Job Description:
The Client Manager is a seasoned subject matter expert. This is a quota-bearing sales persona and is primarily responsible for taking full ownership of assigned accounts and manages and grows relationships to drive expansion and renewals across all solution areas.
This role is able to do so by leveraging company's tools and methodologies to analyze the client’s situation and business requirements. This role possesses advanced planning skills to coordinates the interaction of a number of company role-players in different geographies during the sales engagement.
The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.
This role requires to interact with Japanese Stakeholders both internal and external on day-to-day basis as part of the client engagement and services, hence requires to be proficient in Japanese language in writing, reading, listening and speaking.
Key Responsibilities:
· Manages and grows relationships to drive expansion and renewals across all solution areas within assigned regional clients.
· Builds relationships and influences stakeholders. Works with and through company's network of offices to deliver an excellent client experience in each relevant market.
· Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
· Develops and drives organization strategy with local client managers within assigned regional accounts.
· Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
· Minimizes churn and maximizes retention in assigned accounts.
· Use company's sales tools (for example, Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
· Be fully aware of and understand the International Trade Policy.
· Meets or exceeds quota targets through comprehensive account management.
· Grows the profitability, revenues and client satisfaction levels for company’s regional clients’ portfolio.
· Drives passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
· Generates demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulating how company can add value through services and solutions.
· Approaches the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
· Performs vulnerability analysis of company's position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
· Positively influences and enables financial control, governance and compliance in a region throughout area of specialization to prevent and reduce financial costs. Acts as first point of contact for client issues.
Knowledge and Attributes:
· Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset.
· Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements.
· Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
· Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.
· Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations.
· Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor. Sales solution skills.
· The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor.
· Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
· Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
Academic Qualifications and Certifications:
Bachelor's degree or equivalent in business or a sales related field. Relevant vendor certifications would be advantageous.
Required Experience:
· Seasoned experience in a global partner management role.
· Seasoned experience in a sales environment and/or customer service role.
· Seasoned experience in the IT or professional services industry with a focus on business development and/or sales.
· Seasoned experience in driving alignment to a common vision and working across multiple stakeholders to achieve sales growth.
· Seasoned sales orientation with experience working with clients and business teams to create sales-orientated solutions and services.
· Seasoned experience gained in a similar client manager role
· Seasoned experience working with Salesforce.com contact platform.
