Client Partner

About Talogy

We are Talogy. The talent management experts. We craft solutions that screen, select, develop, and engage talent worldwide. By uniting the leading psychologists, data scientists, developers, and HR consultants we bring the power of psychology and technology together so you can make the best data-driven people decisions. With more than 30 million assessments delivered each year in more than 50 languages, we help clients discover organizational brilliance.

Learn more about what we do at: talogy.com

Life at Talogy

We walk our talk, and passion fuels what we do.

We are technology nerds and people people, who are energized by innovation and collaboration — winning together as a team of 650+ colleagues by uniting the leading talent experts across the globe.

Our mission is to help people meet their potential. In striving for this mission, we are daring, go the extra mile, take ownership, and expect a lot from each other.

But most of all, we care deeply — about our customers, and about each other.

At Talogy, we are humble masters, flexible experts, and human scientists.

About the Role

The Client Partner role at Talogy is an experienced business development specialist focused on creating winning partnerships that transform into real business impact for clients, primarily across Asia Pacific. In doing so, they generate revenue for the organization through identifying the right Talogy products and consulting solutions for client needs. Their main focus is generally on strategic account management with existing clients but will provide support to APAC's new business development team as required. The person in this role will also typically provide mentoring and guidance to more junior members of the Sales group, potentially to the point of formal line management responsibility.

This is a full-time, permanent position, flexible from Monday to Friday during typical office hours. Day-to-day the role can be performed remotely, with the expectation of occasional travel to client sites and Talogy offices in their region for meetings, events, team collaboration and workshops.

Who are we looking for

Client Partners take a consultative approach to selling Talogy's talent management solutions to decision-makers who typically (though not exclusively) operate in Talent Acquisition or Learning & Development roles. You will have the opportunity to offer customised and off-the-shelf solutions to tackle the challenges faced by these important clients. As a Client Partner, you will be responsible for bringing in new business as well as working with existing clients to further their assessment and development objectives. This role requires a confident, influential communicator who is comfortable guiding complex talent discussions and involving specialist subject matter experts at the appropriate stage of opportunity. We are looking for someone who demonstrates professionalism, integrity and discretion in all relationships, and shows energy and drive with a resilient mindset.

Role Responsibilities

• Penetrating assigned accounts which includes new business, renewal, cross-sell and upsell; build and close a strong pipeline of opportunities
• Retain key strategic clients through effective, on going account management in partnership with the Consulting team
• Open up new business opportunities through prospecting, staying connected to own networks and working closely with marketing
• Work collaboratively with Talogy's Consulting, Client Experience, R&D and Legal teams to ensure successful sales outcomes leading to engaged and satisfied clients
• Build long-term, strategic plans to maximise clients success with Talogy solutions;
• Understand each strategic account's Talent Acquisition and Learning and Development initiatives/objectives and map Talogy solutions to those objectives
• Understand each strategic account's key stakeholders and ensure relationships across Talent Acquisition, HR and L&D departments
• Forecast pipeline accurately, including expected close date, projected deal size, and projected deal probability
• Drive value through meetings and quarterly business reviews
• Oversee and project manage RFPs in partnership with sales, consulting, technology, and client experience teams
• Coach, mentor and guide junior members of the Sales group if required

Key Result Measures

• Overall revenue goal attainment through new business from existing and new clients
• Account retention and revenue growth versus previous year
• Ability to grow smaller accounts into strategic accounts
• Expansion of Talogy portfolio elements used by client
• Conversion rates including:
• Lead to proposal
• Proposal to presentation / close
• Client meetings and presentations per month/quarter
• Detail and accuracy of Salesforce reports on activity and pipeline

Knowledge, Skills and Experience Requirements

• Solid and successful experience selling talent management solutions to TA/L&D
• Experience of significantly expanding client revenue through strategic upselling and cross-selling
• Proven track record of closing large and high-quality deals
• A consultative sales style, strong experience selling solutions and the ability to thrive in a fast-paced environment
• Proven ability to sell collaboratively with multiple internal stakeholders and teams
• Office 365 skills are required, including Word, PowerPoint, Outlook and Excel. SharePoint and Salesforce skills are also desirable but can be learned on the job.

Essential

• Knowledge of the talent management sector and skill in writing proposals, tenders, statements of work, as well as management of the contracting process.

Benefits

Talogy offers a variety of competitive workplace benefits, including financial planning support, time off benefits, employee assistance programs, medical cover and participation rewards. We have a vibrant social culture, and we provide opportunities for employees to engage in volunteering and charity activities.