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Strategic Client Partner

1 month ago

Cape Town, South Africa Tower Group Full time

A prestigious communications client based in Cape Town is looking to employ a Strategic Client Partner, who will be responsible for New Business Sales. 

The Strategic Client Partner will be tasked with expanding revenues by acquiring new enterprise customers through both direct and indirect channels.

Additionally, the successful candidate will be responsible for enhancing revenue from selected existing allocated customers.

The successful candidate will also serve as an ambassador for our client, fostering brand awareness and showcasing our capabilities within the ICT/ISP sector. Establishing an image that aligns with the clients' vision and distinguishes it from competitors is a primary objective.

If you have the ability to influence and manage decision makers within customers - then this might just be the right job for you

1. Key Responsibilities:
• Planning and executing portfolio sales strategies.
• Develop and execute sales strategies for assigned portfolio segments, ensuring alignment with overall company objectives.
• Maintain strong C-level relationships with clients, providing consultation, support and guidance.
• Work collaboratively within the sales team, providing mentorship and support to junior associates as needed.
• Support client on-boarding from the sales cycle to technical hand over, ensure knowledge transfer on accounts between teams.
• Build and mentor the relationship with key partners and customers across regions.
• Comprehensive knowledge of the entire client portfolio and actively identify new opportunities.
• Strong technical and industry knowledge to provide consistent messaging to clients.
• Research new products to meet the needs of the client and the corresponding “Go-to-Market” strategy.
• Maintain a portfolio P&L with a drive toward profitability (margin and top line growth) and renegotiate customer contracts to ensure profitability.
• Gain a thorough understanding of the client’s business and identify areas of opportunity for providing value added business solutions.
• Monthly travel required.
• Perform quarterly reviews for all clients.
• Monitor industry and company news to determine future trends as well as manage reporting to gauge account health.
• Ensure complete and accurate information is entered into Pipeline.
• Strategize with Customer Teams for analysis and delivery of Business Value Assessments to provide client strategy and value.
• Maintain a Mid-level relationship with customers and provide consultation, support, and guidance.
• Work both individually and as part of a team where appropriate.
• Fulfil any training and/or examination requirements as per the Company’s skills and certification matrix.
• Be willing to carry out or assist with such tasks as may be required to achieve deliverables, or as reasonably requested by a member of the client.
• Regularly familiarise yourself with the client portfolio of Products and Services, Customers, Suppliers, and internal Procedures.
• Be always a professional and courteous representative for the client.

2. Key Relationships
• Experience with D and M level management essential both with internal and external stakeholders.
• Forge strong relationships with internal team members for collaboration and support.
• Establish and maintain relationships with clients, partners and industry stakeholders at all levels.
• Collaborate effectively with cross-functional teams to ensure client success and satisfaction.

3. Necessary Experience and/or Qualification

• Minimum of 7 years of experience in strategic sales roles, preferably within the ICT industry.
• Knowledge in selling across ICT business services.
• Strong existing business relationships with customers in target industries.
• Extremely comfortable dealing at C levels executives.
• Strong negotiation skills with experience in contract negotiation and closing deals with significant annual contract values.
• Demonstrated history of effective client management and sales accomplishments, showcasing expertise in complex solution sales and consistently meeting annual targets.
• International sales experience advantageous.
• Capacity to work extended hours and a history of meeting specified deadlines consistently.
• Ability to work effectively under pressure by handling multiple priorities.

4. Personal Skills/Competencies Required
• Be an ambassador for the client, ensuring awareness of the brand and its capabilities within the ICT /Telecommunications environment.
• Creating an image that upholds the the client vision in the eyes of the customer is a key objective that uniquely separates client from its competitors.
• Excellent skills in negotiation, closing and follow-up skills, with consultative sales focus for selling services and solutions, with the ability to articulate complex ideas clearly and concisely.
• Maintain a very high level of personal and professional integrity and trustworthiness.
• Strong written and verbal skills.
• Positive and winning attitude.
• Ability to work independently.
• Administratively competent to provide accurate documentation, proposals, and internal procedural process requirements.
• Strong analytical and problem-solving skills, with a focus on delivering innovative solutions.
• Strategic thinker with a proactive and forward-looking approach to identifying opportunities and mitigating risks.
• High level of integrity, professionalism, and ethical conduct in all business interactions.

5. Notice:
The above statements are intended to describe the general nature and level of work being performed by the individual assigned to this position. They are not to be construed as an exhaustive list of all responsibility, duties, and skills required and staff may be required to perform duties outside of their normal responsibility from time to time, as needed.

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