Client Director

Role & responsibilities

Client Director

individual contributor role

end-to-end sales cycle

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 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

Preferred candidate profile

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), Global Capability Centres (GCC) would be preferred.

- We believe that to be successful in this role, the incumbent should possess the following skills and behavioural 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
• The candidate must be a fast learner