Director, Managed Services Growth

At Armanino, you determine your career path. This means it's possible to pursue challenges you are passionate about, in industries you care about.

Armanino is proud to be Among the top 20 Largest Accounting and Consulting Firms in the Nation and one of the Best Places to Work. We have a community of resources that are ready and willing to support your ideas, build your skills and expand your professional network. We want you to integrate all aspects of your life with your career. At Armanino, we know you don’t check-out of life when you check-in at work. That’s why we’ve created a unique work environment where your passions, work, and family & friends can overlap. We want to help you achieve growth by giving you access to a network of smart and supportive people, willing to listen to your ideas. 

Armanino is seeking a dynamic and experienced Director to lead our business development strategy and expansion efforts within our Managed Services practice. This senior-level position will exhibit top-notch presentation, communication, and critical-thinking skills and have thorough experience in Business Process Outsourcing and Managed Services. You’ll help power business success with extraordinary back office managed services by pursuing new prospects, sharing and quantifying our value proposition, and selling Armanino’s comprehensive solutions as a key part of our expert-driven team. You’ll prospect and build pipeline, conduct sales meetings with prospective clients, and work with our established teams to write proposals, gain approvals, and present those proposals to prospective clients, including C-level executives, business owners and other decision makers in midsize and enterprise businesses.

Job Responsibilities

Business Development

• Plan: Develop an annual plan to hit Managed Services sales goals across a diverse portfolio of industries, centered around larger businesses with $100 million to $3 billion of revenue

• Prospect: Consistently work on building a balanced pipeline of target prospects through traditional means of prospecting (cold calling, email, phone, LinkedIn, personal networks and industry events) as well as building and leveraging an internal network within Armanino’s diverse group of partners to provide referrals and business development opportunities

• Qualify: Strong understanding of target market and decision-making personas will help to qualify or disqualify quickly

Sales Cycle Management

• Process: Utilize a sophisticated and multi-step selling process with defined criteria, executive sponsorship and internal business processes. Balance multiple complex opportunities in parallel through the stages of typical 2-3-month sales process

• Tools and Systems: Utilize Sales systems and quoting tools to efficiently and effectively manage and communicate daily activities

Solution Selling

• Understand and be able to independently and clearly articulate Armanino’s Managed Services value propositions to client executives

• Possess ability to decipher client needs and mold potentially complex, customized solutions to meet those needs leveraging the full set of Armanino’s capabilities

• Establish a trusted advisor relationship, both inside of Armanino and within the prospect’s decision-making system, to effectively gain successful business and long-term client relationships

Reporting & Forecasting

• Track sales activities and maintain CRM records

• Provide sales forecasts based on opportunities

Collaboration with Teams

• Provide input to marketing strategies and execution plans and work to assure alignment between marketing, sales and delivery efforts

• Collaborate with internal expert teams to craft tailored proposals and solutions that align with client needs

• Manage effective transition and knowledge transfer from sales process to delivery teams to drive smooth onboarding and transitions post-sale

Requirements

• Minimum 10 years of sales experience within Consulting, Professional, or Managed Services sales organization

• Proven track record of consistently exceeding quota, ensuring happy clients, identifying new leads, qualifying prospects, and closing sales to new customers

• Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships

• Ability to understand the "bigger picture" and convey Armanino’s Managed Services GTM strategies

• Ability to manage multiple priorities and sales opportunities at different stages

• Excellent verbal and written communication skills, int