Client Executive DACH

Client Executive - Role Description

Alight is a HR solutions provider. As such we aim at a high customer satisfaction to ensure expansion of our services footprint in an organization but also positive referencing. The Client Executive Teams stand in the front line to the customer by carrying the commercial responsibility to grow Alights business for an account and acting as senior facilitators of the needs and demands of both parties

The Client Executive is responsible for the expansion of business achieving sales growth with the client as well revenue realization, retention, and renewal of the Client for the breadth of Alight services through a consultative engagement. The focus is both achieving the current fiscal revenue objectives by upselling as well as supporting the Delivery teams convert the existing backlog by leveraging the Client Executives C-level relationships in escalation management. The Client Executive is responsible for building the backlog for future periods through winning new contracts that generate Total Contract Value. The Client Executive cultivates broad C-Level relationships to unlock customer value to support their digital transformation. Alight often acts in multiple aspects of a Cloud Transformation journey and thus needs to offer and balance various complex offerings at the same time (Advisory, Payroll, CoreHR, WFM, Benefits, Payment Services etc). The individual will work closely with assigned Solution Architects on new business opportunities.

• The individual has a solid background in modern HR and Payroll technology and services and will become knowledgeable in the entire Alight portfolio to be able to take a 1st level discussion with the appropriate C level in their client
• The Client Executive 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.
• The Client Executive has the experience, credibility, and presence to be respected by the C-Level in the client and to build a strong relationship with the entire Decision-Making Unit in the client
• Collaborates with 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.

• Expands business for Alight in named clients and retains them by maintaining sustainable relationships and understanding the key competitors in the client by successfully leading lead high-level discussions at the corporate level of the Client

• Ability to generate and close new opportunities for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs and the value proposition of Alight
• Identifies key success measures for solutions within Client and then manages to the plan. Leverages strategic customer relationships to support delivery in escalation of major Service Delivery issues
• Leads Client Service Leader and Finance 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.
• Develop full understanding of Alight's contractual items, and differentiating traits to manage the current scope of the services vs what has been contracted.

• 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 highlighting creative thinking to establish long-term client trustPrioritize client engagement with an emphasis on maximizing revenue growth and efficiency, uncovering high potential opportunity, and implementing client retention strategies to minimize churn, while achieving client business goals and objectives
• Develop collaborative relationships with internal commercial and operational teams, e.g. Sales/Delivery; display comfort in leading problem-solving discussions that add value to client relationships, solve challenges, and achieve company goals

• Bachelor's degree preferred

• 5-8+ years professional sales experience
• Excels in the areas of client management, upselling and forecast accuracy,
• Highly analytical approach to defining client outcomes and articulating value
• Ability to inspire the team and excite the organization to rally behind the strategy
• Maintains strong content knowledge across entire Alight portfolio
• Proven ability of working under pressure with resilience and tenacity
• Proven ability to be a proactive leader
• Proven ability to create energy and focus in highly matrixed team
• Travel Expectation 10 - 25% of the time (sometimes on short notice) to support meetings with clients