Senior Client Partner - Financial Services

Job ID: 2024-9097928 Freshwater Place - 28 Freshwater Place, Southbank Melbourne, Victoria 3006 AustraliaThe Company growth is fueled 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 seasoned Client Partners 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 the 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.
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 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 stakeholders to capture their objectives, concerns and priority areas. With a full understanding of the client's context/situation, the successful candidate will be responsible 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.
GrowthRepresent the PS portfolio and develop opportunities through the early stages of the selling cycle, to the proposal stage.Create and lead new pursuits in one or multiple target accounts and bring forward clear and compelling client propositions that deliver initial engagements that demonstrate clear value and impact.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.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.Manage to quarterly and annual individual growth (signings) targets.Business managementLead 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 commercial goals.Manage PS Internal teams to build a dedicated and virtual team of experts to match our offerings to Client priorities.Industry leadershipLead (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 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.QualificationsIndustry expertise gained either from working in industry or selling/consulting to industry in a consulting or IT capacity. It is expected expertise in the Banking Industry, with previous experience in subjects such as, deposits, credit and collections, business banking, payments, risk & compliance and cybersecurity among others. You will demonstrate connections within your industry that will facilitate access to clients and opportunities.Demonstrated experience in a digital business transformation professional services with a proven record of developing and closing new business. Examples and contribution will be part of the interview process.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 personal prior works may be requested as part of the interview.Proven ability to be accepted by and communicate at the CxO client level. Executive presence is a subjective qualification but is important and will be assessed as part of the interview process.Company DescriptionPublicis Sapient (PS) is a digital transformation partner helping our clients transform the way they serve their customers and the way their teams work by using the power of digital. We help unlock value through a start-up mindset and modern methods, fusing strategy, consulting and customer experience with agile engineering and problem-solving creativity. As digital pioneers with 20,000+ people and 53 offices around the globe, our experience spanning technology, data sciences, consulting and customer obsession – combined with our culture of curiosity and relentlessness – enables us to accelerate our clients' businesses through designing the products and services their customers truly value. Publicis Sapient is the digital business transformation hub of Publicis Groupe. For more information, visit publicissapient.com.

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