify value added solutions and services.

- Applies a consultative approach creating new / expanded large opportunities which may involve multiple service offerings.

- Monitors, develops and drives pursuit of new business opportunities with existing clients to define significant and potentially game changing opportunities.

- Leverages Unisys solutions and capabilities to deliver positive business results and lucrative outcomes.

- Orchestrates an integrated ‘one Unisys’ response to client needs, defining solutions designed to expand the Unisys footprint and optimize impact.

- Leads in the development of winning sales strategies on complex pursuits, including: Structure of competitive strategy, Pricing,  Negotiation, Navigation of relationships with key influencers in the account.

- Retains accountability for client satisfaction, leading in satisfaction survey development, execution and evaluation.

- Collaborates with client, Sales, 3rd party suppliers and Commercial management to negotiate and win new business and contract renewals.

- Ensures client issues are addressed and resolved and that financial and other issues receive the leadership attention required for appropriate understanding and response.

Has experience pre- and post-signature with large IT Outsourcing engagements including managed services for Digital Workplace, Cloud, Infrastructure, Security and Applications.

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You will be successful in this role if you have:

• Requires a bachelor’s degree or equivalency and a minimum of 12 years of experience with 10 years progressive sales experience.
• Possesses strong sales skills, knowledge and experience in consultative/solution selling methodology, IT outsourcing technical expertise and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Unisys value proposition. 
• Possesses C-level contacts and relationships. 
• Understands business drivers within the industry and emerging marketplace trends.

• Primary assigned Client is a global company leading their industry, with primary IT offices in Jersey City. Candidates are expected to work from the client office at least 3 days a week. Domestic travel will be required 4-8 times a year. 

This role may require access to export-controlled commodities and technology.  Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at [email protected] or alternatively Toll Free: 888-560-1782 (Prompt 4).  US job seekers can find more information about Unisys’  EEO commitment here.