Client Partner

Position Overview

Position Title: Client Partner – Semiconductor

Location: San Francisco, USA

Scope

The Client Partner will head the key customers in the Semiconductor vertical at Quest Global and bring a

focused approach to addressing this portfolio’s customer needs and strategies. The initial focus will be on

enhancing the partnership with key customers in the Semiconductor segment and then entering and scaling

adjacent businesses.

The Client Partner (CP) will work closely with the leadership team of Quest Global and is responsible for leading

and growing the overall world-wide relationship with accounts, including Revenue and Profit responsibility for

the global team supporting the must-have accounts and managing a team of Engagement Managers.

Key Responsibilities

 Revenue and Profit Growth. Lead overall effort to grow account revenue and profit to emerge as a key

strategic partner.

 Relationships. Leverage existing customer relationships with account engineering influencers and

decision makers at both executive and mid-level manager levels. 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) for account to identify key focus areas for growth including

account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest

relationship summary and Quest Global’ s capability gaps. Make key business decisions on what

services/solutions to pursue and invest.

 Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage

Quest 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. Developplans 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 as per the strategic account plan.

 Customer Communications. Hold quarterly customer reviews, lead/author Account Branding

Newsletters and other communications per Quest process.

 Cross Sell and Up Sell. Leverage Quest best practicesand from other accounts, to develop and

operationalize plans to introduce new services to account.

 Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as

monthly rolling revenue forecasts.

 Lead ‘Virtual Account Unit’ (VAU). Lead sales-delivery matrixed team for account. Coordinate efforts,

hold weekly meetings and lead monthly reports out to Quest Sales & Delivery executives.

 Invest 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.

Work Experience

 Deep domain knowledge of the semiconductor vertical, with knowledge of products &

lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers,

external drivers and funding.

 Strong relationships with senior and mid-level technical managers at account

 Account engineering knowledge and complete product life-cycle knowledge including,

 Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product

support (both software & hardware) challenges related to cost, delivery, schedule, or support internal

funding process including timing, influencers and approval outsourcing processes, funding, upcoming

changes and leadership

 Existing major outsourcing suppliers including SWOT and account assessment of respective suppliers

 Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount

structures, terms and conditions, sales strategy development, execution and sales proposal

development.

 Understanding of relevant/adjacent technologies and competitor’s services.

 Experience in authoring complex proposals; experienced in negotiating master service contracts and

long-term agreements.

 Experience working with global remote team / offshore delivery model environment

 Proven ability to grow businesses profitably.

 Experience in sales and account management and in developing strategic plans.

 Experience leading cross functional teams.

 Excellent interpersonal and communication skills, both verbal and written and ability to communicate

effectively at all levels.

 Results driven, high energy, self-motivated, persistent and able to work independently

 Decisive, analytical, strategic thinker.

Education

 Bachelor’s degree in engineering. Master’s degree or MBA preferred.

 Overall work experience 15 years in relevant in Semiconductor vertical.

 Experience in the sales process in handling and presenting proposals.

Work Requirements:

 We offer flexible work options, including hybrid arrangements, to support the need for the role and align

company policies. This position is located in San Fransico /California.

 You must be able to commute to and from the location with your own transportation arrangements to meet

the required working hours.

Travel requirements:

 Role involves travel

Citizenship requirements:

 U.S. citizenship is required not mandatory to have.

Attributes

Must haves:

• Industry Expert: Proven experience in the Rail Industry; with knowledge and experience of having

managed engineering services.

• Strategic Orientation: Ability to develop strategic, transformational solutions that drive

exponential growth that aligns with both the customer’s goal and Quest Global’s growth

aspirations, with a track record of identifying innovative opportunities and successfully

implementing them.

• Executive Presence: Ability to articulate point of view on the next generation’s solutions and

transformative ideas effectively with the CXOs

• Result Orientation: Proven experience in Building, Scaling and sustaining an account P&L of

~$20mn

• Change Leadership: Ability to redesign the outsourcing mechanism and drive the customers’

outcome and not the output.

• Commercial and Customer Orientation: Track record of developing complex business cases,

negotiations and contract management having strong technical & commercial skills

• Collaboration and Influencing: Ability to inspire, influence and collaborate with senior

stakeholders to seed new/transformative ideas that drive innovation, and management of

change.