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Alliance Director, Data Centre Solutions

Singapore , Singapore

Ref#: 9677247410

Date published: 3-Feb-2020

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Job Purpose

The Alliance Director manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship and contract value.  The Alliance Director will ensure alignment between the account organization and other departments within DCS to maximize value creation and ensure excellence in operational delivery by providing direction and oversight to enable account teams to positively contribute and comprehensively manage the fulfilment of our commitment to the client.

Through the development and execution of an Account Business Plan, the Alliance Director will be responsible for the profitable revenue growth and profit targets of the account portfolio.  The incumbent is required to develop and foster CXO and senior level customer relations as part of developing strategic plans that ultimately improve the client’s business, utilizing the full breadth of products and capabilities of DCS/GWS.

Key Responsibilities

P&L, Contract Management and Governance
  • Accountable for financial performance of assigned account/s
  • Indirectly leads the resources to deliver against the contract, managing scope interpretation as required.
  • Leads the sponsorship essential to deliver against the contract, managing Scope interpretation as required
  • Ensures fulfilment of “promise” to customer – sets tone and culture for the way DCS delivers
  • Engages executive involvement as needed to leverage the broader DCS/GWS portfolio to introduce new scope & business pricing as part of delivering an integrated set of services
  • Ability to negotiate, administer contract and possess solid understanding of contractual terms and implications

Customer Relationship Management & Development
  • Manages the contract relationship, acting as a trusted advisor and thought leader to grow the business relationship with the client 
  • Demonstrates credibility and thought leadership, influencing business outcomes
  • Manages enterprise wide client relationships at senior levels acting as an extension of the client’s executive management team 
  • Creates alignment between customer need & organizational delivery
  • Manages issue escalation and resolution

Strategic Planning & Value Creation
  • Account Growth
  • Acts as an expert in customer’s business, culture and strategy by pro-actively contributing to the improvement of the client’s business.
  • Supports growth of customer’s business through the development and execution of an Account Business Plan
  • Influences the client’s planning and budgeting process to enhance value and optimize performance
  • Represents the customers’ best interests externally and internally to DCS
  • Strategic interpreter of needs and identifier of new value-added services
  • Accommodates, plans, integrates portfolio contraction & expansion
  • Ensures the successful management of scope expansion & renewal activities
  • Establishes and executes resource & people strategy

Service Delivery Integration and Assurance
  • Acts as single point of contact for communication to and from the senior client
  • Act as team leader and be responsible for provision of all services that touch customer; manage escalation process
  • Maintains effective communication on significant matters with and between all functional areas of the account team and the service delivery team, as well as within DCS and executive leadership 
  • Manages in a matrix environment
  • Manages Customer business changes that impact service delivery