Join the Payroll team as a Senior Payroll Analyst.
Job Specifications & Requirements
- At least 12 years of experience in client-facing roles or account leadership within IT professional services or management consulting in the BFSI domain.
- Proven experience with global service delivery models, adept at managing cross-regional operations.
- Skilled in overseeing and expanding client P&L, with a strong background in reporting and performance metric assessment for accounts.
- Deep expertise in the BFSI industry is essential.
- Proficient in selling across various service lines, including Infrastructure, Digital Services, and Application Services.
- Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations.
- Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects.
Key Responsibilities
Drive account growth with focus on renewals and selling new offerings
- Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
- Drive renewal through overall pursuit strategy, solution due diligence /contract assurance review via coordination with Client Delivery Manager
- Identify opportunities for cross-sell and areas of growth within existing accounts by collaborating with Client Delivery Manager
- Develop negotiation strategy & negotiate contract / agreement; work with Bid Managers to draft SoW for contract with collaboration with Solution Architect/ Practitioner Sales/Client Delivery Lead; participate in win/loss review
Orchestrate account governance activities
- Develop robust account plan with inputs from Client Delivery Lead and Practitioner Sales
- Determine review cadence and KPIs to be monitored with Client Delivery Lead
Drive customer satisfaction along with Delivery team by being primary relationship holder with account stakeholders
- Become a trusted client partner by empathizing and gaining trust of the clients. Walk the halls; develop discussion docs. to take to the client; understand customer requirements
- Jointly responsible to maintain customer satisfaction; track and report CSAT / NPS
- Primary client contact for all escalations
Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
- Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
- Monitor cost metrics for an account - with inputs from Client Delivery Managers of individual projects
- Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives
Key Interfaces
- Develop account strategy, prioritize offerings in consultation with Practitioner sales and Client Delivery Lead
- Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Lead
- Provide input to finance on financial forecasting of account revenue. Validation of invoice generated by finance team and collection follow-ups Internal account-level reporting (if applicable) along with Vertical Bid Management Executive
Key Metrics
KPIs
- Revenue
- Order book
- % gross margin delivered
- Client satisfaction (CSAT)
- Average deal size
- Pipeline size
- Number of renewals : Win rate / close rate
KRAs
- As-sold margins
- Lead mortality rate
- % Variance in forecasted Vs. actual rev.
- % Variance in forecasted Vs. actual GM
- Cost overruns-Negative margin accounts (#, Revenue, Gross Margin)
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Delhi, India's capital city, is a place where tradition and progress co-exist. While Old Delhi is known for its rich history and bustling markets, New Delhi is defined by its modern architecture. It's clear the region places a strong emphasis on preserving its cultural heritage while embracing technological advancements, particularly in artificial intelligence, which plays a central role in shaping the city's tech landscape, fueled by investments in research and development.
