Vp Client Partner

Reporting to the CRO, this position is the Responsible party to ensure the ongoing revenue stability and growth for our Current Client base. You will become the Trusted Advisor for your assigned Clients and help facilitate the education and expansion of all Company offerings.

The Role:

- Act as a strategic account manager for some number of Client Accounts
- Management reserves the right to adjust Customer Account assignments annually
- Be the Steward of the BAM (BIG Account Management) framework:

- Be instrumental in devising, implementing, and improving the BAM framework.
- Collaborate and devise BIG’s Account Attack Planning methodology
- Be instrumental in rolling out and mentoring others involved in the BAM process globally.
- Provide on-time reporting to the CRO
- Act as a Mentor and Collaborator for the other Client Partners
- Provide focused accountability on a select Client base
- Drive predictable growth in the assigned Client base each year
- Have a clear and rolling 12-month view of Client planning/spending for Corporate Forecasting purposes
- Cross Sell into the assigned Client base
- Elevate Client relationships to be more Strategic - Partner versus Provider
- Quarterback the integration of key players (C-Suite / Practice Owners / New Logo Sellers / Solution Delivery team members) into strategic account BAM life-cycle
- Collaborate with the DSMO Leadership to stay current on Client Program/Project Health
- Identify and Recommend new revenue opportunities via the “Productization” of Services based on Client Feedback
- Meet weekly virtually and monthly in person with Customer Accounts
- Regularly poll Clients on how BIG is perceived in the Accounts (NPS style)
- Become a champion of the BIG Program and AMS offerings for current Clients
- Become the nucleus for all expanded relationships within the account’s ecosystem (relevant technology platform(s), strategic partners, etc).
- Work on a billable consulting basis for up to a maximum of 25% to provide strategic leadership and executive guidance. To be confirmed at the direction of the CRO on an account basis.
- Spend an estimated 20% of the time as a Services Pre-Sales resource to the New Logo sales team. The default policy will be for each “Closed Won” account to become assigned as a future Client of the supporting Client Partner

Required Skills & Experience
- Post Secondary Education and 10+ years in a consulting or professional role
- Experience in software consulting project and program leadership
- Proven skills in converting conversations to Proposals / Statements of work
- Ongoing “Sales Training and Certification” for each of our core technology partners
- Exceptional Customer orientation and relationship skills at all levels of the Client (contributor, Manager, Director, VP and Executive)

Compensation:

- Base Salary with a potential for up to 30% Variable Pay based on meeting personal objectives with a minimum Corporate Performance being met by the Company.
- Variable Pay based on Fiscal Year achievement toward growth goals (revenue growth targets, gross margin targets, and corporate goals).
- Additional bonus available for meeting Billable Consulting goals.

Our growing team has earned global recognition as a Great Place to Work and has received multiple industry partner awards, all while maintaining a fun and people-focused culture. If you’re looking to deepen your expertise and solve real-world problems, Bits In Glass could be the place for you. BIG offers remote work options, competitive compensation plans and professional development and learning opportunities.

BIG is a high-growth Cloud Consulting firm with offices in Edmonton, Calgary, Toronto, Denver, Dallas, India and the United Kingdom. Our clients are in Canada, the UK, India and the US. We are a team of experienced IT professionals specializing in delivering business value to organizations that leverage modern platforms, including Pega, Appian, MuleSoft, and Boomi. Our extensive experience in the IT industry, combined with our current track record in enterprise software development, enables us to offer a comprehensive range of services to our clients. Bits In Glass helps organizations of all sizes to automate their businesses and leverage the power of the web and mobile technologies.