About our client
Our client is a global digital solutions company with approximately 13,000 associates currently working across client projects in the USA, Europe and APAC regions. They empower talented people to change the world and understand that the best way to build their future is to help you build yours.
As a digital authority that advises and provides cutting-edge technology, they reveal, transform, accelerate and optimise the way enterprises and software companies do business.
Their team is looking for a client partner to join their team.
Position overview
With a mixture of advocacy and inquiry skills, the Client Partner provides maximum value in every sales interaction. They leverage industry knowledge, challenge assumptions, ask difficult questions, bring insight and provide solutions to their client’s specific business afflictions and aspirations. Customers will include a range of mid-tier companies, enterprise, and multinational corporations.
Our experienced Client Partners seek to uncover new opportunities and connect clients’ strategic goals/challenges to our suite of service offerings for increased account revenue and wallet share through creation of new sales opportunities. Are you ready to join our mission to change the world? If so, let’s talk!
You are
The one with:
- Previous Consultative Sales or Customer management with an emphasis on account revenue growth working with Enterprise or large ISV clients. Industrial focus: (manufacturing, automotive, transportation and logistics)
- Experienced to work in a fast-paced environment; self-driven and highly motivated to excel
- Strong interpersonal and communication skills. Ability to work with multi-cultural and geographically disbursed teams
- Ability to build a trusted rapport with clients, influence decision making and work across executive and operational levels on IT and Business side
- Strong negotiation skills
- Ability to track multiple Customers and manage legal process (i.e., contract renewals, negotiations, NDA, etc.)
- Manage to strict deadlines; detail-oriented
- Maintain an in-depth understanding of technology, external regulation, and industry best practices
- Strong understanding of IT Consulting and software development terms and concepts
- Good understanding of software development terms and concepts
- Good understanding of business (how to make the client successful)
You want to work with
- Lead business development activities, develop new opportunities in existing client(s), and achieve sales booking and billing targets.
- Develop and maintain a Key Account Plan to lead a comprehensive account strategy based on a deep understanding of the client’s pain points and goals. Build and grow relationships with relevant decision-makers that results in increased account revenue and wallet share.
- Use personal expertise to uncover client’s known and unknown needs and goals, communicate and persuasively deliver the value proposition for all of the services, empowered to present a clear rationale to gain the customer’s agreement.
- Facilitate the opportunity and proposal management activities; ask relevant questions, exhibit genuine curiosity, evaluate the level of interest, identify areas requiring further information and facilitate follow-up sessions with client to monitor progress.
- As the customer champion you collaborate in cross-functional teams to build strong relationships – team up with account execs on accounts that will be added to your portfolio, lead account development activities with customer as well as Partner teams, liaise with services teams to understand customer’s business goals, project goals and success for effective cooperation.
- Achieve superior NPS scores with clients – Provide input into Client participation in SS NPS process, monitor customer satisfaction at each stakeholder level and initiate changes needed to increase satisfaction – Provide leadership
- Build trust, expand network and reputation with clients at all appropriate levels, including senior technology and business executives to drive and execute an effective account growth strategy.
- Ensure quality data (CRM) to enable effective customer retention and business development activities, identifying and resolving issues.
- Ensure operational compliance through a deep knowledge and understanding of the organization’s policies, target APMs for accounts and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Understand major IT infrastructure and Security requirements at client side.
- Be an active member of our Client Partner Community, participate in development of your own capabilities (assessment and development planning activities, formal/informal trainings, external professional accreditation).
- Expected to embrace our Company Values. You are committed to promoting and supporting a work environment built upon mutual cooperation and respect for one another.
