Description:

Department: Sales / Client Strategy.

Reports To: Director Sales & Partnerships.

Company: Ken Research.

Company Description:

Ken Research is a strategic consulting and market intelligence firm supporting global enterprises, private equity firms, and government institutions across India, Southeast Asia, and the Middle East.

We deliver market intelligence, consulting engagements, procurement benchmarking, expert panel research, and specialized B2B and employee survey programs that help organizations make faster, data-led strategic decisions.

Role Summary:

The Associate Client Partner (ACP) is a senior commercial role responsible for owning the end-to-end client acquisition cycle from discovery to solutioning to closure.

You will lead consultative conversations, design structured Scope of Work (SoW) proposals, manage enterprise clients, and drive revenue growth across our full consulting and research portfolio.

This role requires 57 years of prior experience in Consulting or Market Research only.

Key Responsibilities:

Consultative Sales & Strategic Solutioning:

- Conduct high-quality discovery calls to understand client priorities and decision criteria.

- Translate client challenges into structured consulting/research solutions.

- Build and execute strategies to drive account growth.

- Achieve monthly and quarterly revenue targets.

Lead Qualification & Opportunity Assessment:

- Qualify opportunities based on sector, budget, urgency, and strategic value.

- Map decision-makers, influencers, and procurement structures.

- Prioritize high-potential opportunities within the pipeline.

Deep Needs Assessment & Problem Structuring:

- Conduct multi-layered needs assessment discussions.

- Apply frameworks like BANT / SPIN to uncover real business needs.

- Convert client problems into clear, insight-led scopes.

Proposal Development & SoW Ownership:

- Develop detailed Scope of Work (SoW), methodology, and deliverables.

- Present proposals confidently to CXOs, VPs, and Strategy Heads.

- Tailor offerings based on sector benchmarks and client context.

Enterprise Client Relationship Management:

- Build long-term, multi-engagement relationships with enterprise clients.

- Maintain continuous engagement across the project lifecycle.

- Identify cross-sell and up-sell opportunities.

Market Expertise & Insight Positioning:

- Maintain strong sector understanding and competitive awareness.

- Convert insights into compelling client narratives.

- Use market knowledge to strengthen proposals and conversations.

Cross-Functional Coordination:

- Work with Consulting, Research, and Expert Network teams for SoW alignment.

- Ensure smooth handover post-sale.

- Support delivery teams with client context when required.

Negotiation, Closure & Conversion:

- Lead commercial negotiations, terms, and timelines.

- Apply structured closing strategies to convert opportunities.

- Finalize agreements and onboard clients smoothly.

Sales Reporting, CRM & Forecasting:

- Maintain disciplined CRM usage for pipeline and forecasting.

- Produce weekly and monthly sales performance reports.

- Use data insights to adjust sales strategy.

Required Skills & Experience:

Experience:

- 57 years ONLY in Consulting or Market Research (mandatory).

- Proven record of selling high-value B2B insights or consulting solutions.

- Strong experience in enterprise stakeholder engagement.

Functional Skills:

- Strong understanding of consulting methodologies and research processes.

- Excellent proposal writing and SoW development capability.

- Ability to interpret data and insights into actionable solutions.

- Strong analytical, communication, and negotiation skills.

Soft Skills:

- High ownership, discipline, and result orientation.

- Executive presence with strong communication finesse.

- Ability to manage multiple accounts and parallel opportunities.

- Strong follow-through and pipeline hygiene