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Client Director - New Business

Purpose

We are seeking an experienced New Business Client Director to represent and sell our world-class service offerings. This is a true net-new logo role: pipeline is self-generated, not inherited. The ideal candidate will have an entrepreneurial spirit, a proven track record of sales excellence, the ability to meet and exceed quotas, and a history of new account acquisition. The candidate has a passion for "hunting" new customers, is comfortable prospecting cold into accounts with no prior relationship and has extensive experience selling to the "C" level. Must be hungry and have a passion for winning.

The New Business Client Director role requires experience consulting mid-market and Enterprise customers on technology strategy with a focus on delivering business outcomes. This role will need experience selling into the mid-market and Enterprise customer segment ($100M-$1B in revenue). The New Business Client Director will have experience selling with a consultative approach rather than product fulfillment and is able to establish credibility with executive decision makers and IT leadership - typically without the benefit of brand pull, inbound demand, or BDR-fed leads.

We need someone that can be very hands-on, do whatever it takes to build revenue, and be a strategic thinker with the ability to create long-term sales plans and execute on them for our prospects. The New Business Client Director candidate should possess sound business acumen, strong technical aptitude, a comprehensive in-market network, and significant sales experience that will be vital to helping to develop new opportunities and drive revenue. This individual contributor role will be focused on planning, prospecting and pipeline development, opportunity qualification, deal positioning and closing to overachieve individual sales targets.

This position offers a competitive base salary, uncapped commissions, and the opportunity to sell highly differentiated Cloud/IT solutions. The successful candidate will be able to show examples of their own sales success and achievements by way of exceeding sales quotas, documented new-logo wins, and personal recognition through sales awards or acknowledgments.

Reporting to the Head of Sales, this position can be remotely based out of U.S or Canada.

Primary Responsibilities

• Generate net new sales revenue through a consultative and solutions-oriented approach.
• Leverage existing Sales tools to accurately forecast, track and modify sales funnel, regularly and with consistency
• Manage a base of 3-5 key clients won or transitioned into your name and be responsible for driving a pre-determined level of revenue growth, overseeing the overall client relationship strategy of that base - while net-new logo acquisition remains the primary focus of the role.
• Gain referrals via an extensive personal network to drive additional increased business for the organization
• Participate in the development, presentation, and sales of a value proposition.
• Onsite customer presentation with C-levels to negotiate and close strategic and complex deals.
• Self-source the majority of pipeline through disciplined outbound prospecting, cold outreach, industry networking, and events - without relying on inbound demand, BDR hand-offs, or channel-fed leads.
• Build and execute a written territory and named-account plan, creating demand in accounts where none exists today.
• Stay in total engagement with the account during the sales cycle while bringing in additional necessary resources from the Sales, Product, Client Success, and Practice-based teams.
• Collaborate with Chief Information Officers (CIO), Chief Financial Officers (CFO), IT Directors, ERP Management
• Teams and other IT professionals to develop plans for IT optimization and cost control/reduction.
• Meet and exceed customer expectations largely through managed services relationships, IT project work and staff augmentation.
• Experience in delivering business outcomes leveraging technology. In this role, the New Business Client Director will be expected to understand the business of the prospect and map Centrilogic's platform back to the clients initiatives.
• The platform consists of (but not limited to)
• Enterprise/ERP Cloud Strategies,
• JD Edwards, EBS, NetSuite and Peoplesoft Support (CNC, Report-Writing, Development, Functional Helpdesk,Migrations & Upgrades, Sys Admin)
• Database Administration/Management (remote DBA) for Microsoft SQL Server, Oracle, IBM DB2, and MySQL.
• Data and Analytics
• Cloud Architecture, Application Development, Governance and DevOps
• Security Governance and Managed Security Services
• Private Cloud and Networking

Required Experience and Qualifications

• 8+ years of quota-carrying B2B technology sales experience, including a minimum of 3-5 years in a net-new business or "hunting" capacity.
• Experience selling for a managed services provider (MSP), systems integrator (SI), cloud services provider, cybersecurity provider or MSSP, ERP partner, managed infrastructure provider, or digital transformation firm.
• Demonstrated success selling multi-year, services-attached engagements - managed services, cloud, infrastructure, cybersecurity, ERP, data and AI, application modernization, or professional services.
• A documented track record of self-sourced pipeline. Candidates should be able to evidence that a majority (target: 60%+) of pipeline was generated independently through outbound prospecting and personal network.
• Quantifiable sales metrics available on request: new-logo count, quota attainment history, self-sourced pipeline value, average deal size, typical sales-cycle length, and percentage of quota derived from net-new business.
• Candidates who have carried a $2M-$5M+ new-business quota are the strongest fit.
• Experience selling to CIOs, CTOs, CISOs, IT Directors, ERP leadership, finance and procurement, operations, and business transformation stakeholders.
• Exposure to complex professional services sales - AI, data, or application modernization - at a systems integrator or professional services firm
• Ability to travel to customer sites across the United States and Canada as required.

Skills

• Thrives in a fast-paced, flexible working environment.
• Highly developed consultative selling, customer relations, and negotiation skills
• Experience in communicating effectively and collaboratively with C-level executives, finance/procurement, legal, and line of business representatives
• Very articulate with excellent writing and presentation skills
• Proven analytical and problem-solving abilities
• Obvious business acumen with a collaborative and transparent approach with all stakeholders internally and externally
• Able to work under stress and handle multiple critical priorities
• Very strong work ethic with "can do, roll up sleeves to figure it out" attitude
• Ability to leverage supporting team of Technical Resources, Lead Generation, and Marketing
• Demonstrate desire for continuous learning and development as industry and client needs evolve
• Salesforce knowledge/skills
• Resilience and persistence through long, multi-threaded sales cycles involving multiple technical and business stakeholders.
• Ability to compete against larger, better-known providers by leading with responsiveness, technical depth, customer intimacy, flexibility, and outcome-based delivery.

Desirable

• Degree in Business Administration or related technical field.
• Knowledge of outsourced IT, managed hosting and cloud-based services, products and procedures.
• Advanced computer software skills: MS Office, PowerPoint.
• An established in-market network of C-level and IT leadership relationships in the target territory.