Client Partner

Position:

Client Partner

Title:

VP Client Partner – UK

Job Location:

United Kingdom

Role and Responsibilities

Client Partner is a highly visible position central to the engagement ownership and client management for a portfolio of accounts (between 3 to 5).

The role includes business growth, client management, contract negotiations, solutioning, consulting, P&L management; all focused on achieving Xceedance UK’s annual targets for client base growth, revenue, profitability, quality of delivery and customer satisfaction.

Client Partner should have strong leadership skills, leading the team by example and be able to lead, inspire, and motivate the team members to work towards the company's goals and objectives. The Client Partner becomes the face for the portfolio accounts and must possess excellent communication/presentation skills and be able to effectively represent the company to clients, partners, and other stakeholders.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

Client Management and Financials

•Strong connect with clients to understand their needs and evangelize Xceedance

•Strategize and grow Xceedance’s business by pitching its offerings to existing and prospect clients in the assigned market segment(s)

•Identifying new business opportunities and developing strategies to pursue them with portfolio accounts/market segment; work with delivery to build desired service capabilities at scale

•Working with BDE in sourcing new clients, client expansion and investment opportunities for the segment client partner is responsible for

•Build relationships with clients based on trust and respect

•Participate at Insurance events and spread the word for Xceedance

•Function as a client advocate within Xceedance

•Use knowledge of the market and competitors to identify, amplify and position Xceedance differentiators to drive positive expansion outcomes

•Champion internal teams in keeping client contracts (SOW and MSA) current

•Accountable for any billing and invoice payment issues between client and Xceedance

•Proactively flag any potential delays in invoicing and follow up with client finance for any issues

•Manage account’s budgets and profitability

•Working with the President to prepare the organization’s annual budgets, analyze the risk of its operations, performance, corrective actions

•Adhere to the strategic business development framework — as set by the President and which is part of an integrated processes, including use of the Company’s sales tools and templates to manage prospects through various sales stages — from initial engagement to ongoing planning, execution, control and close of opportunities, as required including the use of Salesforce

Service Delivery

•Accountable for growth and quality delivered to clients across the portfolio by setting goals for each department in collaboration with the Business Leaders and President

•Establish and coordinate engagement governance sessions with client and Xceedance delivery teams

•Coordinate Voice of customer / NPS surveys and action plans

•Be single point of contact for client escalation

KNOWLEDGE & SKILLS:

•20+ years of experience in leading large insurance technology delivery teams and client relationship management

•Strong operational experience of at least one Insurance market segment with proven transformative leadership impact

•Should have managed large budget engagements and revenue responsibility

•Detailed, practical understanding of insurance functions and how can Xceedance offerings alleviate their pains/challenges

•Established connections within insurer/reinsurer/broker/underwriting agency markets, and at decision making levels of insurance organizations

•Strong written and verbal communication skills with abilities and experience to close deals

•Ability to travel at least 50 % of the time with occasional international trips

•Comes with an entrepreneurial and agile mindset. Should possess excellent articulation and storytelling skills.

•Embraces change as opportunity to improve

•Ability to innovate and implement creative business solutions for growth and development

•Reliable professional with the ability to develop high-trust relationships with colleagues, customers, prospects, and partners from diverse cultural backgrounds (across multiple countries).

•Great listener, team builder and able to lead, including an ability to make hard decisions and deliver difficult messages.

•Excellent problem-solving skills

•The ability to use their judgment to make decisions

•Insightful/ great instinctive feel: Capable of sizing up people and their agendas

•High energy, very organized, and willing and able to get into the weeds across all areas of reasonability

•Knowledge of market research, sales and negotiating principles

•Able to work collaboratively and independently.

•Deep knowledge of the P&C insurance industry, operations, and technology

EDUCATION/EXPERIENCE:

•Bachelor’s/MBA degree or a combination of education and equivalent experience

•Bachelor's Degree/MBA in business or finance preferred

•Insurance Acumen across all functions and technology is a must

•Proven track record for running business, company or divisions within insurance related companies or vendor partners

•15+ years of progressive increase responsibly including consultative sales experience with insurance services or technology industry-related company

COMPENSATION STRUCTURE

Base salary.

Variable Incentive Compensation (VIC)

Full benefits package including: Pension; Group Life Insurance; Income Replacement Insurance; and Private Medical Insurance.

Company laptop and mobile phone.

LOCATION

The position is based in London.

Willingness and ability to travel 50 % plus within UK and Europe and occasional trips international