Executive Partner, Member Acq

Vollzeit | Germany, | 15 Tage

Jobübersicht

Vollzeit
Germany
Gartner

Arbeitsbeschreibung


Executive Partner, Member Acq - (00017749)

Description

 

The strategic intent of the role is to partner and support sales in selling multiyear ExP Team Solution to new prospective clients and transitioning newly acquired accounts to an assigned Service Delivery Team.   The role will also assume responsibility for enabling sales to drive ExP growth.

 

Responsibilities

  • Serve as an ExP Team product expert to coach aligned sales partners on the ExP value proposition and actively participate in the account planning process to determine optimal targets for ExP Team Solutions.
  • Act as a key contributor to revenue growth, product adoption, client engagement and service experience for all new ExP clients.
  • Partner with Sales in qualifying and prioritizing prospective new business opportunities for the ExP portfolio.
  • Collaborate with internal sales resources and external network to prioritize and penetrate key accounts that support ExP growth goals and objectives.
  • Measure and qualify all ExP POC opportunities in support of growth targets for all POCs submissions for a given geography.
  • 100% coverage of an agreed target list with POC’s focused on the identified mission critical priorities for each target account and conducted using best practice processes.
  • Collaborate on proposal development and presentations to the prospect to accelerate close in partnership with sales to ensure smooth transition to service delivery associates.
  • Utilize globally consistent processes to drive and successfully sell new business opportunities with field sales executives by matching ExP capabilities to client needs.
  • Regular management reporting on progress against sales targets, POC completion rates, converted opportunities and member acquisition key performance indicators.
  • Participation in internal service kick-off (SKO) meetings for new clients. 
  • Comply and use internal sales enablement tools and management processes.
  • Quota Achievement in new business.
  • Successfully engage net new CIO’s and build trust based value added relationships to increase deal size in the first sale.
  • Achieve more than 50% of Team solutions / multi-year
 

Qualifications

 
Requirements
  • University graduate (Bachelors), Masters preferred;
  • Former C-level technology executive for at least 5 years, preferably with Consulting or Advisory experience.
  • 3+ years of internal experience as an Executive Partner with strong demonstration of success in POC support/growth contribution.
  • 5+ years working in a senior management role in an IT capacity or 5+ years in that capacity with 5+ years in another IT role. (e.g. consulting, IT supplier, etc.)
  • In-depth understanding of the business value of IT and the alignment of business and IT strategies to achieve growth, mitigate risk and to optimize investments.
  • In-depth understanding of the IT industry and the role of the CIO (including leadership, operations management, strategy and trends, use of metrics, etc.)
  • History of collaboration and partnership with sales and viewed internally as a coach.
  • Strong time management and prioritization skills.
  • Strong understanding of sales metrics, process, methodology and deadlines to support quota attainment.
  • Demonstrated critical thinking and problem solving skills to assess member situations and provide actionable, outcome-based business/technical advice, and the ability to leverage appropriate (Gartner and other) resources to help clients achieve business results.
  • Excellent relationship management skills, including experience working with C level executives.
  • Superior verbal and written communication skills and strong facilitation and presentation skills with C-Level.
  • Consistent over achievement of retention and growth metrics.
  • History of collaboration and partnership with sales and viewed internally as a coach.
  • Strong understanding of sales metrics, process, methodology and deadlines to support quota attainment.
  • Strong time management / prioritization skills.

 
Primary Location
: Germany-Germany-Munchen
Work Locations
: 
EMEA-GM-Munchen 
WE 1213 StadtQuartier Riem Arcaden Lehrer-Wirth-Strasse 2
 Munchen 81829
Job
: Executive Advisor
Organization
: 050 ExP Sales Enablement/Mrkt/Comm - 1531
Schedule
: Regular
: Full-time
Job Posting
: Jan 8, 2018, 8:23:42 AM

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