Description
About The Role
The purpose of the Deal Maker is to prospect, identify and lead outstanding sales, from qualification to contract signature, usually >€10m TCV. Typically, you will lead one active deal at a time, with advisory input into deals earlier in their sales cycle, that are yet to be qualified.
Being truly client-centric and developing a relationship with the client, relevant to a specific deal, that has both breadth and depth, you will develop a detailed understanding of the client's business and functional requirements. This will enable you to build and lead the right pursuit team, determine a clear, differentiated strategy to win the client's selection process, negotiate an acceptable contract and sign the deal.
This is a fantastic opportunity to join a vibrant, diverse sales team that has client obsession and people excellence at its heart.
Roles And Responsibilities
Client Centricity
* Understand and be able to articulate the client's key business objectives and challenges, across all areas of their business operations, relevant to each deal you identify. Understand the market in which the client operates, together with any applicable local or international regulations.
* Clearly understand the competitive landscape with the client and the threats that poses to the company. Ghost competitor approaches to the deal and use this to improve our win strategy.
* Clearly understand the alliance, partner, analyst and advisor landscape with the client and the opportunities that creates, relevant to your deal.
* Develop a broad set of strong relationships across the whole of the client's business, which reaches from c-level down into the client organisation, to include client people who are actively coaching. Engage a full range of people to support and grow this relationship, working closely with our account teams.
* Clearly articulate 'why' our company is relevant to the client.
* Ensure the clients will become an outstandingly positive reference for the company
Business Development
* Identify and target potential clients in the IT sector to generate new business opportunities
* Develop and maintain relationships with clients, ensuring that their needs are met and exceeded
* Analyze market trends and identify areas for growth and expansion
* Create and execute strategic sales plans to meet and exceed revenue targets
* Negotiate contracts and agreements with clients, ensuring that they align with the company's goals and objectives
* Stay up-to-date with industry trends and developments to maintain a competitive edge
* Attend industry events and conferences to network and generate leads
* Be connected with IT industry associations (eg Agoria, ADM etc).
Sales Leadership and Execution
* Create, lead and inspire bid teams to close deals >€10m - 100m TCV.
* Lead your teams and stakeholders to be obsessive about the client, the competition and how we win.
* Deploy techniques such as win strategy workshops, price to win exercises, deal health reviews, and competitive ghosting, to maximise win rate.
* Close your deals and maximise your win rate beyond 60%.
* Constantly re-qualify your deals, throughout the sales cycle.
* Ensure 100% compliance with company governance processes.
* Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner.
* Provide insights to the leadership team for continuous improvement of services and offerings
Required Skills And Experience
* A proven sales person, with a track record of closing deals >€10m TCV.
* Trustworthy, transparent, ethical and operate with high integrity.
* A pro-active advocate of diversity and inclusion.
* Strong understanding of how digital impacts clients, highly client centric.
* Outstanding communication skills.
* Relationship building skills, within the client and within the company.
* Entrepreneurial, innovative and commercially astute.
* A commitment to environmentally sustainable business practices and decarbonisation.
* Ideally fluent Flemish, French and English speaker.