Client Director

Internal role title:

Client Director

Location:

Remote Worker with travel

Reports to:

Chief Sales Officer

Department:

Sales

Purpose

To nurture, support and develop a portfolio of CSI clients and prospects. Driving engagement cross-sell and upsell with clients by promoting CSI as the enterprise performance partner for all Architecture, Data, Cyber, Cognitive and Application desired outcomes.

Primary focus of the role

  • To develop, lead and implement the client sales strategy
  • Meet and exceed agreed quarterly and annual margin and order intake targets
  • Promote and present CSI’s market-leading service proposition
  • Be an active part of the senior sales team

Expected activity

The activity covers the management of the full spectrum of a sales cycle; from need creation to business justification, bid creation to solution presentation and finally, negotiation and closure. Regular meetings with clients, on-site presence and engagement cadence. Continually striving to reach different areas of the business, understand their strategic intent and underpin their trajectory with CSI services.

Key responsibilities

  • Create and maintain a detailed client sales strategic plan that will generate, manage and close substantial new business wins from within our client base
  • Grow revenues and margin within our target markets
  • Meet and exceed agreed quarterly and annual margin and order intake targets
  • Ensure 3-5 face to face meetings client side weekly
  • Continually grow the client engagement base in client businesses
  • Promote and present CSI’s market-leading service proposition
  • Maintain a three times target pipeline throughout the fiscal year
  • Ensure the financial integrity of every deal and that all deals are negotiated within the margin billing and payment terms as stipulated in the bid guidelines
  • Ensure every element of the CSI proposition is promoted, progressed and upsold within an account
  • A constant endeavour to generate new opportunities
  • Qualify opportunities based on their match to our differentiation, profitability, commercial viability and our existing desired high-value service offering
  • Lead by example
  • Attend monthly and quarterly sales meetings
  • Embody the core cultural values of the CSI which are ‘Think Client, Deliver Exceptionally, Excel Together’
  • Actively aid in the development of our market leading services proposition; channelled through structured sessions and feedback obtained from our clients and prospects
  • Project and maintain a professional and competent image of the business

Key performance indicators

  • Deliver against all key commission plan targets (margin/order intake/renewals where applicable)
  • Secure deals against the competition
  • Drive % of wallet northward in every client in your portfolio
  • Ensure a pipeline of at least three times target in any given period
  • Develop client account maps and sales plans
  • The accuracy of monthly forecast commitment
  • Activity reporting: to be updated monthly in preparation of sales meetings and 121 reviews
  • CRM accuracy on all levels

Skills and personal characteristics

  • Ability to identify, articulate and promote how professional services can help a client in order to achieve their business objectives.
  • Ability to question effectively whilst gaining an understanding of the prospects/clients’ business needs.
  • Be able to demonstrate and articulate a solid understanding of the dynamics of the market including market trends, industry issues and key political forces.
  • Understand the environment in which a prospect/client operates and maintain awareness of all activity within it.
  • Understand the application of the technology within the portfolio and the business impact it will have for the client.
  • Capable of presenting business & technology roadmaps which demonstrate how a client can drive maximum value from their technology for competitive advantage.
  • Demonstrate the necessary communication and interpersonal skills to interact with and present to clients at every level.
  • Understand the sales/buying cycle and be capable of managing a client’s needs from the beginning through to the point of order.
  • Establish consistent and thorough pipeline management.
  • Capable of time management, highly organised and capable of prioritising workload based on the clients’ expectations.
  • Demonstrate dedication, drive and ambition with an ability to work comfortably in a dynamic, passionate environment.

Key qualities

All roles within CSI are challenging, demanding and require exceptional individuals to achieve first class results. On this basis, the qualities we are looking for in each person we recruit are; focus, drive, discipline, resilience, loyalty and the ability to communicate pro-actively whilst working as part of a team towards a common goal.

Required experience

  • Proven competence selling experience within the hybrid cloud and cyber security services sector.
  • Proven track record of creating, managing, negotiating and closing substantial IT/communications service contracts.
  • Strong understanding of the market place and the requirements of our clients.
  • Degree standard or demonstration of entrepreneurial qualities.

Apply now

Please complete the form below and attach any accompanying documentation to support your application.