Portfolio Director

Portfolio Director Belgium (Aligned Accounts Leader Belgium)

Belgium, Remote work from home

Permanent

Our story

At Alight, we believe a company’s success starts with its people. It’s why we’re so driven to connect passion with purpose. Our team’s expertise in human insights and cloud technology, allows companies and employees around the world to transform and thrive.

With a competitive total rewards package, continuing education and training and tremendous potential with a growing global organization, Alight is the perfect place to put your passion to work.

Role

The Portfolio Director Belgium is part of the Belgium Management Team and accountable to achieve and overachieve the revenues and margin targets, deliver strong management of the scope of services, foster a great collaboration internally and externally around the client priorities and achieve high level of customer satisfaction for the assigned accounts.

The Aligned Accounts Leader is responsible for the end-to-end revenue realization, retention and expansion, create conditions for sales growth, and renewal of the integrated account. The focus is both achieving the current fiscal objectives but also building the backlog for future periods. The Portfolio Director cultivates relationships within account leads to unlock customer value, make sure Alight delivers according to contractual agreements, identify opportunities to enhance client product engagement and generates demand within accounts for bundled solutions that demonstrate our “One Alight” advantage for the entire portfolio (Benefits, Payroll, Cloud, and Consumer Experience). The individual will work closely with assigned Sales and Solution Architects on new sales opportunities.

The Aligned Accounts Leader is responsible to manage closely the scope services for the customer and support ongoing services and projects delivery across the various service locations, domains and platforms. The Aligned Accounts Leader ensures timely execution of ongoing client deliverables in close collaboration with delivery functions as well as developing solutions to complex problems/projects across multiple domains and services.

The individual will maintain overall accountability for all Alight scope of services and serve as a client escalation point on all matters related to commercials, customer satisfaction, domains, delivery, installation, solution adoption, and product renewal. The Portfolio Director will have overall business performance accountability for their portfolio of clients and will be expected to closely partner with Delivery and Sales on strategic planning, client satisfaction, relationship health, contractual adherence, revenue retention and exceeding in-year revenue targets.

Responsibilities

Domain expertise

• The individual has a solid background in either HR or Payroll technology and services and will become a generalist in the entire Alight portfolio.
• The Portfolio Director 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 account, not just the current scope of service.
• Collaborates with Sales, 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.

Commercial process

• Retains clients, maintains sustainable relationships, and understands all of our competitors
• Ability to generate client demand for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs
• Creates and executes account mapping and account renewal, retention, and strategic plan
• Identifies key success measures for solutions within account and then manages to the plan
• Leverages strategic customer relationships to deliver revenues realization and expansion across multiple end locations
• Proactively communicates successes, opportunities, and account direction across all Account departments
• Lead high-level discussions at the corporate level of the Account
• Develops expansion scope of solution set and brings in other resources such as Solutions Architects to help expand client understanding, conduct demos, and assist with scope management
• Collaborates with internal resources (Finance, etc.)  to plan at account 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

Client Relationship Management

• Sufficient experience and presence to be able to build relationships and credibly interact with the  CHRO, CFO CIO and other C level executives in the account
• 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 showcasing creative-thinking to establish long-term client trust
• Develop full understanding of Alight's product suite, features, contractual items, and differentiating traits to manage the current scope of the services vs what has been contracted; display comfort in speaking to Alight's offerings and confidence in accurately identifying product and feature sets that will meet and surpass client needs and performance goals
• Prioritize 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

Qualifications

Formal education and certification

• At least Bachelor's degree

Knowledge and Experience

• 10+ years professional sales experience
• Excels in the areas of client management, forecasting accuracy, process and delivery leadership
• 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, able to negotiate and convince on highest levels external and internal, key facilitator between the client and the Alight organisation
• Proven ability to create energy and focus in highly matrixed team
• Fluent Flemish, French and English
• Limited travel expectation