November 21, 2014
Job Description
We are currently looking for a Senior Client Partner: Managed Services & IT Outsourcing to support the business in realising its strategic objectives by creating client intimacy through your technical expertise and industry based Services and IT Outsourcing knowledge.
As a Senior Client Partner: MS & ITO, your key function will be to work with the regional Sales organisation in promoting very complex and integrated Managed Services and ITO solutions and services in such a way that is accessible by different stakeholders with different levels of technical expertise. In addition to this, you will demonstrate Dimension Data’s capability and experience in the relevant specialist area – thereby creating more depth in current client accounts, and identifying opportunities for new accounts.
What we will expect you to do:
You will display an excellent level of industry knowledge, combined with commercial acumen, business strategy skills, and knowledge of sourcing models and market trends as well as in-depth understanding of the client’s business. In this capacity, we need you to deliver on the following:
Act as sales lead
You will develop strategies to grow revenue and margin for new and existing IT Outsourcing services within international and global clients.
Perform the required day to day sales management activities including strategic planning, opportunity qualification, resource management, commercial management and cost centre profit and loss financials.
Prioritise sales opportunities in conjunction with the regional Sales Directors and seek and obtain support from senior management to pursue opportunities that grow the business, maintains client relevance and continuously improves the client experience.
Take the lead in in ensuring that the relevant team works together efficiently to complete all activities involved in a sale, construction and transition of every service within an IT Outsourcing contract.
Formulate viable deals
Create deals that are financially flexible, creative and beneficial to the client by evaluating and presenting the different financial options available to the client.
Consider the availability of critical skills, industry compliance and risk to the client in combination with the service delivery and solution that is crafted.
Leverage your specialist skills and knowledge of technology solutions and services to assist and influence the client at every stage of the buying criteria, and to position Dimension Data favourably compared to competitors.
Evaluate new and existing opportunities
You will lead teams to perform detailed contractual and financial analysis on existing clients and complex sales opportunities..
You will understand the competitive environment by conducting competitor analysis and ensure the best offering and differentiating Dimension Data from the competitor.
Close sales deals
Lead the internal account management team to enable conclusion of the deal.
You will co-ordinate commercial discussions, advice on, identify and mitigate risk impacts related to deals.
Promote best practice and knowledge management
Lead, coach and grow the relevant internal teams to identify and sell advanced / complex outsourced IT services that are tailored to the unique requirements of our clients.
Encourage and support the regional development and provision of outsourced skills and services.
Key abilities required:
- Knowledge and understanding of IT industry environment and business needs
- Knowledge of ITO and managed services solutions capabilities and how the solution is designed to be integrated into the client environment
- Interpersonal skills with the ability to develop and maintain solid stakeholder relationships
- Strong communication skills (verbal and written) coupled with good questioning skills and proven ability to present expert opinions, complex situations and solutions to varying audiences in the clients business language
- Strong client engagement skills and the ability to recognise opportunities for future business within an account
- Assertive in approach coupled with confidence in ITO and managed services knowledge and industry and the ability to facilitate business conversations
- Strong stakeholder and client relationship building and engagement skills
- Ability to persuade, negotiate and influence key stakeholders
QUALIFICATIONS
Key requirements:
- Degree in Technical, Financial, Sales or Commercial field
- At least 10 years’ experience in a large IT organisation with at least 8 of those years focusing on sales experience with global, regional and/or large enterprise level accounts with an ITO or managed services focus
- Exposure to Managed Services and a detailed understanding of MS or IT Outsourcing approach to business
- Demonstrated sales, client engagement and business development experience with requisite understanding of relevant markets and market penetration strategies
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