Client Director - Enterprise Sales - Subscription Product

About the Organisation: A consulting and research firm focused on strategic IT, business processes, and engineering services. Our client is a trusted advisor to senior executives of leading enterprises, providers, and investors. The firm helps clients improve operational and financial performance through a hands-on process that supports them in making well-informed decisions that deliver high-impact results and achieve sustained value.

About the Role: The client director is responsible for the development and execution of the strategic management plan for growing the Organization's account base and managing current key accounts. This is an individual contributor role that includes client acquisition, retention, sales process execution, account management, business development, and revenue attainment. The accounts would include Service Providers, Global System Integrators and Product / Technology Vendors.

Key Responsibilities:

A) Revenue Attainment: The client director will be responsible for attaining revenue and activity goals as set by the organization by:

- Independently owning the end-to-end sales cycle for standard subscription offerings and custom research and advisory offerings.

- Generating leads by identifying client's strategic objectives, problems, challenges and requirements.

- Working collaboratively with practice leaders to develop custom research / advisory solutions, and taking them to closure.

B) Account management and development: The client director will play a key role within the account development program by:

- Proactively leading the acquisition of new target accounts, along with retention and growth of existing accounts.

- Developing and executing key account plans. Consistent activity required to develop new contacts and relationships.

- Developing and deepening senior executive relationships within the portfolio of accounts.

- Functioning as the first point of contact for a portfolio of target accounts, and

orchestrating internal and external resources throughout the customer lifecycle.

- Collaborate with Marketing and other functional groups on an organization-wide account management plan and oversee its execution.

- Weekly reporting on activity and progress.

C) Sales Management: The client director will display robust sales management skills on a day-to-day basis by:

- Ensuring disciplined documentation at all stages of the sales cycle.

- Working in collaboration with associated stakeholders such as India business leaders, service line leaders and finance for timely and accurate planning, documentation, invoicing, etc.

- Engage effectively with the firm's leadership in strategic planning sessions.

Experience and Qualification Required:

- 10-15 years of overall experience in the professional services / research and advisory industry.

- Proven track record of proactive opportunity generation for custom advisory solutions, over and above standard product subscription sales.

- Proven track record of successfully expanding relationships within strategic accounts.

- Experience in the global services industry (ITeS) is desirable.

- Prior selling experience to Service Providers, Global System Integrators and Product/Technology Vendors would be preferred.