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SCHEDULE A: Job Description
JOB TITLE: Client Relationship Manager - Managed Resources
DEPARTMENT: Penta Sales Division
LOCATION: Penta Consulting Ltd, Epsom, Surrey (onsite 5 days a week)
ABOUT PENTA CONSULTING LTD
Penta Consulting Limited was established in 1998 with a focus of providing contract, permanent and managed solutions to our clients. The business’s fundamental strategy focus is within the telecoms sector where we work with leading network vendors, mobile operators, managed solutions provider, system integrators and enterprise clients. Our partner approach has led to working within excess of 140+ countries around the world and has created multiple hub offices to enable compliant operations within region.
STATEMENT OF ROLE
An experienced Client Relationship Manager with a core focus to network and build strategic relationships across a designated client with the aim to drive sales growth at a global level. The selected candidate will focus on delivering an exceptional customer experience and exceeding sale target expectations.
The focus of the role is to develop and plan strategies, activities and generate new opportunities such as, selecting high yield visits, initiating calls, identifying buyer influences, overcoming objections, introducing new services, making sales presentations, and generating new sales.
Key Accountabilities
* Develop and present major account strategies
* Proactively generate, qualify, and close new business opportunities within the Enterprise Accounts well established customer base
* Responsible for full sales cycle from proactively generating lead to close
* Management of the quality of overall deliverables and pursuit strategy throughout the whole sales process
* Meet and exceed monthly sales quota/targets
* Work closely with our new business teams, the wider Enterprise sales teams, and the Delivery unit to perform presales feasibility assessments and assist with proposals that meet the customer requirements
* Maintain clear business understanding of customers business needs and how Penta Consulting can support them drive Penta Consulting Account Directors to develop new propositions.
* Building and maintaining strategic account plans for focus accounts
* Understand, engage, and develop relationships across the customer base at all decision-making levels to maximise the development and penetration of the account.
* Engage with channel partners to find and develop new opportunities
* Generate case studies and Customer focussed PR activity to highlight Penta Consulting capabilities across its prospect base.
Key Requirements
* Proven successful commercial experience of achieving targets within a strategic sales environment, incorporating value/solutions service selling ideally within the IT/ Technology sector (e.g. IT/ software/ ecommerce services, web/application/ platform hosting, managed services, virtualization, datacentre, SaaS, Cloud computing, Co-location, ISP)
* Ability to build and gain customer engagement and sign off on strategic account development plans.
* Demonstrable ability to develop rapport and solution sell into board level contacts within your selected accounts.
* Proven territory development skills. Must be able to generate, qualify and close business opportunities
* Strong full life cycle B2B sales experience
* Proven ability to meet and exceed targets in the shape of KPIs and a monthly revenue quota.
* Excellent communication skills, both written and oral
* Excellent rapport building skills via the phone, email, and face to face to ensure the effective delivery of proposals
* Proven ability to prioritise and work on several opportunities at any time within a challenging monthly driven cycle. A key area here is the ability to drive longer term strategic opportunities whilst working transactional business to deliver the monthly target
* Responding to RFIs, RFQs and working with peers on negotiating and drafting commercial contracts.
* Professional sales training and sales process knowledge
* Effective communicator, collaborative, and customisation ability
* Strong influencer and skilled negotiator
* Demonstratable experience to present strategic perspective.
* Leadership and ownership capability
* Dynamic business analytical knowledge
* Value-based selling.
The ideal person
* Experience working within the IT services industry at a sales / client engagement level
* Maintain and build relationships with senior key contacts and project teams within Enterprise Accounts
* Uncover new opportunities to grow the Enterprise Accounts strategically while maintaining and building upon our longstanding relationship
* Lead the existing team with expertise and help support and develop your team members
* People first approach – everyone who you deal with feels valued and appreciation
* Smart learner - You will need to learn how to use new systems, understand the changing dynamics across recruitment in different regions, countries, and technical markets.
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Full-time
Job function
* Job function
Sales and Business Development
* Industries
IT Services and IT Consulting and Staffing and Recruiting
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