client partner

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure.

Why we need this role?

Direct report to the Director of Strategic Development. 

As a Client Partner in the EMEA Strategic Development team, you will play a key role in developing business with existing Colt Enterprise customers and new customers in the German and Dach region, as an accomplished Enterprise Salesperson who engages with senior IT buying personas and decision makers, including the CIO, CISO and Director level Executives.  

As a Client Partner, you will work, proactively, within the existing Colt base of low spending – high potential accounts, to drive significant increase Colts share of customer IT spend by creating and qualifying opportunities and then driving the engagements forward with the support of the overlay Sales team and local account owners.  

The Client Partner will seek to build a 'trusted advisory’ relationship with the customer by demonstrating a deep, empathetic understanding of the customer’s business strategy, their market and industry, proposing Colt solutions to meet and exceed the customers business outcome identified.  

It is the job of the Client Partner to build confidence and trust in Colt Technologies. 

This role reports into the Product Management & Strategic Development team and acts an ambassador for the Sales support that this organisation can provide to the local Sales team within region. It is the responsibility of the Client Partner to ensure that each opportunity has the resource that it requires to drive successful closure of business. 

The Dach Client Partner will work closely with The German Regional Sales Director, their Sales leadership, and Customer Success representatives to build engagement plans that facilitate strategic engagements, advisory and innovation workshops, presentations, and meetings that position Colt as the natural solution provider of choice; working closely with the Dach Technical Client Partner for the region.  

What you will do:

• Client Relationship Leadership: build strong relationships with Enterprise clients, acting as their trusted advisor. Engaging early and proactively driving thought leadership ahead of RFP release.
• Strategic Account Management: Develop and execute comprehensive account strategies that address clients’ business objectives and outcomes, which leverage Colt’s suite of Network & Security solutions.
• Closing New Business: creating opportunities and driving them through to closure including the virtual leadership of the cross-functional sales team supporting the opportunity.
• Solution Innovation: Collaborate with internal teams to design and deliver innovative, customized solutions that meet and exceed clients’ expectations.
• Industry Expertise: Maintain deep knowledge of industry trends, market conditions, and competitive landscape to provide strategic insights to clients.
• Contract Negotiation: Lead complex contract negotiations, ensuring favourable terms and conditions for both Lumen and the client.
• Business Case & Commercial Leadership: Build and optimise internal cost base to remain highly competitive for the customer but deliver highly profitable returns for Colt.
• Customer Advocacy: Champion client needs within Colt, ensuring high levels of customer satisfaction and loyalty. 

What we're looking for:

• Experience: Minimum of 8 years of experience in a senior client-facing role within the technology sector, with a proven history of managing large, complex accounts. 

• Education: Bachelor’s degree in business, Technology, or a related field. MBA or equivalent advanced degree is highly desirable. 

• Skills: 

  • Writing exec summaries in proposals 

  • Empathising with the customer’s business requirements 

  • Running the sales engagement until it is ready to hand over to delivery. 

  • MEDDIC Sales qualification process or similar Sales Methodology 

  • Proposal writing such as the Shipley methodology. 

  • Ability to run discovery and innovation workshops with the customer. 

  • Exceptional communication, interpersonal, open question and listening skills. 

  • Exceptional presentation skills. 

  • Strong strategic thinking and problem-solving abilities. 

  • Working knowledge of networking and security solutions. 

  • Proven leadership and team collaboration skills. 

  • Proven track record in selling WAN (Wide Area Network) solutions into verticals such as Pharma, Manufacturing, Automotive sectors. 

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