Client partner

Description

Summary :

Responsible for growing CTG’s business at an accelerated rate. Sells CTG solutions from our Cloud and Infrastructure line of business, solicits and maintains favorable contacts with current and potential key and strategic accounts.

An entrepreneurial self-starter with more than seven years selling strategic IT solutions and digital services within the Financial Services, Consumer Packaging, Retail industries and more.

Works closely with Managing Directors and CTG stakeholders from delivery, solutions, recruiting and finance to ensure client success.

Responsibilities :

• Execute CTG’s sales strategy in a manner consistent with the sales process to drive maximum sales revenue and attain sales and business objectives
• Meet or exceed individually assigned quotas; manage to a higher quota than less experienced Client Partners
• Performs highly skilled sales techniques and demonstrates strong understanding of CTG's products and services
• Completes complex sales with little to no supervision
• Uses established credibility to manage client expectations and escalations and negotiate resolutions
• Ensure quality and client satisfaction and maximize sales and growth opportunities
• Assist in defining new services that benefit our clients and result in growth for CTG
• Lead pursuit team to produce effective client solutions that win business
• Collaborate with channel partners and demand generation activities to produce new opportunities
• Develop comprehensive and differentiated proposal responses
• Partner with Recruiting for effective delivery of client solutions with the appropriate IT skill set, experience and meeting financial objectives
• Identify obstacles in the sales process and define CTG strategy to overcome them
• Collaborate with delivery and solutions to develop account plans and strategy, and sales win plans
• Leverage existing relationships and build new relationships at all levels of the customer organization
• Establish new relationships inside and outside of IT
• Provide regular status updates on the customer requirements, changes that may affect our support, forecasts into the clients' business environment
• Report on weekly meetings and other metrics
• Monitor client AR to ensure that invoices do not go beyond 90 days
• Perform other duties as required to fulfill responsibilities

Duties :

• Prospecting for new client business through personal selling, channel partners, and marketing generated leads
• Expand and grow business within established accounts
• Maintain a large, influential network of contacts with highly visible industry presence
• Research client issues, business problems and pains using market intelligence and effective listening skills
• Present solutions and strategies to prospects and clients that foster confidence, solve business problems, and strengthen relationships
• Develop and maintain territory, account and win plans
• Follow all CTG processes, including effective use of CRM and other CTG tools to ensure proper account management and forecasting
• Provide mentoring to less experienced Client Partners
• Co-sell in other business line verticals with other CPs in order to increase CTGs win rate
• Coordinate the process to request and get approval for funding from CTG partner’s (. AWS MAP Funding,
• Perform other duties as required to fulfill responsibilities

Qualifications :

• Bachelor’s degree (Business or Computer Science preferred)
• Minimum seven years’ experience selling information technology solutions and services
• Expertise in communication, presentation, and negotiation skills that lead to the development of strong client relationships
• Expertise in recommending and selling IT solutions, such as Application Development Lifecycle Management, Cloud, Service Desk, Security, Data and Analytics, IoT, and other enterprise class technologies
• Competence in analytical skills and ability to aid with problem solving
• Competence in selling a global delivery model, . onshore, near shore, offshore)
• Collaborative self-starter who works independently and effectively within a team environment,
• Strong leadership skills
• Proven track record selling IT solutions across broad industries
• Professional and managed services experience with master service and professional service agreements, successfully navigate statements of work and change orders, understands the value of how to position service level agreements

Last updated : 2024-04-23