Account Manager

With delivery locations across India, North America, UK and Europe, Middle East and Australia, WNS Vuram helps WNS drive client enterprise transformation and deliver improved business outcomes leading to client loyalty.

Using Appian, WNS is the Hyper automation brand of WNS.

WNS Vuram has direct revenue targets and provides support for Transformation services.

WNS Vuram is responsible for Sales, Solutions and Delivery for Hyper automation revenue service as well as Hyperautomation service as part of larger transformation engagements in BPM.

Key Responsibilities

The position is a key leadership role in the WNS Vuram Leadership team. Our client partners are the advocate of our client and typically are industry sector SME’s. They are at the forefront of engaging with our clients to understand their business challenges and develop solutions to drive business improvement and transformation. This will achieve strong account penetration with the client and long-term revenue growth for WNS. The client partner will be a member of the sales and account management leadership team at WNS as well as the specific business unit in which the client falls, reporting either to a Practice Leader or Business Unit Leader. The client partner will have overall responsibility of ensuring a high level of governance of client relationships.

This is a revenue focused role and key performance indicators include Annual Contract Value (ACV), Total Contract Value (TCV) and Net Revenue (recognized).

To manage the overall client relationship.

Negotiate and manage all commercial matters.

Act as the client advocate and trusted advisor to ensure that solutions are developed to resolve the client’s business challenges through leveraging WNS’ expertise and capabilities. Being able to have meaningful business conversations with a client executive level audience is considered critical to the client partner role.

Ensure the client has strong awareness of all WNS offerings and capabilities.

Drive transformation agenda with the client.

To “walk the floor” of the client ensuring a high degree of visibility of WNS and understanding of client issues and overall objectives. Ideally a client partner will have a security pass to access the client building and be seen as part of the client’s leadership team to some extent.

To drive revenue growth by creating and championing high-value propositions for the client.

To have business oversight of multiple relationships across client stakeholders from all aspects including the WNS account and operational delivery teams

Ensure communication to WNS Senior Management of key developments with the client.

Managing clients visits and accompanying them to WNS delivery centers as and when required.

Own and ensure the cadence of client governance.

Manage all reference requests from the client for targeted new clients, analysts and advisors.

Execute the client partner charter effectively i.e.

Account Plan: Create and maintain an up-to-date account plan for assigned clients.

Flash Reports: Issue a fortnightly update on recent activity and client engagement.

CRM Discipline: Ensure that sales opportunities are managed and updated on WNS CRM on a timely basis.

Governance Framework: Establish and run the contractual governance forums with the client.

Qualifications:

• University degree.
• Minimum 10-15 years of experience working in similar capacity, preferably in Hyperautomation, BPM or IT organizations.
• A post graduate degree in management or financial certifications would be preferred.

• Strong understanding and working knowledge of Digital Levers, Technologies, and Solutions

• Basic knowledge of core technologies including (but not limited to): Hyperautomation, , Digital, Cloud, RPA/IA etc.
• Understanding of emerging/new technologies and trends and appreciation of their application in business

Knowledge & Skills

• Strong experience in working on large hyperautomation programs across multiple industries.
• Knowledge of current market trends on Hyperautomation and Technology solutions
• Experience in managing senior client stakeholder.

• Excellence problem solving skill and business acumen, analytical capabilities, and result orientation.

• Experience working with large corporates and in a matrix structure environment with multi-disciplinary teams.

• Excellent negotiation/influencing skills. Ability to interact with senior business leaders and manage conflicts.

• Expertise in Agile ways of working highly desirable.

• Over 10+ years of Client Partner experience out of which at least few years should have been in a
• senior capacity ideally with one or more of the following:

A global company with operations in India

A knowledge services company

• Must have a progressive career that has involved leadership, relationship and client management.

• Minimum 10 years of general consulting or other equivalent business experience.

Personal Attributes

• Highly motivated and passionate about technology implementation

• Ability to influence without authority.

• Comfortable with complex challenges

• Creative problem solving

• Adaptable to change.

• Excellent coaching and mentoring skills

• Passionate about driving D&I and ESG initiatives