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Client Director

South UKSix Figure Base x 2 OTE

My client (CSX) is a rapidly growing UK company that helps Enterprise clients effectively leverage next generation IT services and accelerate towards self-sufficiency. We do this by providing client-side incubation support with ready-made out-of-the box capability supported by smart, execution-focussed practitioners.

 

We are expanding our consultative sales and account management team to drive further growth in terms of revenue with existing and new clients across the whole portfolio.

 

This role is to act as an Account Director and create strong, trusting relationships with specific customers in order to develop new business and actively seek new sales opportunities.

ROLE OBJECTIVE:
Operate as the lead sales point of contact for any and all matters specific to the agreed account(s). Responsible for growing revenue opportunities from an existing client account. Identify, develop and win new opportunities positioning CSX as a trusted advisor. Extend the coverage of CSX capabilities and services across all practice areas, focussing on the CSX Incubator proposition. Build and enhance client stakeholder relationships across an increasing network of influencers and decision-makers.

 

SUMMARY

·        To pro-actively drive business growth access existing clients

·        Position all CSX services and offerings, across all Practices

·        Based in the UK

·        Proven account management skills and success at Enterprise and Corporate levels

·        Powerful and comfortable in C level conversations

·        Focus on enabling business value (for the client) and driving transformational change

·        Self-starter wanting to do the right thing for clients

·        Don’t settle for the obvious and be naturally curious

 

MAIN DUTIES:
·        Build and execute an account strategy and plan for agreed accounts around the CSX Incubator proposition and wider offerings

·        Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors

·        Ensure the timely and successful delivery of our solutions according to customer needs and objectives

·        Drive close plans for the various opportunities identified

·        Support the creation of sales and marketing collaterals

·        Understand, demonstrate and clearly articulate the value of CSX to the client

·        Understand the long-term and short-term business objectives of agreed accounts

·        Build a story board of progress, project updates and the value we have delivered

·        Form relationships with multiple decision makers and create advocates in the client for CSX across the account (build and maintain a stakeholder map)

·        Build relationships with CSX resources and orchestrate them to help the client succeed

·        Maintain an accurate forecast and pipeline and report this weekly to CSX management

·        Demonstrate to CSX and client, the accountability for success of the delivered work, not just the selling of the work

·        Be deeply involved in relevant delivery workshops and meetings

·        Coordinate and deliver an internal monthly Account Planning session

·        Collaborate with the wider CSX sales team to identify and grow opportunities in the market

 

KEY SKILLS & EXPERIENCE:
You employ a consultative selling style, thinking client-side and can clearly translate strategic direction into operational goals in complex organisations. You can explain your insight into a business model to anyone, and you use your extensive experience in IT clients to give trusted advice to senior executives.

 

You have a proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail.

 

You will have a proven record in business development and sales origination for services in the IT and Cloud space. You are likely to have an MBA or equivalent degree, plus at least 10 years of experience in driving IT and digital transformation business to Enterprise and Corporate clients.

 

Your skills and experience include:

·     Professional & experienced seller/sales leadership across the IT and Consulting industry

·     Ability to carry and deliver personal primary sales quota

·     Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level

·     Experience delivering client-focused solutions to customer needs

·     Excellent listening, negotiation and presentation abilities

·     Strong verbal and written communication skills

·     Skilled at being a ‘player/coach’, able to drive sales personally, as well as motivate, inspire and drive an internal team to deliver

·     Strong sales disciplines & ability to drive Consulting and services engagements

·     Good understanding of the IT and Digital market trends

·     Strong focus on driving results (sales targets, forecasting disciplines, pipeline management etc.)

·     Executive-level gravitas & team player, driving the company’s metrics, not just sales

·     Understanding of the client’s business challenges & ability to articulate these whilst bringing CSX solutions to help solve them

·     10+ years including at least 5 years in shaping and selling complex deals

 

KPIs:
·        Annual sales per named account

·        Delivered Gross Margin per named account

·        Revenue growth per named account

·        Accuracy of forecasting

·        Up to date account plan and monthly presentation to management team

·        Pipeline value

·        Customer Satisfaction

 

GDPR RESPONSIBILITY:
We have the responsibility to protect our interests, clients and staff around GDPR. You will complete training when you join which you will repeat annually. We expect you to adhere to our policies and standards regarding GDPR. Failure to comply will be a disciplinary offence.

 

Key Qualifications, Skills and Experience Essential

(Yes/No)

Desirable

(Yes/No)

1. Previous experience of selling or developing professional services, solutions or consultancy in IT Yes  
2. Excellent relationship building skills with credibility at CxO level Yes  
3. Experience of operating in Enterprise accounts in a business to business environment Yes  
4. Experience of working with AWS, ServiceNow and Microsoft solutions in the Enterprise market   Yes
5. Proven ability to identify complex IT problems and articulate complex solutions Yes  
6. Ability to orchestrate internal resources including pre-sales, consulting and technical delivery resource Yes  
7. Creative and resourceful with strategic thinking and project planning skills Yes  
8. High energy with the hunger to succeed and exceed sales target Yes  
9. Strong numeric and negotiation skills Yes  
10. High integrity, client-before-self mentality Yes  
11. Robust, self-starter, goal-orientated, competitive Yes  
12. Humility to ask for help if required Yes  
13. Previous experience in technical or Consultant role(s)   Yes
14. Previous experience of new logo generation   Yes
15. Project Management   Yes

 

Reference: 6844
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