Vice President, Lead Client Partner

Job Description - Vice President, Lead Client Partner (BFS037196)

Genpact (NYSE: G) is a global professional services and solutions firm delivering outcomes that shape the future. Our 125,000+ people across 30+ countries are driven by our innate curiosity, entrepreneurial agility, and desire to create lasting value for clients. Powered by our purpose – the relentless pursuit of a world that works better for people – we serve and transform leading enterprises, including the Fortune Global 500, with our deep business and industry knowledge, digital operations services, and expertise in data, technology, and AI.

Inviting applications for the role of Vice President, Lead Client Partner

This role is responsible for driving growth for a portfolio of clients and acts as the CEO for their account. The role must develop deep internal and external relationships and have the industry, domain, and business acumen to effectively partner with our clients’ executive teams. The role may manage a sales team in addition to owning a $50M+ portfolio.

1. Responsible for driving growth within a global or regional portfolio of >$30M through partnership with enterprise sales and mining of existing relationships; identify/close/deliver consulting opportunities as well as larger transformation opportunities including managed services.
2. Build vision for portfolio and enable vision through strategic roadmap including the creation and implementation of growth plans for key/strategic accounts.
3. Leads account planning and account strategy.
4. Understands the levers that impact P&L and contract or change management to drive improved account performance.
5. Understands how to set up operational processes and approaches that help optimize account management, including an overall client engagement strategy.
6. Actively involved in industry associations and forums.
7. Owns the P&L for the account (in collaboration with Operations).
8. Develops meaningful internal/external relationships with C-suite leaders across organizations. Drive thought leadership conversations.
9. Builds reputation as a trusted advisor with CXO & Business Leaders by developing a nuanced understanding of client’s strategic goals/pain points/market opportunities; and shares creative ideas and new value propositions regularly.
10. Responsible for Client Satisfaction and NPS.
11. Determines and orchestrates the needed flying formation to support the account.
12. Acts as a consultant to clients in the area of business and provides insights/directions on how to use new technologies to drive a transformation agenda relevant to Board and “C” level executives.
13. Understands how to lead Digital and Data-Tech- AI as the tip of the spear with clients (not just traditional IO/BPO).
14. Drives sales teams' performance using sales planning tools, processes, and metrics. Provides thought-leadership and direction.
15. Facilitates the commercial details and negotiation of an opportunity, such that both parties are satisfied with the value gained.
16. Understands how to construct Genpact’s Impact Commercial Models that align with client's business drivers and objectives.
17. Understand how to navigate political landscape at client and internally at Genpact.
18. Responsible for the full end-to-end lifecycle of entire team including hiring, onboarding, assessing, and evaluating performance and firing team members.
19. Provide leadership to the team through coaching, mentoring, training, and career development of staff.
20. Consults with leadership and HR on sensitive and difficult employee situations and issues.
21. Builds meaningful relationships and community within the team through honesty, integrity, and authenticity.
22. Has a clear vision and the ability to communicate the vision to team members.
23. Can organize the flying formation in an effective & efficient manner.
24. Collaborates with the Operations leaders to ensure successful delivery.

• Proven experience handling senior client relationships at Fortune 500 companies.
• Experience leading and closing end-to-end deals of $20M TCV or larger.
• Relevant years of business/segment/industry expertise.
• MBA or advanced degree in related field.
• Strategic consulting expertise or experience.
• Experience working with cultures across the globe.
• Sound financial & commercial business understanding.
• Prior consulting experience.
• Bachelor’s degree in business, technology, analytics, or a related field. MBA is preferred.

1. Can see futuristic possibilities and translate them into breakthrough strategies.
2. Effectively sees the big picture of the client's business objectives, competitive industry, and can relate to how Genpact can support their most important needs.
3. Clearly links client business strategy to a transformation roadmap both internally and externally.
4. Steps up to address difficult issues, saying what needs to be said and questions the status quo.
5. Is a self-starter who doesn’t mind building their own path to succeed and is comfortable taking charge.
6. Drives new CXO conversations to break into new business areas.
7. Can navigate organization, team, and client dynamics to lead effective change.
8. Knows how to uncover the business and personal agendas that drive individuals.
9. Has tolerance for ambiguity, is comfortable with change, and can flex quickly.
10. Relates openly and comfortably with diverse groups of people.
11. Holds self and others accountable for meeting commitments internally and externally.
12. Delivers on commitments, showing others they can be trusted to do what they say they’ll do.
13. Takes responsibility for the outcomes of individual actions and decisions, and successfully transforms efforts into results.
14. Develops and delivers multi-mode communication that conveys a clear understanding of the unique needs of different audiences.
15. Understands the emotion and intentions behind information and decisions.
16. Listens to gain the full meaning of what’s being said and makes the other person feel understood.
17. Has ability to manage conflicting priorities between the account, client, and project team.
18. Is viewed to be a trusted advisor both internally and externally with key stakeholders.
19. Has ability to navigate the political landscape and influence decisions.
20. Exhibits speed to outcome and consistently achieves results.
21. Is competitive, hard driving and motivated by delivering value.
22. Can create quick action plans to drive results for the team; understands what moves the needle and what does not.
23. Has an appetite to learn / understand Genpact Sales framework/ways of working (through Genpact’s mandatory Sales training & certification process) and a willingness to share best practices and encourage the team to leverage the proven tools, techniques and methodologies to yield better outcomes.

Genpact is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. Genpact is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. Get to know us at genpact.com and on LinkedIn, X, YouTube, and Facebook.

Furthermore, please do note that Genpact does not charge fees to process job applications and applicants are not required to pay to participate in our hiring process in any other way. Examples of such scams include purchasing a 'starter kit,' paying to apply, or purchasing equipment or training.