Job Details

Job Requirements

About Quest Global - Where Innovation Meets Impact

We are Quest Global. We are in the business of engineering, but what we are really building is a brighter future. It is not just what we do, but why we do it that makes us different. We believe engineering has the unique opportunity to solve the problems of today that stand in the way of tomorrow. For 27 years, we have strived to be the most trusted partner for the world's hardest engineering problems. As a global organization headquartered in Singapore, we live and work in 18 countries, with78 global delivery centers, driven by 20,000+ extraordinary employees who make the impossible possible every day.

Quest Global brings deep industry knowledge and digital expertise to deliver end-to-end global product engineering services. We bring together technologies and industries alongside the contributions of diverse individuals and their areas of expertise to solve problems better, and faster. This multi-dimensional approach enables us to solve the most important and large-scale challenges across the Aerospace & Defense, Automotive, Energy, Hi-Tech, MedTech & Healthcare, Rail, Semiconductor and Telecommunication industries.

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Position Overview

Position Title : Strategic Client Partner

Reporting To : Global Business Head

Location : San Francisco, CA, USA

Scope:

The Strategic Client Partner will head the Virtual Business Unit (VBU) for one of the strategic Hi-Tech account and bring a focused approach towards addressing their customers' needs and strategies. Our key strategic accounts in Quest Global Hi-Tech Vertical portfolio have significant growth potential.

The individual will work closely with the Global Business Head, President, CEO, Senior Sales and Delivery Leadership team of Quest Global and is responsible for leading and growing the VBU including Revenue and Profit responsibility and managing team of account managers.

Candidate Profile

The individual must be familiar with the Hi-Tech industry, predominantly with the Hyperscalers and have existing relationships with the targeted customer's Senior Executives (e.g. VP Engineering, CTO). We are looking for someone who can identify customer pain points, demonstrate ability in creating long-term customer solutions and bring long-term trusted relationships, maturity, scalability, and sustainability to the VBU.

An individual with strong Solutions Sales, Customer Relationship Development, General Management and P&L management experience in an organization of repute will be successful in this role.

Key Responsibilities

• Revenue and Profit Growth. Lead overall effort to grow VBU revenue and profit to emerge as a key strategic partner for all major accounts.
• Relationships. Leverage existing customer relationships with engineering influencers and decision-makers at executive and mid-level managers. Develop and expand relationships with senior and mid-level customers.
• Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (StrAP) to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, differentiation, SWOT, Quest Global relationship summary and Quest Global capability gaps. Make key business decisions on which services/solutions to pursue and invest in.
• Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest Global relationships, influence customer decision-makers, monitor milestones, track action item progress and lead the campaign proposal effort.
• Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
• Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions of key customers and other accounts as per the strategic account plan.
• Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per the Quest Global process.
• Cross Sell and Up Sell. Leverage Quest Global's best practices and from other accounts, to develop and operationalize plans to introduce new services to key accounts and other accounts.
• Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
• Lead 'Virtual Business Unit' (VBU). Lead sales-delivery matrixed team for the customer. Coordinate efforts, hold weekly meetings and lead monthly reports out to Quest Global Sales & Delivery executives.
• Invest in Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
• Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

• Deep expertise in the Hi-Tech industry with extensive experience managing hyperscaler accounts, coupled with comprehensive knowledge of end-to-end processes in Engineering services, including Time & Material, ODC, and Turnkey business models.
• Strong relationships with senior leadership and mid-level technical managers who are the key influencers.
• Strong experience in product management and business development in the Hi-Tech space and global experience in managing customers.
• Engineering knowledge and complete product life-cycle knowledge of Hi-Tech organization, (including and not limited to):
• Digital solutions knowledge, including product life-cycle expertise.
• Experience with lifecycle engineering services, including embedded software and systems engineering, firmware, mechanical and structural design and analysis, manufacturing and software/hardware support.
• Challenges related to cost, delivery, schedule, or support.
• Internal funding process includes timing, influencers and approvals.
• Outsourcing processes, funding, upcoming changes and leadership.
• Existing major outsourcing suppliers including SWOT
• Demonstrated track record of P&L ownership and proven ability to grow businesses profitably.
• Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
• Experience in hiring, building and developing strong teams.
• Experience leading cross-functional teams and working with global remote teams / offshore delivery model environments.
• Experience with sales and account management and in developing strategic plans
• Experience in authoring complex proposals; experience in negotiating master service contracts and long-term agreements.
• Excellent interpersonal and communication skills, both verbal and written and the ability to communicate effectively at all levels.

• Bachelor's Degree - Engineering. Master's degree/MBA
• Formal training/experience in program management, negotiations, and strategic selling