Client Partner

You Will

• Draft detailed business plan for the territory down to each account (reviewed & revised) 
• Drive a discovery practice that produces substantive intelligence. 
• Secure buy-in from Key Stakeholders leveraging all available actionable intelligence. 
• Draft, coordinate, and execute precise, up-tempo, and highly impactful close plans that provide extended account team detailed requisite information that shortens sales cycles and close well-above the average deal size. 
• Provide accurate forecasting to leadership and Services across all stage of the Opportunities. 
• Observe and respect swim lanes and designated responsibilities and processes related to form 1A (at the bottom of this document) and have clear expectations of how yours should be respected 
• Identify and Drive License Opportunities: Proactively identify and pursue high-probability license growth transactions within assigned client accounts. 
• Client Relationship Management: Nurture and manage existing client relationships, understanding their needs and objectives to drive additional growth opportunities. 
• Strategic Planning and Preparation: Develop and execute strategic account plans to maximize revenue potential and align with company objectives. 
• Cross-functional Collaboration: Coordinate with internal teams, including Services, to ensure seamless collaboration and support throughout the sales process. 
• Operational Excellence: Demonstrate a commitment to operational excellence in all aspects of deal management, from initial prospecting to contract negotiation and closure. 
• Tactical Empathy: Utilize tactical empathy techniques to build trust, shorten sales cycles, and increase deal size with clients. 
• Account List Management: Regularly assess and adjust account lists based on evolving dynamics of customer growth and renewal opportunities. 

You Have

• 5-7+ years of experience
• Meticulous Pipeline management, providing visibility into who, how, when, and risk 
• Impeccable communication with customers and colleagues, including flawless presentation materials and delivery 
• Acute awareness concerning which resources/people should be brought in to address which parts of the sales cycle, while keeping sales cycles as short as possible 
• Understanding the challenges and resistance stakeholders will face when presenting progressions of the opportunity and equipping them with the tools and talk tracks to successfully address overcome objections and build consensus. 
• A seasoned sales executive capable of negotiating complex contracts, while understanding that complex negotiations should be conducted with the Sales, Strategy, and Services leaders.