Client Partner - Enterprise Sales

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Responsibilities

 

  • Working with the Account Managers to provide the primary point of contact for all client needs, requirements and expectations with regard to the Verizon Enterprise Solutions relationship.
  • Managing executive sponsorship and the most senior client executive relationships for current and future relationship growth.
  • Ensure that the assigned accounts achieve their respective target business case outcomes maximizing overall profitability whilst minimizing commercial risk and retaining client satisfaction, through:
  • Taking a leadership role in commercial, solution definition and operational negotiations with the client and third parties with personal involvement as required.
  • Establishing processes to ensure the delivery of contractual commitments achieve the necessary business controls and manage commercial risk.
  • Putting in place controls that ensure that any significant contract change which could affect either the P&L performance against business case or customer satisfaction is identified and proactively reviewed and approved at the appropriate level within Verizon Enterprise Solutions
  • Ensuring the necessary team performance and personal participation as required to successfully conclude client negotiations.
  • Work with Verizon Enterprise Solutions cross-functional teams to drive the reporting and proactive reviews required to meet the P&L results for assigned accounts:
  • Review results with the account leadership teams on a monthly basis
  • Pursue and monitor the required corrective actions until the P&L tracks to the business case
  • Drive client P&L improvement programs, including addressing new business growth opportunities, operating cost optimization and pursuing third party vendor cost reduction
  • Business Growth:
  • Grow and diversify the revenue base to exceed sales imperatives
  • Target and close new business, as assigned, within defined financial and operational parameters
  • Translate new customer requirements into formal agreements, establishing specific solutions and leading the efforts to drive to a successful client outcome.

 

Qualifications

 

  • A relevant Bachelor degree in a related discipline experience.
  • Significant experience in a senior business development role in the ICT industry, with detailed understanding of competitor offerings, telecommunications product portfolio and industry trends.
  • Full understanding of commercial finance concepts- profitability, revenues, ROI and turnover at "C" level with the ability to identify critical success factors and long/short term objectives.
  • Strong commercial and financial awareness and be ultimately able to align team forecast, budget, actual orders and objectives with those of the company.
  • Excellent communication skills in both English and German.
  • Excellent relationship building skills and able to develop and nurture positive relations with both internal teams and with customers.
  • Demonstrable solution sales focus; proven sales track record, working with large accounts, preferably in the finance / energy / media / transportation sector, developing accounts and acquiring new business, within the relevant verticals.
  • Experience of working in a matrix organization.