Client Director , Integrated Accounts Milano

Client Director , Integrated Accounts
Milano
Lombardia, Milano

The Client Manager is accountable to achieve and overachieve the revenues and margin targets, deliver strong management of the scope of services, foster a great collaboration internally and externally around the client priorities and achieve high level of customer satisfaction for their assigned Clients.

**The Client Manager is responsible for the end-to-end revenue realization, retention and expansion, create conditions for sales growth, and renewal of the integrated Client.

The focus is both achieving the current fiscal objectives but also building the backlog for future periods.

The Client Manager cultivates relationships within Client leads to unlock customer value, make sure Alight delivers according to contractual agreements, identify opportunities to enhance client product engagement and generates demand within Clients for bundled solutions that demonstrate our "One Alight" advantage for the entire portfolio (Benefits, Payroll, Cloud, and Consumer Experience).

The individual will work closely with assigned Sales and Solution Architects on new sales opportunities.

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The Client Manager is responsible to manage closely the scope services for the customer and support ongoing services and projects delivery across the various service locations, domains and platforms.

The Client Manager ensures timely execution of ongoing client deliverables in close collaboration with delivery functions as well as developing solutions to complex problems/projects across multiple domains and services.

The individual will maintain overall Accountability for all Alight scope of services and serve as a client escalation point on all matters related to commercials, customer satisfaction, delivery, installation, solution adoption, and product renewal.

The Client Manager will have overall business performance Accountability for their portfolio of clients and will be expected to closely partner with Delivery and Sales on strategic planning, client satisfaction, relationship health, contractual adherence, revenue retention and exceeding in-year revenue targets.

**Responsibilities**:

Domain expertise

- The individual has a solid background in either HR or Payroll technology and services and will become a generalist in the entire Alight portfolio.

- The Client Manager is the relationship owner for the client globally representing the One Alight portfolio, and therefore able to represent the full Alight portfolio at a C-Level in the Client, not just the current scope of service.

- Collaborates with Sales, Solutions Architects and other Subject Matter Experts to share market insights.

This network is utilized to ensure we are bringing the latest insights to the sales process and product solutions.

**Commercial process

- Retains clients, maintains sustainable relationships, and understands all of our competitors

- Ability to generate client demand for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs

- Creates and executes Client mapping and Client renewal, retention, and strategic plan

- Identifies key success measures for solutions within Client and then manages to the plan

- Leverages strategic customer relationships to deliver revenues realization and expansion across multiple end locations

- Proactively communicates successes, opportunities, and Client direction across all Client departments

- Lead high-level discussions at the corporate level of the Client

- Develops expansion scope of solution set and brings in other resources such as Solutions Architects to help expand client understanding, conduct demos, and assist with scope management

- Collaborates with internal resources (Finance, etc. )

to plan at Client level pricing strategy, analytics, business review prep & presentation

- Demonstrates strong upselling aptitude to secure product adoption, renegotiate Key Performance Indicators, and secure incremental budgets that align with client objectives and drive client growth

- Ensures client satisfaction through product adoption and renewal, and continuously monitors ongoing client satisfaction throughout all phases in the sales cycle

- Provide timely and accurate forecasts and reports to inform management's strategic decision-making

**Client Relationship Management

- Sufficient experience and presence to be able to build relationships and credibly interact with the CHRO, CFO CIO and other C level executives in the Client

- Serve as a strategic partner/trusted advisor, understanding client needs and digital marketing dynamics to identify how client business goals can best be met and exceeded, and showcasing creative-thinking to establish long-term client trust

- Develop full understanding of Alight's product suite, features, contractual items, and differentiating traits to manage the current scope of the services vs what has been contracted; display comfort in speaking to Alight's offerings and confidence in accurately identifying product and feature