Client Partner - Aerospace & Defense

As a Client Partner with a specialty in the Aerospace & Defense industry, you will be working with our clients in developing and nurturing long-term client relationships. Your primary responsibilities will include serving as a strategic business partner, driving account growth, revenue and margin growth, as well managing the overall delivery process while ensuring client satisfaction for assigned clients.

The Client Partner will be a leader in the Technossus A&D practice driving the development and growth of sector strategies for clients across the space, general aviation, aerospace, space and/or defense industries. You will have expertise, passion, and thought leadership about compelling events that are driving transformation in the industry and map those to Technossus’ horizontal offerings. You will have the ability to apply industry knowledge on issues within a client setting and have a thoughtful point of view. You will participate directly in practice development activities that include developing go-to-market strategies to maximize business development in the industry.

The Client Partner serves as the primary executive contact for assigned clients and interacts on a day-to-day basis with both Technossus and client personnel. You will be a trusted advisor to the clients while setting the overall account strategy, planning, coordination, and management of all account-related growth and delivery activities. You will also be responsible for developing, maintaining, and managing deep, trust-based relationships with key client stakeholders, while ensuring project success and identifying new business opportunities within the account/s. This includes working with the Technossus delivery teams to manage clients' expectations during project delivery, and building trust in our capabilities at all levels of the clients’ organization thereby increasing loyalty throughout the course of an engagement and beyond.

The Client Partner role also includes leveraging available channels to obtain information about a clients' ongoing and future strategic business needs, with a view of maximizing the value we can provide to them with a win-win mindset. The Client Partner will partner with the Technossus delivery team and understand project risks and outcomes, address project scope-creep, change orders, objections and related issues, inter-team and interpersonal dynamics, and other delivery issues that could foreseeably negatively impact profitability, feasibility, relationships, and other key aspects of the engagement.

Requirements

• Serve as a “trusted advisor” to clients and have a mix of strategic and tactical management experience.
• Be the spokesperson and champion, both internally and externally, for the industry/vertical.
• Attend industry events and participate in speaking engagements, panels, etc. to grow your own and Technossus brand within the A&D industry.
• Build relationships with existing clients to ensure that they are adequately engaged in the project and are receiving the highest level of value from service offerings.

• Provide leadership and direction to client teams and business unit personnel, fully leveraging all direct and indirect resources and ensuring optimal levels of productivity, service, communications, & quality for assigned clients.
• Direct team activities on assigned projects to ensure full collaboration and partnership and leveraging Technossus’ full complement of resources to support the business.
• Proactively work with clients to understand their current business driven IT/software initiatives.
• Engage with client contacts across all areas of the client’s business on a regular basis to cultivate. successful client relationships horizontally and vertically, delivering a continuous flow of business-building ideas, while securing relationship and performance feedback.
• Possess a deep understanding of an assigned client’s business and technical environment and competitive landscape. Actively consult with assigned clients to identify client initiatives and projects where Technossus can provide solutions and training for upselling value-add opportunities.

• Identify account growth opportunities that are aligned with assigned client agendas and develop compelling business case/response to drive revenue opportunities. Maintain direct revenue responsibility of $5-10MM and personal billable utilization of 50%.
• In addition to serving as delivery lead for assigned client projects, work with the delivery team to ensure delivery successes to drive growth and quality of business.
• Achieve year-over-year efficiencies and consistently meet gross margin targets.
• Lead teams in developing and publishing materials used in the sales process, including proposals, contracts, and statements of work.
• Interact with assigned client’s vendor management/financials teams and maintain efficient flow of contracts, invoices, and payments.

• Develop an account strategy for assigned clients annually, reviewed quarterly, to manage to such plans, including developing a deep understanding of the client’s organizational structure by maintaining current organizational charts.
• Partner with Business Development/Sales Executives to manage client relationships.
• Maintain an accurate sales pipeline within the CRM system and forecast revenue results on a quarterly and annual basis.

Qualifications:

• Have deep industry experience with the entire A&D Industry 4.0 transformation.

• Have direct experience driving and/or participating across program management, systems engineering, design, build, regulatory compliance, and maintenance, repair, and overhaul (MRO) services. Any experience in space-based technologies including commercial space is a bonus.
• Mix of account growth experience (client interaction, capability of establishing and maintaining trusted relationships with CIOs, CTOs, VPs, etc.) and service delivery experience. Sales candidates without service delivery experience is not sufficient.
• 12+ years of industry experience in business development, account growth and/or sales and delivery of technology-related professional services, or consulting firm experience.
• Demonstrable understanding of current software development methodologies and processes, including, without limitation, Agile and Waterfall methods and approaches to software development.
• Ability to demonstrate and articulate the value that Cloud, Data and/or Process Engineering services provide to the industry and specifically to each client.

• Demonstrated enthusiasm for building a business, exhibiting a personal sense of urgency and capacity to identify, and overcome obstacles to achieving success and leading teams through complex technology solution sales initiatives.
• Passionate about helping A&D clients achieve their mission through technology. Ability to respond promptly and effectively to clients' needs and issues.
• Demonstrated ability to negotiate and articulate complex concepts/business issues verbally and in writing to clients, consultants and management.
• Proven ability to develop business relationships and to prioritize multiple responsibilities.
• Outstanding ability to work within a team environment including both on and offshore colleagues.

• Excellent communication (verbal, written and presentation) and leadership skills required; strong command of the English language.
• Proven ability to successfully interface with executives, management and navigating organizational structures and hierarchies.
• Above-average ability to use the MS Office suite (Word, Outlook, Excel, PowerPoint); and Client Relationship Management software. Exceptional attention to detail, follow-up, and organizational skills.
• Bachelor’s degree in an IT, Data Science or A&D related field required, master’s degree preferred.

Benefits

Our job titles may span more than one career level. The starting base pay for this role is between $135,000.00 and $170,000.00. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs, and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus and benefits.

Benefits:

• Medical, Dental, Vision
• Health Savings & Flexible Spending Account
  • Health Care FSA
  • Dependent Day Care FSA
• Company paid life, AD&D, & LTD insurance
• Flexible PTO policy
• Continued training to level up your skills
• Supplemental benefits available:
  • Accident Insurance
  • Critical Illness Insurance
  • Hospital Indemnity
• Employee Assistance Program

A little about us and why you’ll love working here

Technossus is a privately held, award-winning software solutions and technology consulting firm started by industry experts to help companies design, develop and implement innovative software solutions. Our experts create enterprise applications and immersive user experiences while working collaboratively with clients to ensure the highest level of predictability and success. We attribute our rapid growth as one of the nation’s fastest-growing technology solutions providers to our core values, which include our commitment to delivering exceptional value and quality to every client—every time. Driven by passionate and creative technology professionals, we strive to be the most respected and trusted consulting firm in the industry and to consistently exceed expectations and deliver solutions that transform businesses and cost-effectively enhance operational performance.