Client Partner

Company: Applied Information Sciences
Location: Reston
Posted on: May 30, 2021

Job Description:

The AIS Client Partner is an essential role in AIS’s growth strategy which will be focused on creating the vision and leading the execution of the account growth strategy in order to develop accounts into  High Value AIS clients, maintain and further grow the accounts, and achieve expected annual revenue targets.  The AIS Client Partner will be responsible for establishing and executing on a client relationship strategy.  That strategy will outline which issues to focus on, which opportunities to pursue and which individuals to invest in.  It is important that the client recognize the Client Partner as the primary access point to AIS leadership, overall account management, and account level financial reporting. 

The AIS Client Partner will bring an entrepreneurial approach for identifying and creating growth within the account.  The AIS Client Partner must maintain situational awareness of day-to-day activities of ongoing projects and remain cognizant of the client’s satisfaction. The Client Partner will serve as AIS’s Executive Representative/liaison for account management.  The Client Partner will be the client’s point of contact to share high-level program/project goals and challenges.  The Client Partner should use this role to establish trust and covenants with the client and share any/all risks conveyed with AIS’s Delivery & Operations team. The Client Partner will work as a trusted partner with AIS Delivery teams in achieving the client’s vision. The AIS Client Partner will work closely with all AIS teams (e.g. AIS’s Delivery & Operations team, Solution Directors, Bids & Capture team, Marketing team, etc.) to mobilize the right people, solutions and ideas that will establish growth within the account which is both beneficial to AIS’s customer and AIS’s corporate goals

• Sets a clear vision and leads the execution of the account growth strategy in order to develop and maintain High Value AIS accounts
  • Together with the core AIS team, develop quarterly and annual account plans.
  • Understands and can articulate the client’s most critical issues and challenges. Is forward looking--doesn’t just react to client requests, but actively works with the senior client stakeholders to help define his/her agenda.
  • Captures and communicates the core value that AIS delivers in support of the client’s goals.
  • Meet periodically with the core AIS team to review, reflect, and strategize about how to improve the relationship and serve the client.
  • Seek client feedback on the AIS’s performance.
  • Follows up on agreed actions and ensures team members meet their commitments.
• Grow overall AIS invoiced revenue and profit.
  • Identify strategies and implement tactics to renew and extend revenue generation on existing engagements in assigned Accounts.
  • Identify strategies and implement tactics to establish new revenue streams in assigned Accounts.
  • Expand and diversify revenue generation by closing business in new Accounts.
• Establish and maintain consultative, value-based, trusted-advisor relationships to cultivate leads and harvest opportunities with assigned Accounts.
  • Maintain frequent, routine contact with key account personnel including executives, line of business managers, and personnel within business, IT, program and contract departments.
  • Identify and target key account personnel (potential sponsors and influencers) for potential business development and revenue growth.
  • Establish a thought leadership relationship with senior client executives and facilitate the development of a vision for the overall success of the business area or company.
  • Acting as an entrepreneur, showcase the best that AIS has to offer by mobilizing the right people, resources, solutions and ideas into each client relationship.
  • Maintain a network of teaming and vendor partners, especially our primary partner Microsoft, to expand and diversify service and solution offerings
• Ensure customer satisfaction by working in partnership with the AIS Delivery & Operations team.
  • Maintain situational awareness of day-to-day activities on the ground to ensure overall client satisfaction.
  • Serve as AIS’s Executive Representative providing the client a point of contact which the client can share project goals and challenges.  The Client Partner should use this  function assists in creating covenant between the Client Partner and, sharing any/all risks conveyed by the client back to Delivery and assist in identifying mitigation strategies, which will help facilitate trust and covenant between Client Partner and client

This is a remote position with occasional travel once COVID restrictions are lifted.

• Demonstrates an “entrepreneurial-spirit” with an interest to own and grow a services consulting organization.
• Excels in establishing and maintaining relationships built on trust and reliability.
• Experienced with targeting accounts, developing and executing account plans
• Driven to exceed client expectations, and serving an Account with integrity and vested interest in their success.
• Domain experience with the assigned Account’s line of business, or experience in the service line AIS is delivering/proposing.
• Strong analysis, reasoning and communication skills
• Experience selling in the IT Services industry, specially, either the public or commercial sector market
• ?Commuting and travel required
• Experience managing contract and service delivery, including estimating, schedule, budget, profitability, issue resolution, and authoring proposals / statements of work.

• Propose investments through the Investment Review Board to generate leads via transformational innovation within assigned Accounts.
• Collaborate with peers to share ideas, briefings, and demonstrations to generate leads within assigned Accounts.
• Collaborate with AIS Marketing to generate leads within assigned Accounts, and share market feedback on solution offerings.
• Serve as the Capture Manager on business development-related tasks within assigned Accounts, including supporting and contributing to proposal activity.
• Support bid and proposal activity for new Accounts including attending initial meetings with the Business Development team, crafting presentations and demonstrations, and writing proposals or statements of work.
• Report activity as appropriate to the Microsoft Alliance Manager to ensure coordination with Microsoft and proper reporting is achieved for various programs and incentives.
• Ensure Account and Business Development tools and lists on the AIS Intranet to ensure all items are created and updated regularly, following documented standards.
• Develop and personal network

AIS, Dedicated to Our People

AIS employees can spend their entire career at AIS doing challenging, rewarding work and reach their desired level of achievement and responsibility. We offer the opportunity to move up, without the obligation to move out of a position where one excels. We are committed to our employee's success; however, they define it.

It's our dedication to our employees that inspired our leadership to invest in our future and become partially employee-owned through an Employee Stock Ownership Program (ESOP).

Our employees are our greatest strength, and we do all that we can to serve them. We invest in technology as early adopters, allowing us to create transformative and innovative solutions for our customers while exposing our team to cutting edge technology.

We hire outstanding individuals who are committed to curiosity, passionate about emerging technology, and who are excited to find innovative solutions for the biggest tech challenges facing international brands and government agencies today.

We Invest in Individuals Committed to Innovation

AIS is seeking professionals of a certain character and level of excellence. People that we can learn from and that we can help grow to achieve their personal career goals.

We are looking for:

• Smart people with a passion for technology
• Strong technical capabilities with a consultancy mindset
• Close involvement with local technical communities
• A willingness to think outside of the box to provide innovative solutions to clients
• Ability to solve challenging technical business problems
• Self-directed professionals

Our Core Values

• Client Success
• Continued Learning and Technical Excellence
• Strong Client Relationships
• Citizenship and Community

Applied Information Sciences is an Equal Opportunity Employer and does not discriminate on the basis of race, national origin, religion, color, gender, sexual orientation, age, disability, protected veteran status or any other basis covered by law. Employment decisions are based solely on qualifications merit, and business need.

Keywords: Applied Information Sciences, Reston , Client Partner, Other , Reston, Virginia