Minor Hotels Europe and Americas

Client Manager

Minor Hotels Europe and Americas

full-time

Posted on:

Location Type: Office

Location: Chicago • Illinois, Texas • 🇺🇸 United States

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Salary

💰 $46,400 - $98,280 per year

Job Level

JuniorMid-Level

About the role

  • Develop new business in the Mid Market industry segment.
  • Drive the sales process while leveraging Capgemini subject matter experts and executives, as needed.
  • Partner with diverse sales teams to qualify technology resale opportunities.
  • Develop and manage a sales pipeline of at least 3x sales quota.
  • Lead the deal process through lead qualification, sales strategy & proposal (lead-to-quote) and deal closing (quote-to-cash).
  • Support Capgemini Technologies team in closing total contract value of $20MM in technology resale annually.
  • Identify key client challenges, business imperatives and buying signals.
  • Originate and qualify leads via cold-calling, networking, social media, events and/or other sources and develop relationships with C level executives within targeted accounts.
  • Understand key buying and influencing roles within the client organization.
  • Understand fit of Capgemini solutions within client and prospect environments.
  • Work closely with the solutions team in the Technology Services, Outsourcing and the various Sector groups to develop and win a pipeline of new/add-on business.
  • Maximize opportunities across all service lines, taking accountability for qualification and closure of new business within the account.
  • Leverage knowledge of industry trends and client challenges to develop and deliver compelling value propositions.
  • Manage client expectations throughout the sales cycle and closing process.
  • Develop and manage a pipeline of qualified opportunities.
  • Provide strategic direction and drive business with client to achieve revenue growth, profitability, and continuing customer satisfaction.
  • Effectively work with the Capgemini inside sales teams to canvas assigned accounts.
  • Appropriately manage relationship with the client covering all commercial, risk and opportunity development aspects of the services provided.
  • Develop and manage the overall account plan and forecast, and provide status reports.

Requirements

  • 2+ years’ experience in business development roles in enterprise sales of IT and business-related services and technology resale opportunities.
  • Good understanding of targeted industry business environments, issues and the trends affecting technology spend
  • Record of consistent ability to exceed sales targets on a YOY basis
  • This is a “hunter” role and qualified candidates must provide examples of their ability to generate organic revenue growth via prospecting tools and techniques
  • Experience in building and maintaining relationships with senior executives within assigned sector
  • Recent experience selling consulting services engagements in the $500K – $10MM range
  • Excellent oral and written communication skills and outstanding presentation skills
  • Ability to work in a global organizational and service delivery environment
  • Demonstrated commitment to stay abreast of industry trends and technical advancements across multiple business sectors
  • Ability to work in a fast paced, competitive sales culture
  • Ability to travel extensively as required
  • High level of personal and professional integrity.
Benefits
  • Paid time off based on employee grade (A-F), defined by policy: Vacation: 12-25 days, depending on grade
  • Company paid holidays
  • Personal Days
  • Sick Leave
  • Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
  • Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
  • Life and disability insurance
  • Employee assistance programs
  • Other benefits as provided by local policy and eligibility

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
business developmentsales strategylead qualificationproposal developmentdeal closingpipeline managementtechnology resaleconsulting services salesrevenue growthaccount planning
Soft skills
communication skillspresentation skillsrelationship buildingstrategic directionclient managementintegrityadaptabilityteam collaborationproblem-solvingaccountability