Consulting Iberia

The Client Principal (CP) is the single point of contact to the Sales Force and customers for all Consulting and Integration (CI) business. The CP is responsible for understanding the customer’s business, the vertical industry (e.g., Manufacturing, Finance, CME, SLED and Federal), and strategizing CI led solutions that meet the customer’s business need. The CP leads the CI pursuit, has strong business development skills, develops CI led solution strategies, oversees delivery of complex CI engagements utilizing CI practice resources as well as other TSG BUs (e.g., MS, TS, Software, Servers/Storage). Creates on-going and growing customer relationships up to the C- level (CEO, CFO, CIO, COO), and provides long term CI portfolio management to the client by acting as a trusted advisor. The CP is accountable for achieving business growth, financial targets (orders and margin), and customer satisfaction within assigned account(s), territory or solution focused area(s). The CP works closely with the Sales Force to provide the CI content and to influence the account planning efforts. The CP role is not a sales leverage position.

**_ Responsibilities: _**
- Proactively manages portfolio of CI business in an assigned client base driving profitable business growth and development of the client partnership.
- Works with the client to define & maintain the client's overall transformation roadmap.
- Helps client's develop their own program, IT or enterprise governance maturity.
- Plays a leadership role in the company/Client relationship governance shaping and strengthening the overall client/the company partnership.
- Strengthens the company/client strategic partnership; proactively role shaping the client's business strategy creating sell to, with, through and buy from opportunities.
- Attainment of margin goal set by overall CI and country/vertical business requirements.
- Proactively drive and develop engagements which are typically multiple technologies content, CI and HPS, with a high SOAR overall risk rating and requiring global content. Large, complex fixed deliverable deals. High complexity in terms and conditions.
- May be responsible for leading an account base that is serviced by multiple lower level CP's.
- Establishes partnership as a trusted advisor and thought leader in delivering business outcomes.
- Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of CI solutions.
- Engages with client leadership executives (CIO), functional business managers and senior IT executives.
- Regularly assists in corporate strategy and planning.
- Customer views as responsible for the complete portfolio of CI business. Could act as an executive sponsor for an engagement.
- Owner of the CI client relationship, leader for CI pursuits and responsible for partnering with the CI delivery team to ensure successful engagement delivery.
- Oversees the client portfolio of CI business throughout the project lifecycle. While the CP is not the delivery lead, they support the team in governance and escalation.
- Leadership relationship with multiple WW HPS BU delivery organizations and supporting HPS functions (ECOS, Finance, Ops,etc.).
- Trusted account leadership relationship with delivery and support organizations.
- Mentors CP's.
- Contributes useful knowledge and unique value to the pursuit process.
- Leads strategic initiatives to further define/refine the CP role and the pursuit process.

**_ Education and Experience Required: _**
- First level and Advanced University degree plus 15+ years directly related experience.
- Typically 15+ years experience working in a solution selling organization and/or system integration projects based organization.
- Experience in an IT services organization in a client facing role with business development as part of the responsibility.
- Extensive knowledge and experience of Project Management methods.
- Advanced experience as a Partner in an IT Consulting Firm, Industry Specialist, Solution Architect or Practice Principal.
- Has managerial experience.
- Recognized as an industry thought leadership externally and internal to the company.

**_ Knowledge and Skills: _**
- Unique and comprehensive industry knowledge in multiple key industry IT domains both internal and external to the company.
- Capable of working with client to develop their high-level IT strategy and roadmap.
- Capable of entering into a dialogue about value exchange for pricing innovation or where the company is not the low-cost provider.
- Proactively creating small but significant consulting assignments that shapes RFPs before they are issued reducing risk for clients and increasing probability of success for the company.
- In-depth knowledge about the customer's business, strategy and challenges.
- Knows the company's entire portfolio and how to integrate different solutions to create unique and innovative solutions for the customer.
- Builds and maintains