Client Partner, Sr

At Globant, we dream and build Digital Journeys that matter to millions of users. We do that by leveraging engineering, design and innovation with our own industry-leading practices, like our Agile PODs and specialized Studios. We want you to join us in creating these journeys for the biggest clients in financial services, banking, retail, travel, e-commerce and media, revolutionizing and growing their core businesses while helping them (and you!)

stay ahead of the curve.

WHAT ARE WE LOOKING FOR:

We are seeking an exceptional, hands-on Senior Client Partner to join our team and drive the go-to-market strategy, sales, and business development activities for current and new clients. As a Senior Client Partner, you will play a vital role in expanding our line of business and be responsible for cultivating key accounts and driving revenue growth. We are looking for a dynamic individual with a proven track record in sales and a deep understanding of the sales process.

YOU WILL GET THE CHANCE TO WORK ON:

Sales and Strategy:

Acquire/develop key large accounts with potential revenue of $5-$25 million

Accountable for achieving account financial targets and KPIs

Responsible for farming and hunting

Responsible for the entire sales process including lead qualification, pre-sales activities such as demos, and contract completion

Create and negotiate complex quotes, RFIs/RFPs, and contracts as well as be in charge of the preparation, implementation and closure of sales negotiations at decision-making level

Responsible for the Strategic advancement of customer relations, ensuring a high level of customer satisfaction and customer retention as well as identifying the up-selling potential

Develop new opportunities through networking, cold calling and other lead generation techniques

Manage the sales cycle, perform lead qualification, arrange and provide presentations, quote and close the sales cycle

Develop, negotiate and close long-term agreement with accounts in your assigned territory

Deal with implementation and onsite/offshore development staff to ensure smooth delivery and customer satisfaction

Report account activity, opportunity status and other details

Develop an account plan with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed

Manage strategic advancement of customer relations, including ensuring a high level of customer satisfaction and retention as well as identification of upselling potential

Aggressively driving Digital Services Engagements into new areas of the business

Delivery:

Liaise on with Delivery and Technology to ensure client needs are fulfilled effectively

Manage client expectations and communications flow as it relates to production and internal p

roject teams; negotiate and resolve high level client issues

Book commitment reports and Monthly bookings (US Dollar and Openings) by Sales Operations

Account financial planning and reporting

WHAT WILL MAKE YOU SUCCEED:

You have a total of 10+ years experience in software sales and a minimum of 5+ years of experience in selling Microsoft Cloud and/or Microsoft Dynamics Business Applications, Application modernization or related services

Strong and established client base within the space

Ability to plan, pitch, and execute a start-to-finish sales and customer transformation strategy aligned to Data and Analytics

Proven ability to navigate difficult conversations and drive effective solutions to business problems with knowledge of pricing tactics and strategies

Proven experience in closing business for business applications/technology sales as an Account Executive or Sales Representative successfully selling solutions or services at an executive/C- level in various locations.

Experience making executive-level calls, developing solutions that help our clients, and then mobilizing internal assets to deliver on time and above expectations

Prior experience with customers in some of the following industries:
Retail, CPG, Financial Services, Travel and Hospitality, and Hi-Tech is an asset

Prior experience in a software services company is a great plus

You must be comfortable demonstrating software and speaking to technical and non-technical executives alike, with all levels of our organization

A strong understanding of how to build & manage a territory business plan

OUR IDEAL CLIENT PARTNER SHOULD HAVE:

A new business hunter and a proactive go getter with a winner mentality

Deep understanding of sales process and embedded sales methodology

A start-up mode mentality

Ability to plan, pitch, and execute a start-to-finish sales and customer transformation strategy aligned to Data and Analytics

Proven ability to navigate difficult conversations and drive effective solutions to business problems with knowledge of pricing tactics and strategies

Proven experience in closing business for business applications/technology sales as an Account Executive or Sales…