Dell Perot Systems is a worldwide provider of information technology services and business solutions to a broad range of clients. We are currently looking for an
IT Client Delivery Manager for Financial Services to join our team in
Plano, TX.
Objectives:Perot Systems is looking for an IT Client Delivery Manager to manage some of our large accounts in the financial services space in North America. The accounts typically have Application Development and Management (ADM), Infrastructure management services and business process services. This position will report into the Vice President of Financial Industry Services, North America.
Grow the assigned existing accounts by cross selling and up selling (achieve or exceed annual revenue goals of the account)
Maintain and manage customer expectations
Achieve or exceed customer satisfaction goals for the account
Establish and manage executive relationships at the account
Lead large deal pursuits in the FS space (ITO and ADM deals)
Required Skills:
Minimum of 15+ years of experience in the IT Services industry
Minimum 10+ years of experience in Financial Services markets (Investment banking and commercial and retail banks)
Selling and managing medium to large ITO and application services deals to C-level executives and senior management in the financial services industry space
Background in selling IT Applications, Infrastructure and Systems integration services using Global and offshore delivery methodologies
Must have experience developing and closing deals in the $15 M range
Individual must have global delivery experience competing with organizations in international companies such as India, China, etc.
Proven track record of consistently meeting or exceeding goals
Demonstrated success in applying consultative selling techniques to opportunities
Experience in working smaller to larger deals (land and expand mode of sales)
A good understanding of the competitive landscape (domestic and offshore players, their relative strengths and weaknesses)
Excellent communication skills
High energy and drive
Desired Skills:
Advanced knowledge of IT services market place, offerings, products and services
Demonstrated experience selling a combination of the following a strong plus:
IT Infrastructure services
Applications Development and Management
Professional Services/Consulting
Industry knowledge in the Financial Services (capital markets and or commercial & retail banking)
Education:
Bachelors degree is required and MBA is preferred
Desired Profile:
Knows the Financial Services marketplace, competitive landscape and business drivers; and can speak intelligently in these terms
Builds advisory relationships with C-level clients and client influencers in the FSI space
Understands the CEO mindset and has the executive presence to engage with credibility on customer business issues
Knows Perot Systems entire suite of offerings and can formulate and articulate client solutions that link multiple Perot Systems business capabilities to a clients strategic direction
Responsible to grow the client base
Negotiates and owns the client contract
Ensures delivery expectations are met and exceeded by driving consistent use of Perot Systems processes, methodologies, tools and metrics
Leads, builds, and develops a strong team through the values and culture of Perot Systems
Must have a personal style that conveys an executive presence, engages with credibility and approaches situations from a consultative mindset
Must be proficient at effectively managing a P&L
Responsibilities:
:
Maintain Y-O-Y account growth of up to 30%
Account growth planning and management
Cross selling and up selling the Perot Systems services/product suite into the accounts
Prospecting to identify new sales opportunities within the account
Qualifying opportunities
Providing regular feedback on opportunities to the management
Understanding customer needs and actively participating in proposal and solution development
Understanding the clients decision making process, developing the relationships and gaining the confidence of the decision making executives within the customer organizations
Drive large deal pursuits
Negotiating the terms of an agreement and closing sales
Set and manage customer and Perot Systems executives expectations throughout the lifecycle of the life cycle and the account
More about Dell Perot Systems
Dell Perot Systems is a unit of Dell Services, a new business organization formed by the acquisition of Perot Systems by Dell. Dell Services will develop and deliver a best-in-class suite of end-to-end IT services and business solutions that reduce IT complexity and lower costs for customers. The acquisition extends Dell Services into hosting, consulting, applications and business-process outsourcing, and expands Dells existing managed and modular services. Dell Services customers span global corporations, government agencies, healthcare and educational institutions, and small and medium enterprises.
Dell Services will be one of the worlds largest technology services organizations with more than 41,000 experienced and skilled technology and business services professionals and revenue of approximately $8 billion from enhanced services. Dell Services values are centered on acting with integrity at all times, exhibiting a passion for serving our customers and displaying a strong work ethic while working effectively as a team. Our employees are committed to winning and to our companys success.
Dell Services is committed to Equal Employment Opportunity. It is the policy of Dell Services to encourage and support equal employment opportunity for all associates and applicants for employment without regard to sex, race, color, ancestry, religious creed, national origin, pregnancy, physical disability, mental disability, medical condition, age, marital status, political affiliation, sexual orientation, disabled veteran or Vietnam era veteran status.
