We are a global technology consulting, solutions and digital innovations company. We partner all the way to continuously help our clients’ grow their business and take advantage of efficiencies by implementing digital transformation initiatives and latest, cutting edge technologies. Our delivery and R&D network brings the optimal combination of skill, scale, and cost for each stage of the product development lifecycle.

 

This role is responsible for driving profitable growth from new and existing accounts by developing strategic client relationships and ensuring customer satisfaction through world-class delivery and employee engagement.

 

The Client Partner is responsible to grow a client portfolio as well business development in new targeted pursuit accounts of highly technical solutions an of Software Engineering Research & Design, Cloud Migrations, Legacy Systems Modernization, Blockchain tech, DevOps,New Products development and Product Lifecycle Management as well as QA Automation

 

Broad areas covered by the job

Territory Account Planning & Strategy

Client Relationship Management & Satisfaction

Account Management and Business Development

How is the job performed:

• Territory Account Planning & Strategy

• Must continually support clients with a twelve-month documented account development plan for each account

• Must perform at least one weekly sales pipeline review with responsible manager/s

• Must continually maintain a minimum pipeline of 3X of your quota for a 120-day rolling period

 

• Client Relationship Management & Satisfaction

 

• Manage Objections- The ability to either reverse or deflect objections that prevent creation or advancement of a sales pursuit. Proficiency in this competency will enable you to convert objections into a dialog that exposes underlying concerns or motivations that you can use to move forward in your sales cycle or relationship. Mastery of this competency enables you to look forward to objections and even encourage them as an opportunity to provide thought leadership to advance your relationship, account position, or sales pursuit. A truly collaborative relationship with an executive influencer/decision maker where you are operating at a business advisor strategy level includes diversity of thought that will prompt objections as well as concurrence

• Build Momentum- The ability to establish traction and accelerate forward motion toward your desired sales objective. Throughout the sales pursuit, it is your job to determine and create traction and momentum. Both logic and emotion are required for momentum to be created and sustained. Emotion is best affected when you develop a relationship with an individual where trust and confidence has developed and you can help advance their personal agenda. Logic is best evidenced when the client contact can link to key organizational issues or opportunities which are compelling enough for them to move into the shaping phase of demand to co-create a value proposition

 

• Establish Executive Credibility - The ability to understand and confidently discuss business topics in a manner that engages business leaders. To establish credibility at any selling strategy level requires that you can show you can add value to the influencer/decision maker on their critical issues, challenges, and goals. Understanding that every exchange with a decision maker must be relevant and compelling will ensure a value encounter. Your ability to establish a personal reputation or “brand” with the client target as well as with your own leadership team is demonstration of this competency

 

• Account Management following Sphere’s Global Engagement Model(GEM)

 

• Hungry Hunter – You must be a hungry hunter and enjoy the challenge of getting in the for the first time and broadening your network.

• Gain Access - Gain access and get requested time with targeted individual at the account

• Sell Consultatively - Use collaborative communication to engage clients in discussion that result in mutual value

• Sell Competitively – Select and execute effective sales strategy and tactics in a differentiated manner to win the business

• Negotiate - Effectively overcome obstacles to reach a mutual agreement with the customer

• Build Momentum - Establish traction and accelerate forward motion toward your desired sales objective. Throughout the sales pursuit, it is your job to determine and create traction and momentum. Both logic and emotion are required for momentum to be created and sustained

• Create Solutions - Combine offerings into a valued and differentiated solution to improve your client’s business. Once you have identified the specific influencers/decision makers for the identified opportunity or sales pursuit, you need to uncover the personal and organizational Critical Success Factors that will have the most impact on the individual, or organization to build them into your solution and value proposition. In order to gain their sponsorship of the solution you create. This should translate to your ability to get the client to expand their thinking of their needs or solution parameters and participate in co-developing the beyond the original solution scope

• Utilize Resources - Secure and manage required organizational and financial resources to achieve sales results. This ranges from being able to acquire the appropriate product information, marketing messages, and sales support to effectively match your client needs, all the way to leading a cross-functional team of highly specialized talent that can include third party and client resources.

• Present Value - Present ideas and/or solutions in a manner that fully engages the intellect, emotion and participation of the audience,

• Thought Leadership and Marketing content - help Sphere to create marketing content and thought leadership content

 

Offering/Competency Development

• Showcase our solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets.

• Push for higher value/value added services and solutions to the customer in line our offerings.

• Capture and create integrated opportunities with end-to-end solution delivery requirements.

• Help to organize and delivery our events and meetups for building and supporting our local tech communities and ecosystems  

 

Key Qualification

• Demonstrable experience in solution selling

• Understanding of technology trends, emerging tech, technology project management and analysis

• Understanding of the technology solutions and services marketplace – key players, competitive strengths and weaknesses etc.

• Experience of working in a matrixed sales environment

• Experience of technology solutions sales, managed services and consultancy sales

• Experience of successfully navigating mid and large sized enterprises to drive IT and business-led opportunity creation

 

Key attributes and strengths

• Independent and self-directed

• Resourceful and confident under pressure

• Presentation & communication skills

• Strong management and business skills

• Strong empathy, self-awareness and interpersonal skills

• Curious, driven to deeply understand clients’ business and objectives and make appropriate recommendations

• Able to challenge status quo

• Ability to travel

Responsibilities:

• Revenue growth within a group of accounts

• Value creation in terms of acquiring new deals and maintaining high customer satisfaction score

• Pipeline and pre-pipeline generation and management

• Adherence to the CRM processes

 

Qualification requirements: education, skills and training

• College degree in technology or MBA or Master degree in Marketing

• Resourceful and confident under pressure

• Presentation & communication skills