Careers

HC Client Partner, Acct Mgr & Program Mgr (Named Accts)

Job Title: HC Client Partner, Acct Mgr & Program Mgr (Named Accts) Location: Major metro in E or W coast US & St Louis Job Description: Healthcare encompasses Payers, Providers, & Plans Our client serves many of the world's largest and most prestigious companies across most major industry verticals. They offer solutions to help clients address a wide range of issues affecting business growth for both established as well as early stage and emerging companies. Our client’s Practice areas offer vast knowledge in planning, design, development and data conversion of major applications and packages through proven methodologies, processes, tools and frameworks. This capability is tightly integrated with Business Event Integration, Information Technology (IT) Optimization and Outsourcing services. Our client’s Healthcare Consulting Practice serves nearly all of the world's largest and most prestigious payer, provider, and health plan companies. They offer solutions to help clients address a wide range of issues affecting business growth for both established as well as early stage and emerging healthcare companies. From inception to initial public offering or global product launch, their professionals have comprehensive experience in most aspects of healthcare IT, business processes, and business operations. Our client’s technology consultants, working with other IT organizations, can help their clients to use technology integration to solve business challenges. Our client’s technology specialists, most with extensive experience in systems integration and development, are committed to delivering efficient, technology-based solutions to their clients. They assess their client's current technology needs and assist with efforts to improve both enterprise-wide integration and profitability. Through their long-term partnerships with many of the world's leading technology companies they can offer extremely cost effective implementation to their clients. The objective of this role is to deliver IT value that helps drive business results by understanding both the business of technology and how technology works within the business. These positions are only selling, managing profitability of, and ensuring client satisfaction and referencability for services delivery. There is a separate direct sales force for new accounts. There is also a separate group with responsibility for delivery and operations. Quarterly commissions are based on things like revenue, margin and contribution. These positions won’t be coding or creating architectures, but you should be technical enough to understand project scoping, what resources will be needed, how many, and the costs. You should understand the processes and architectures of IT systems in order to discuss services and how the projects will be set up. A Client Partner in the Healthcare Consulting Practice is expected to have the following overall IT and consulting expertise:  Leading business development efforts on expansion and sales of new service offerings to 2-3 assigned, named accounts, to increase existing top line (revenue) and bottom line (margin) targets on those accounts for maximum profitability. Expectations are to grow revenue by 15-20% annually for each account.  Build relationships with CXOs and key stakeholders responsible for information and performance management in client’s organization and manage the overall client relationship  Responsible for creating, synthesizing, and delivering information related to industry specific customer trends and needs in order to drive more services revenue  To be considered a subject matter expert for the identified vertical business  Development, negotiation and coordination of statements of work and/or client proposals on cross-functional, multi-location projects for assigned accounts and identification of opportunities to add value to the client’s organization by effective use of service offerings  Managing margins on cross-functional, multi-location projects that have been sold to new and existing clients to guarantee delivery satisfaction and referencability by working with Solutions Leaders and SME's of the firm and client, guaranteeing growth in revenues within those accounts  To ensure client satisfaction and referencability and quality services delivery for accounts by coordinating and assisting delivery Engagement Mangers & Project Managers with the conceptualization and design for the planning, design, development, implementation, integration, and data conversion of new and existing major applications and packages, systems, and production architectures through proven methodologies, processes, tools and frameworks  Broad system level expertise across multiple computing platforms and technologies with the ability to influence direction around applications management, development, integration, and re-engineering, infrastructure management, business process outsourcing, and a number of related services such as enterprise consulting, technology architecture, program management, and change management through onsite/offshore outsourcing services at the Enterprise Level  Familiarity with the procurement processes of assigned client accounts  Experience with program leadership, quality initiatives, governance and change enablement An Acct Manager in the Healthcare Consulting Practice is expected to have the following overall IT and consulting expertise:  Leading business development efforts on expansion and sales of new service offerings to 2-3 assigned, named accounts, to increase existing top line (revenue) and bottom line (margin) targets on those accounts for maximum profitability. Expectations are to grow revenue by 15-20% annually for each account.  Build relationships with CXOs and key stakeholders responsible for information and performance management in client’s organization and manage the overall client relationship  Responsible for creating, synthesizing, and delivering information related to industry specific customer trends and needs in order to drive more services revenue  To be considered a subject matter expert for the identified vertical business  Development, negotiation and coordination of statements of work and/or client proposals on cross-functional, multi-location projects for assigned accounts and identification of opportunities to add value to the client’s organization by effective use of service offerings  Managing margins on cross-functional, multi-location projects that have been sold to new and existing clients to guarantee delivery satisfaction and referencability by working with Solutions Leaders and SME's of the firm and client, guaranteeing growth in revenues within those accounts  To ensure client satisfaction and referencability and quality services delivery for accounts by coordinating and assisting delivery Engagement Mangers & Project Managers with the conceptualization and design for the planning, design, development, implementation, integration, and data conversion of new and existing major applications and packages, systems, and production architectures through proven methodologies, processes, tools and frameworks  Broad system level expertise across multiple computing platforms and technologies with the ability to influence direction around applications management, development, integration, and re-engineering, infrastructure management, business process outsourcing, and a number of related services such as enterprise consulting, technology architecture, program management, and change management through onsite/offshore outsourcing services at the Enterprise Level  Familiarity with the procurement processes of assigned client accounts  Experience with program leadership, quality initiatives, governance and change enablement A Program Manager in the Healthcare Consulting Practice is expected to have the following overall IT and consulting expertise:  Leading business development efforts on expansion and sales of new service offerings to 2-3 assigned, named accounts, to increase existing top line (revenue) and bottom line (margin) targets on those accounts for maximum profitability. Expectations are to grow revenue by 15-20% annually for each account.  Build relationships with CXOs and key stakeholders responsible for information and performance management in client’s organization and manage the overall client relationship  Responsible for creating, synthesizing, and delivering information related to industry specific customer trends and needs in order to drive more services revenue  To be considered a subject matter expert for the identified vertical business  Development, negotiation and coordination of statements of work and/or client proposals on cross-functional, multi-location projects for assigned accounts and identification of opportunities to add value to the client’s organization by effective use of service offerings  Managing margins on cross-functional, multi-location projects that have been sold to new and existing clients to guarantee delivery satisfaction and referencability by working with Solutions Leaders and SME's of the firm and client, guaranteeing growth in revenues within those accounts  To ensure client satisfaction and referencability and quality services delivery for accounts by coordinating and assisting delivery Engagement Mangers & Project Managers with the conceptualization and design for the planning, design, development, implementation, integration, and data conversion of new and existing major applications and packages, systems, and production architectures through proven methodologies, processes, tools and frameworks  Broad system level expertise across multiple computing platforms and technologies with the ability to influence direction around applications management, development, integration, and re-engineering, infrastructure management, business process outsourcing, and a number of related services such as enterprise consulting, technology architecture, program management, and change management through onsite/offshore outsourcing services at the Enterprise Level  Familiarity with the procurement processes of assigned client accounts  Experience with program leadership, quality initiatives, governance and change enablement Job Qualifications: In addition, team members in the Healthcare Consulting practice must have the following management/strategy capabilities and technical skills. Management/Strategy Capabilities Client Partner  Ability to scope out the effort and cost for enterprise level solutions involving onsite/offshore resources  Ability to define how an enterprise information system will align with the organization’s business and strategic objectives  Ability to manage client satisfaction and referencability of multiple cross-functional, multi-location teams on a customer engagement  Ability to provide tactical and programmatic support in achieving revenue quotas  Understand the business context of the engagement Acct Manager  Ability to scope out the effort and cost for enterprise level solutions involving onsite/offshore resources  Ability to define how an enterprise information system will align with the organization’s business and strategic objectives  Ability to manage client satisfaction and referencability of multiple cross-functional, multi-location teams on a customer engagement  Ability to provide tactical and programmatic support in achieving revenue quotas  Understand the business context of the engagement Program Manager  Create processes for defining and documenting IT solutions involving onsite/offshore resources  Ability to define how an enterprise information system will align with the organization’s business and strategic objectives  Ability to manage client satisfaction and referencability of multiple cross-functional, multi-location teams on a customer engagement  Ability to provide tactical and programmatic support in achieving revenue quotas  Understand the business context of the engagement Technical Skills Client Partner  7+ years of proven track record as a business developer in a professional services environment focusing in the Healthcare vertical  Previous responsibility for services revenue accountability within named accounts and managing a P&L of no less that $10-$20 million  10+ years of experience in selling large-scale custom development and/or systems integration projects across multiple phases of the software development lifecycle  5-7+ years project/program management experience  5-7+ years of IT consulting firm experience and knowledge of a broad range of IT tools, techniques, systems and solutions  Proven leadership skills to build, guide, manage, mentor and motivate onsite/offshore teams of 10-30+ (Client Partners are not directly responsible for managing consultants or any technical resources; Engagement & technical project managers hold that responsibility) In addition, ideal candidates will also have experience in three or more of the following:  Experience with large-scale enterprise applications such as JD Edwards, Lawson, Oracle, Peoplesoft, SAP, or Siebel and across multiple phases of the software development lifecycle  Leading teams through IT Strategy initiatives  Leveraging overall technical architecture knowledge across multiple industries  Business process analysis, mapping, and design  Requirements analysis, meeting with business owners, and performing current state system analysis  Leading teams through developing conceptual and technical designs, including the use of various analysis and design techniques  Leading Testing efforts, including all phases: System, Integration, and Performance Testing Acct Manager  5+ years of proven track record as a business developer in a professional services environment focusing in the Healthcare vertical  Previous responsibility for services revenue accountability within named accounts and managing project budgets of no less that $5-$10 million  7+ years of experience in selling large-scale custom development and/or systems integration projects across multiple phases of the software development lifecycle  3-5+ years project/program management experience  3-5+ years of IT consulting firm experience and knowledge of a broad range of IT tools, techniques, systems and solutions  Proven leadership skills to build, guide, manage, mentor and motivate onsite/offshore teams of 10-20+ (Account Managers are not directly responsible for managing consultants or any technical resources; Engagement & technical project managers hold that responsibility) In addition, ideal candidates will also have experience in three or more of the following:  Experience with large-scale enterprise applications such as JD Edwards, Lawson, Oracle, Peoplesoft, SAP, or Siebel and across multiple phases of the software development lifecycle  Leading teams through IT Strategy initiatives  Leveraging overall technical architecture knowledge across multiple industries  Business process analysis, mapping, and design  Requirements analysis, meeting with business owners, and performing current state system analysis  Leading teams through developing conceptual and technical designs, including the use of various analysis and design techniques  Leading Testing efforts, including all phases: System, Integration, and Performance Testing Program Manager  3+ years of proven track record as a business developer in a professional services environment focusing in the Healthcare vertical  Previous responsibility for services revenue accountability within named accounts and managing project budgets of no less that $3-$5 million  5+ years of experience in selling large-scale custom development and/or systems integration projects across multiple phases of the software development lifecycle  2-3+ years project/program management experience  2-3+ years of IT consulting firm experience and knowledge of a broad range of IT tools, techniques, systems and solutions  Proven leadership skills to build, guide, manage, mentor and motivate onsite/offshore teams of 5-15+ (Program Managers are not directly responsible for managing consultants or any technical resources; Engagement & technical project managers hold that responsibility) In addition, ideal candidates for all levels will also have experience in three or more of the following:  Experience with large-scale enterprise applications such as JD Edwards, Lawson, Oracle, Peoplesoft, SAP, or Siebel and across multiple phases of the software development lifecycle  Leading teams through IT Strategy initiatives  Leveraging overall technical architecture knowledge across multiple industries  Business process analysis, mapping, and design  Requirements analysis, meeting with business owners, and performing current state system analysis  Leading teams through developing conceptual and technical designs, including the use of various analysis and design techniques  Leading Testing efforts, including all phases: System, Integration, and Performance Testing Education: Client Partner Bachelor's Degree; an advanced degree or MBA is preferred; 10-14 years of relevant work experience Account Manager Bachelor's Degree; an advanced degree or MBA is preferred; 6-10 years of relevant work experience Program Manager Bachelor's Degree; an advanced degree or MBA is preferred; as well as 4-6 years of relevant work experience The ideal candidates will also possess the following professional qualities: - Prior consulting experience in a "Trusted Advisor" role (Those without prior consulting experience will still be considered, but for a slightly lower level) - Integrity - demonstrating the highest standards in everything you do - Leadership Skills - motivating, influencing, and providing direction to others - Team Skills - interacting and cooperating with others to achieve common goals - Intellectual Competence - learning and processing new information, analyzing problems and new situations, and exercising sound judgment - Flexibility - shifting priorities, adapting to new working situations and hours, and bouncing back from possible setbacks - Motivation - setting high performance standards for yourself, and exceeding them - Communication Skills - effectively articulating your thoughts and ideas both orally and in writing and proactively listening to others - Prioritization Skills - organizing, planning and juggling multiple priorities and assignments to maximize productivity - Customer Service Focus - developing, maintaining, and ensuring high quality client or customer relationships - Technical Skills - acquiring and using specific knowledge of the technical tools required for the position - Mentoring Skills - assist in the mentoring of more junior team members - Ability to function independently and interact effectively with operational areas and colleagues - Comfortable interacting with C Suite level executives - Prior experience performing business development and relationship management functions - Good written and verbal communication skills Excellent compensation. (Will not lose a great candidate due to money!) MUST be willing to travel 80-100% – MUST HAVE a valid Passport and be comfortable with occasional overseas travel. A minimum of a Bachelors degree is preferred. Masters degree, MBA, or higher is highly desirable. A corresponding level of relevant industry experience may be substituted for degree. Additional professional certification(s) is highly desirable.