The Client Manager - New Acquisition is a seasoned subject matter expert, responsible for pursuing, and landing identified and qualified sales leads and to hunt for new opportunities from a list of named account targets across all solutions.
This position identifies and aligns the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets to satisfy the needs of the client.
This role is responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
Key Responsibilities:
- Pursue and land identified and qualified sales leads.
- Hunt for new opportunities from a list of named account targets across all solutions.
- Identify the most suitable value propositions, partner configurations, cost structures and revenue models for identified target markets.
- Ensure opportunity adoption.
- Search for expansion opportunities.
- Collaborate closely with internal stakeholders such as sales specialist, client principals, presales architects to close sale.
- Provide quotations for solutions as indicated by the organization's service level agreements.
- Maintain sales funnel hygiene with a pipeline of early-stage leads.
- Use the organizations sales tools (e.g. Salesforce.com) and methodology to effectively manage customer, opportunity DATA and track sales leads activity.
- Drive the sales process with the qualified leads to close sales.
- Build relationships with existing and new clients and as well as strategic business partners resulting in future sales.
- Provide clients with accurate service and product solution pricing and delivery information
Knowledge and Attributes:
- Ability to use organizational and business mindset to support successful selling.
- Fluent with standard practices, concepts and procedures within the sales field.
- Solid sales planning skills with the ability to leverage tools and DATA appropriately.
- Display the ability and skill to understand your client's business (including commercial and financial aspects) in order to bring value to them from the organization's portfolio of services.
- Effective sales client and partner engagement and management skills with the ability to build trust whilst managing expectations.
- Displays a detailed understanding of client needs.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in a sales related field or equivalent.
- Relevant vendor certifications are desirable.
Required experience:
- Seasoned experience in a similar role in a sales environment (prior hunter, sales development experience in technology and software preferred).
- Experience working in the technology industry.
- Seasoned solution sales develop and/or lead generation & development experience.
- Experience working with sales tools and other sales automation or prospecting tools (e.g., Salesforce.com)
- Success in a role with weekly, monthly, and quarterly targets.
