Everest Group
Website:
everestgrp.com
Job details:
About Everest Group
Everest Group is a research firm helping business leaders confidently navigate today’s market challenges, driving maximized operational and financial performance and transformative experiences. Our deep expertise and tenacious research focused on technology, business processes, and engineering through the lenses of talent, sustainability, and sourcing delivers precise and action-oriented guidance. For more information, visit www.everestgrp.com.
Job Overview
The Client Director is responsible for developing and executing a strategic account management plan to expand our client base and strengthen relationships with existing key accounts.
This is an individual contributor role encompassing client acquisition, retention, sales execution, account management, business development, and revenue growth.
Client Directors are accountable for the end-to-end sales cycle—conducting discovery discussions to understand stakeholders’ business priorities and challenges, and collaborating with our industry expert analysts to deliver tailored research and advisory solutions that meet client needs and drive long-term partnerships.
Key Responsibilities
Revenue Attainment:
- The client director will be responsible for attaining revenue and activity goals as set by the organization by:
- Independently owning end-to-end sales cycle for standard Everest Group subscription offerings
- Generate leads by identifying custom client needs, working collaboratively with practice leaders to develop custom research/advisory solutions, and taking them to closure
Account management and development:
- The client director will play a key role within the account development program by:
- Proactively leading the acquisition of new target accounts, along with the retention and growth of existing accounts.
- Consistent activity required to develop new contacts and relationships
- Developing and executing key account plans.
- Developing and deepening senior executive relationships within the portfolio of accounts
- Functioning as the first point of contact for a portfolio of target accounts, and orchestrating internal and external resources throughout the customer lifecycle
- Collaborate with Marketing and other functional groups on an organization-wide account management plan and oversee its execution
- Weekly reporting on activity and progress
Sales Management:
- The client director will display robust sales management skills on a day-to-day basis by:
- Ensuring disciplined documentation at all stages of the sales cycle
- Working in collaboration with associated stakeholders such as India business leader, service line leaders, and finance for timely and accurate planning, documentation, invoicing, etc.
- Engage effectively with firm leadership in strategic planning sessions
Experience, Education, and Skillset
We are seeking a high-calibre individual to maintain our exceptional standards. This person should have:
- 10 to 15 years of overall experience in the professional services/research, and advisory industry
- Proven track record of proactive opportunity generation for custom advisory solutions, over and above standard product subscription sales
- Proven track record of successfully expanding relationships within strategic accounts
- Experience in the global services industry (ITeS), research and advisory, and consulting firms is desirable
- Prior selling experience to GSIs or Shared Services/Captives/Global Inhouse Centres (GICs) or Global Capability Centres (GCC) would be preferred.
We believe that to be successful in this role, the incumbent should possess the following skills and behavioral traits:
- Demonstrate ability to think strategically, prioritize successfully, and develop long-term trusted relationships
- Be able to engage senior executives with appropriate gravitas and industry context
- Should be highly relationship-oriented, yet have strong negotiation skills and be assertive when required
- Be able to operate successfully in a fast-growing, highly fluid environment in a highly disciplined and collaborative manner
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