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Cluster Farming Head (BFSI) Germany

Cluster Farming Head


This position is part of Germany, GmbH
The Cluster Sales head is accountable for both farming (up-sell and cross-sell) and delivery in a large portfolio of accounts.  The incumbent will be responsible for driving profitable growth in the accounts  by:
  • Developing strategic relationships with decision makers and influencers in the customer’s organization
  • Creating and sharing sales success stories 
  • Ensuring superior customer satisfaction through world class delivery
Key responsibilities
  • Provide guidance and leadership to the team of Client executives handling individual accounts
  • Develop and strengthen relationships with decision makers and influencers in the portfolio of accounts. 
  • various functions including outside the CIO organization. You should become a trusted IT advisor to the customer and should participate in their strategic planning
  • Build a trusted group of referable contacts who can vouch for us. Execute a plan to develop Partners. Build personal connections and gain access to new contacts. Ensure a balance of customer engagement across business, management and operations. 
  • Identify growth opportunities in the accounts and lead account strategy and planning. Drive penetration in the customers’ business units and maintain a comprehensive account growth strategy. Regularly monitor sales trends, market dynamics and incorporate them into the existing account strategy and plan. 
  • Mentor and nurture the next line of leadership in the account team. Hire and groom the right talent for the portfolio across levels.
  • Ensure cross-geographic synergies in project management and delivery execution. Leverage internal sales and delivery resources to give the customer an enhanced delivery experience. Conduct regular delivery reviews to prevent cost and schedule overruns. 
  • Monitor key metrics on a regular basis and plan for initiatives and actions to achieve cost optimization and improve service standards. Identify potential weak areas in delivery and devise corrective action plans to ensure on-time and defect-free delivery
  • Showcase our solutions as a right fit to the customer organization through workshops, presentations and executive meetings. Push for higher value services and solutions to the customer in line with our offerings
Skills and Qualifications
  • 15-20 years of experience in managing Large portfolio of account/s in the IT services industry. Preferably in a Consulting/System integrator organisation.
  • Experience in global service delivery models. Ability to work with an offshore/near shore models
  • Strong background in Application Services, Engineering services and infrastructure services preferred
  • Strong Banking and financial Services/Insurance domain expertise and network in customer organisations expected
  • Fluency in English and German language preferred.
  • Excellent ability to communicate effectively along vertical and horizontal lines internally and in client organization
  • Previous experience in managing 50+ million USD Portfolio 
 Candidates with Disability and appropriate suitability have preference.

Stakeholder Interaction 
Stakeholder Type Stakeholder Identification Purpose of Interaction 
Internal BU Head/ Vertical Head Strategy and governance 
GCP/ CP/Hunters Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation management 
BU Delivery Leadership Review of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc. 
Geo Head Business review and opportunity identification, leverage networks, accounts review, market intelligence, strategy, Review of delivery performance, escalation management 
Ecosystem Leadership  Competency and solution development  
Pre-sales team Develop GTM and deal structuring  
Finance Team Revenue/ OB booking, business planning, etc 
WMG & Delivery Excellence Fulfilment of open positions, delivery improvement 
Global Talent Acquisition, Global Campus Head For recruitment strategies and governance 
Marketing  Events, collaterals, etc 
External Clients Drive business growth and relationship management 
Analysts/Advisors Drive market recognition and referencability, market intelligence, leverage networks and contacts 
Vendors/ Startups/ Niche partners For tools and server management, trainings, technology platforms, talent, networks, capabilities etc 
Industry/ Technology forums Best practices, market intelligence, knowledge sharing and potential hiring 
 a. Lists the competencies required to perform this role effectively: 
  •  Functional Competencies/ Skill 
  • Domain/Industry Knowledge – Awareness and knowledge of broad economic, demographic, technological and global trends within industry – Master 
  • Systems Thinking – Understanding of our system (interrelatedness, interdependencies and boundaries) and perform problem solving in a complex environment - Master 
  • Leveraging Technology – Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization – Expert 
  • Market Intelligence – Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industry – Master 
  • Business Management – Knowledge of Deal structuring, revenue cycle and management, financial systems, P&L etc - Expert  
Competency Levels 
Foundation Knowledgeable about the competency requirements. Demonstrates (in parts) frequently with minimal support and guidance. 
Competent Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well. 
Expert Applies the competency in all situations and is serves as a guide to others as well. 
Master Coaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and is recognised within the entire organization. 
  • b. Behavioral Competencies  
  • Strategic perspective 
  • Business Acumen 
  • Networking 
  • Managing Complexity 
  • Client centricity 
  • Execution excellence  
  • Change agility 
  • Passion for results 
  • Nurturing people 
  • Resilience 
  • Stakeholder Management 
No. Performance Parameter Measure 
1. Financials  Revenue and OB target achievement – Hunting and farming, Operating margin %, leakage from OB to revenue, quality of OB  
2. Market Leadership Analyst Ranking/Ratings, Revenue/Market share, # Public References 
3.  Customer PCSAT and ACSAT score, Pulse score, Customer complaints – received, time-to-closure, Brand score, no. of customer references, Win Lose Ratio 
5.  Account Management New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration % 
6.  Delivery Management Contractual adherence %, Quality index, Utilization %, cost of delivery, overdue indent  
7. Team Management Team attrition %, Employee satisfaction score, localization %, gender diversity % 

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