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    Financial Services Client Partner - Melbourne, Australia - Publicis Sapient

    Publicis Sapient
    Publicis Sapient Melbourne, Australia

    Found in: Talent AU C2 - 5 days ago

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    Full time
    Description

    Job Description

    The Company growth is fuelled by our clients, the work we do for them and the value we bring to them. PS proposition includes unique capabilities covering digital strategy, experience design, data & engineering, product and delivery, and we also utilise the Power of One with Publicis Groupe to further amplify differentiation for our clients by integrating creative capabilities from the agencies within Groupe.

    We are seeking a seasoned Client Partner in Melbourne to join our team and drive new business at existing clients and prospects within the Financial Services Industry (FSI) vertical.

    The right candidate will be PS' representative with client and therefore, responsible for understanding its context and priorities, building relationships with senior stakeholders, strategising PS' growth approach and lead teams in sales and quality delivery. You will bring PS global capabilities and experiences to your client to expand and grow the business.

    As a Client Partner in the Financial Services industry, adeptly navigate complex client relationships, driving strategic initiatives and leveraging advanced technological solutions to deliver innovative value propositions. Possess exceptional stakeholder management skills and a deep understanding of industry dynamics, ensuring the seamless integration of cutting-edge technology to meet clients' evolving needs.

    Qualifications

    As a successful candidate your primary objective is to bring the best of Publicis Sapient to our clients. With that in mind, the candidate must be relationship driven and capable to connect with senior stakeholder to capture their objectives, concerns and priority areas. With a full understanding of client's context/situation, the successful candidate will be responsibible for building the strategy and leading delivery targeting value creation for the client and growth for PS business. You must be embraced by the value you demonstrate to the existing PS teams through industry knowledge and/or domain knowledge, and sales leadership. You will be capable of cross selling the entire PS portfolio as an ingredient to bringing both client value, and PS growth.

    You will report to the FSI Industry leader, where you will focus on growing a set of existing PS clients and driving new client logos. Your subject matter expertise, combined with the PS portfolio will be a critical sales differentiator. Specific expectations & measurement are viewed through a lens of Growth, Business & pipeline management, quality in delivery and Industry specialisation.

    Growth

  • Represent the PS portfolio and developing opportunities through the early stages of the selling cycle, to the proposal stage.
  • You are expected to have a proven track record in identifying and driving business origination, working autonomously to connect with clients and prospects, supporting offerings and market campaigns, and capturing opportunities based on ongoing delivery (farming) and new client discussions (hunting). Proactivity and a growth mindset are mandatory.
  • Nurture key alliances that can facilitate the growth of your account(s).
  • Manage and grow existing clients within your portfolio, ensuring clear plans are in place to leverage the power of PS to continually expand the account(s).
  • Strive to provide continual value-add to existing client teams, and clients through Industry expertise, domain expertise, or sales leadership and eminence.
  • Use a variety of resources to identify specific deals, potential renewals, potential repeatable business opportunities.

    • Business management

    Lead annual client account planning sessions. The output is a PS sales identification & execution strategy for that year and foreseeable future. It includes but is not limited to:

  • Articulation of client priorities.
  • Insight on applicable industry trends.
  • Clarity on PS competitive set.
  • Understanding of client budget and projects planned to support strategic planning.
  • A relationship map and calling plan between the client and PS executives.
  • Catalogue of known opportunities, and a set of proactive proposals to be developed.
  • Declare who and what is needed to pursue each opportunity.
  • Assign PS client team members to help drive tactical pursuits.
  • Ensure all opportunities are accurately reflected and forecasted in our CRM. Whether from a planning activity or ad-hoc sales activities identified throughout the year.
  • Collaborate with PS colleagues to understand and manage delivery expectations and plan for post-sale transition to successful delivery.
  • Take ownership of monthly, quarterly and annual signings targets and ensure contractual arrangements meet defined commercials goals.
  • Manage PS Internal teams to build a dedicated and virtual team of experts to match our offerings to Client priorities.

    • Industry leadership

  • Candidates should have industry-specific expertise and/or domain expertise coupled with a proven track record of creating, leading and closing new business opportunities. As a Client Partner, you are expected to expertly guide client relationships by strategically leveraging Digital Business Transformation, prioritizing customer-centric approaches that enhance client experiences in processes such as, customer onboarding, lending, payments, AML/KYC and CRM, among others.
  • Lead (with the assistance of a cross-functional team) the development of proactive propositions to take forward to multiple clients. Their impact and quality will position PS as a relevant provider in a client's digital business transformation agenda to open doors to opportunities that would not be otherwise be present.
  • Create an innovation agenda to differentiate the PS value proposition with clients.
  • Foster strategic partnerships to help grow the perception of PS and our capabilities. Business partners, marketing campaigns, and thought leadership are examples.
  • Contribute to team education and community for the benefit of the growth office and PS populations. Innovations, thought leadership pieces, client successes, asset demonstrations etc.
  • Attend selected industry & digital business forums to promote PS to the market, forge and maintain industry relationships and knowledge. Identify leads and execute on them as a result.
  • Maintain a current and compelling set of client reference materials for re-use in the pursuit of client opportunities by you, and by the PS client team population.

    • Past experience and qualifications

  • Candidates should have industry-specific expertise and/or domain expertise coupled with a proven track record of creating, leading and closing new business opportunities. As a Client Partner, you are expected to expertly guide client relationships by strategically leveraging Digital Business Transformation, prioritizing customer-centric approaches that enhance client experiences in processes such as, customer onboarding, lending, payments, AML/KYC and CRM, among others.
  • You possess a hunting mentality, but also bring the requisite business acumen needed to find, develop, create and sell business outcome-based solutions to clients.
  • Proven ability to manage and grow clients within your portfolio.
  • Excellent spoken and written communication and proficiency in Microsoft presentation tools expected. Examples of personnel prior works may be requested as part of the interview.
  • Proven ability to be accepted by and communicate at the CxO client level (group and divisional in business and technology). Executive presence is a subjective qualification but is important and will be assessed as part of the interview process.

    • About you in the role

  • You possess a strong learning mindset and drive for continuous self-improvement, including exceptional communication and negotiation skills, personal adaptability, and high empathy and curiosity.
  • As a routine and rigor, you maintain a thorough understanding of PS' portfolio and solutions and how to best differentiate these values to our clients.
  • You are a collaborator who fosters trusted advisor relationships with clients and internal stakeholders. Style, Industry POVs, and value-driven conversations are your approach.
  • You are an articulate leader who leads internal teams to outcomes. You embrace mentoring and developing others in your journey. You can apply a data-driven approach to include research, business intelligence, and compelling strategies.
  • Flexible and mobile, able to work in a hybrid work from home and office and travel as the role necessitates.
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