Cloud Services Client Executive

Job Responsibilities

Essential Functions

• Execution of SoftwareONE company strategy as well as build new business development opportunities in line with strategy in Central US.
• Be Account Owner for key clients in the region
• Grow client network on C-Level and below
• Hands-on execution of business development and sales activities for your clients
• Orchestration of internal SoftwareONE Teams and resources
• Develop good business relationships with the local Cloud Services Resources
• Prioritize and balance between projects (“cash cow”, “strategic” etc.)
• Account planning and execution of account plans
• Drive a consultative sales process to success (new, up-sell, cross-sell); Hands on action to close biggest opportunities
  Run and facilitate scoping workshops and design sessions with clients together with colleagues
• Negotiate contracts (scope, schedule, pricing, terms) with clients
• Prepare/ Support Scope of work, Schedule, and Pricing documents
• Collaborate and use marketing and lead generating services available
• Establish and develop business relationship with key people at clients (stakeholder map)
• Establish and develop relationship with SoftwareONE delivery teams, project management, and tech. architects
• Overseeing Net Profit of the engagements within Client portfolio
  Identify and mitigate risks and bottlenecks at client opportunities and engagements
• Work with marketing to align our marketing message and value proposition to the relevant Client(s) market to help you in business development.

Organizational Alignment

• Reports to the Area Sales Director
• Enlists the support of pre sales, delivery resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management.
• This position may have direct report staff assigned to support responsibilities in specific customers.

What we need to see from you

1. Experience in sales/business development role in high-growth (30-50% YoY) mid-to-large sized (100-100’000FTE) IT provider company
2. Proven experience of managing relationships with C-Level/ senior decision makers and growing clients in multi-technology area
3. Experience in both “doing all yourself selling” and “orchestrating a small sales team”
4. Recent hands-on experience closing consulting or project sales of at least 5 big engagements for enterprise clients
5. >5 years’ experience and proven track record of selling B2B IT professional and managed services on Microsoft technology stack – from 100kUSD to 50mlnUSD+ to enterprise clients (10’000FTE+)
6. 5+ years’ experience in a US market
7. Experience of creating and managing relationships with external partners (ideally AWS)
8. Experience as management consultant or digital advisor working with medium and large enterprises is an advantage.
9. Passion for Digital Workplace and helping clients achieve their outcomes
10. Entrepreneur, self-starter mindset
11. Passion and drive to learn
12. Ability to coach people on how to sell and manage complex consulting projects
13. Good networking skills
14. Good presentation and communication skills
15. Strong decision making and problem-solving skills
16. Good negotiation skills

Success Criteria:

1. Client portfolio revenue & profit
2. Client portfolio new business sold (cross sell, up-sell, new).
3. Healthy pipeline and client stakeholder map in CRM
4. Agreed key client initiatives (project wins, offering sold, workshops etc.)
5. Business development quality (Pre-sales, Sales, offerings development etc.)
6. Contribution to agreed Regional & Global activities
7. 50% client sales & business development (existing clients and short list of potential new clients)
8. 20% client engagements management
9. 20% business development with domains & partnership (primarily Microsoft)
10. 10% Internal activities & admin