1. Customer Relationship Management:

- Strategic Planning: Design and implement strategic account plans that align with customer goals and company objectives, ensuring long-term partnership growth.

- Develop and maintain strong working relationships with assigned strategic and emerging customers.

- Maintain an in-depth understanding of the customer’s internal organization, including key contacts such as sponsors, decision-makers, influencers, and project managers.

2. Sales and Revenue Growth:

- Develop and implement sales strategies; mentor and guide junior team members.

- Monitor team performance and ensure targets are met.

- Sales Activity Management: Lead sales activities, ensuring alignment with strategic goals, and report on performance metrics to senior management.

3. Sales Strategy and Team Leadership:

- Develop and implement sales strategies; mentor and guide junior team members.

- Monitor team performance and ensure targets are met.

4. Collaboration and Coordination:

- Cross-Departmental Leadership: Lead cross-functional teams in complex sales engagements, ensuring seamless coordination from pre-sales through to post-sale delivery.

- Work with Pre-Sales Support and Marketing Specialists to follow up on high-priority opportunities.

- Ensure timely responses to customer requirements, proposal writing, presentations, and submissions.

- Drive brand coverage and mindshare to secure contract awards.

5. Cost and Pricing Management:

- Pricing Strategy: Develop and implement pricing strategies that maximize profitability while remaining competitive in the market.

- Manage the cost of sales and make final pricing decisions in line with gross margin target guidelines.

6. Client Intelligence and Feedback:

- Market Insight Development: Collect and analyze market data to inform sales strategies and identify emerging trends that could impact client relationships.

- Act as the client representative to gather commercial intelligence for internal analysis and decision-making.

- Address client feedback and complaints promptly.

7. Project and Financial Coordination:

- Financial Accountability: Oversee account profitability, ensuring alignment with financial goals and budgetary constraints.

- Monitor closely with the Service and Project Delivery team to ensure timely delivery.

- Coordinate with the Finance team on customer billing and ensure timely customer payments.

8. Presentations and Event Participation:

- Deliver impactful presentations; represent the company at industry events and networking opportunities.

9. Leadership & Development:

- Scale-Up Experience: Proven experience in leading sales teams within scale-ups, particularly in technology companies that have successfully completed Series B funding or beyond.

- Team Development: Demonstrated ability to develop, mentor, and grow a high-performing sales team, including managing and guiding team members through periods of rapid growth and investor scrutiny.

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