Strategic Client Partner

6 months ago

Cape Town, South Africa Borwood Communications Full time

**Join our team as a Strategic Client Partner (Sales) in Cape Town**

**Are you a dynamic and results-driven sales professional with a passion for the ICT/Telecommunications industry?**

**Objectives of the Role**
- The Strategic Client Partner will be tasked with expanding revenues by acquiring new enterprise customers through both direct and indirect channels. Additionally, they will be responsible for enhancing revenue from selected existing allocated customers.
- You will also serve as an ambassador for Borwood, fostering brand awareness and showcasing our capabilities within the ICT/ISP sector. Establishing an image that aligns with Borwood's vision and distinguishes it from competitors is a primary objective. Additionally, you will be expected to influence and manage decision makers within customers.

**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.
- Strategise 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.

**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.

**Personal Skills/Competencies Required**
- Be an ambassador for Borwood, ensuring awareness of the brand and its capabilities within the ICT /Telecommunications environment.
- Creating an image that upholds the Borwood vision in the eyes of the customer is a key objective that uniquely separates Borwood 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.

**Experience**:

- Strategic sales: 7 years (required)
- Knowledge in selling across ICT business services: 5 years (required)

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