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

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