Sr. Sales Specialists & Consultant - Networking

• Builds strong professional working C-level relationships with the client
• Establishes a high level of personal credibility as a trusted advisor to key client executives
• Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers
• Engages in the Relationship Assessment Program (RAP) where possible
• Implements TCE initiatives that improve the customer loyalty index
• Researches and understands the client's industry
• Deeply understands client business strategies and challenges
• Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle
• Advances opportunities that result in profitable revenue growth for the company
• Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors
• Leverages existing engagements and run-rate business to seed and grow new opportunities
• Advocates for client needs during sales cycle and in addressing any delivery issues
• Maintains high-level of customer loyalty and builds trust and integrity
• Builds and executes an Account Business Plan (ABP)
• Actively drives ABP results through effective account management and reviews
• Builds and orchestrates sales pipeline activity
• Identifies, nurtures, and closes new solution opportunities
• Represents the entire company portfolio of products and services
• Facilitates/engages with Solution Opportunity Approval & Review process (SOAR)
• Proactively protects company's position and claims company leadership positions in strategic and emerging solution areas
• Proactively engages and manages partners to strengthen solution capabilities
• Meets or exceeds quarterly and annual revenue & margin quotas
• Participates in/drives account Team Management
• Orchestrates all company resources and sponsorship essential for executing the account business plan
• Engages and manages team members in presales, sales specialists and inside sales to support complex deals
• Drives integrated planning and execution
• Proactively engages executive sponsors to build a strategic relationship
• Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio
• Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development
• Drives the account internationally/Globally

• Typically 12+ years account management experience
• Extraordinarily strong track record of account management and sales performance
• Uses consultative, solution selling and business development skills at the CXO level
• Highly developed business development and negotiation skills at the CXO level
• Focuses on client's key business challenges and drivers
• Advocates for client needs in negotiating solution sales
• Submits timely and accurate forecasts
• Strong coaching and team leadership skills
• In-depth knowledge of client's business, organizational structure, business processes and financial structure
• Develops a comprehensive business-case approach
• Expertise in managing end-to-end sales processes involving complex, multi-portfolio, large deals
• Demonstrates strong presentation and communication skills at the client CEO level
• Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry
• Knows the company's broad portfolio and how to integrate different solutions
• Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts
• Expert in the sale of IT services and outsourcing

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion