Senior Client Partner

Description

Responsible for growing CTG’s business in North America. Sells CTG solutions; solicits and maintains favorable contacts with current and potential key and strategic accounts.  An entrepreneurial self-starter with more than seven years selling IT solutions across multiple industries, especially in the Energy industry. Works closely with Managing Director and CTG stakeholders from delivery, solutions, recruiting and finance to ensure client satisfaction.

The ideal candidate will possess both a strong sales background that enables them engage with the CTO, CIO, Operations, Maintenance, and Engineering Managers, as well as a solid technical sales background that enables them to easily interact with technical leaders within and outside of CTG. Ideal candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Responsibilities

• Meet or exceed CTG territory financial objectives
• Manage pursuit team to meet/exceed assigned objectives
• Identify obstacles and define CTG strategy to defeat/overcome them
• Collaborate with delivery and solutions to develop account plans and strategy, and sales win plans
• Leverage existing relationships and build new relationships at all levels of the customer organization
• Call on existing relationships to grow business
• Establish new relationships inside and outside of IT
• Provide regular status updates on the customer requirements, changes that may affect our support, forecasts into the clients' business environment
• Report on weekly meetings and other metrics
• Monitor client AR to ensure that invoices do not go beyond 90 days
• Perform other duties as required to fulfill responsibilities

Duties

• Develop opportunities and close business within established accounts and/or prospects effectively
• Foster client confidence and strengthen selling relationships by demonstrating general business and IT value
• Navigate the CTG sales process, client and industry challenges, and communicate the value of CTG solutions within and across the client’s business
• Research client issues, business problems and pains using market intelligence and effective listening skills
• Develop and maintain territory plans, account plans and win plans
• Find, develop, manage and maintain client relationships
• Manage opportunities following the CTG Sales Process
• Effective use of CRM and other CTG tools to ensure proper account management and forecasting
• Provide coaching to more junior Client Partners
• Perform other duties as required to fulfill responsibilities

Qualifications

• 7+ years of IT consulting/management experience, with demonstrated IT Digital Transformation experience in customer-facing roles.
• Oil & Gas experience with Integrated Oil companies including Upstream, Midstream and/or Downstream IT and business consulting, applying Cloud, application management/development, Analytics, process automation, ML/AI, digital twin, or automation to transform customer operations.
• Experience working with a team on visioning and designing solutions to meet Energy client goals of reducing emissions, improving worker safety, and enable remote operations
• Expertise in working with partners to build relationships that foster lead sharing and joint pursuit of opportunities for the mutual success of the client, the partner, and CTG.
• Energy company account executive experience in IT and business consulting including relationship management, achieving growth targets, high customer satisfaction achievement, project portfolio management, and contract negotiations.
• Bachelor’s degree
• Expertise in presentation and negotiation skills
• Expertise in communication skills and developing strong client relationships
• Competence analytical skills and ability to aid with problem solving
• Strong leadership skills
• Proven track record selling IT solutions across broad industries
• Clearly understands the business value of IT solutions

•           Collaborative self-starter who understands the importance of the role and works with urgency to close business