Client Director, New Business

Full Time
Austin, United States
Posted 3 months ago

As through-channel marketing continues to change the game across the globe, OneAffiniti is experiencing tremendous growth. More brands and channel partners are using our platform and services to gain deeper insight into their customers and grow sales revenue. This position is initially focused on our TCM proposition and will locate, build and manage new relationships within the Tier 1 tech arena. The role requires an experienced self starter who is motivated to win and deliver outstanding customer satisfaction. In time the role may also promote group Channel services as the business continues to grow.

 

Job Summary

  • Using Channel and Tech networks across NA, locate, position, pitch and close program opportunities
  • Increase our TCM proposition awareness both maintaining and growing our relationship with the world’s largest IT brands
  • Ensure our ‘product’ is positioned and closed with the option of managing the account to renewals
  • Be a consultant who can architect and position 1A solutions above competitive channel tools
  • Ensure NA is positioned Globally to leverage any new business opportunities with internal teams (New business and international CD’s)
  • Focus on Tier 1 tech and Tier 2 accounts with significant partner networks and NA / Global expansion opportunities
  • Understand and position the TCM program to Distributor opportunities
  • Support regional Marketing and PR opportunities and locate / support strategic account ABM plans

 

Duties and Responsibilities

  • Establish, develop and maintain strategic relationships with key stakeholders within clients and prospects – up to the executive level
  • Own the overall client relationship and satisfaction for allocated accounts and new wins Develop and leverage an existing strong network of IT Channel connections across NA ideally closely aligned to Tier 1 IT brands
  • Engage and present the proposition to Tier 1 (agreed Tier 2 tech logos)
  • Presentation skills, strong insights & inquiries, and consultative approach to selling
  • Manage day to day account activities to build pipeline and achieve and maintain a sales quota
  • Works to achieve annual and quarterly objectives, with success measured against key performance indicators and annual quota
  • Direct the sales process and manage short-and long-term (renewal) revenue
  • Ability to motivate internal teams to deliver to client expectations
  • Drive the development and growth of assigned clients
  • Work with the internal team, as well as clients, to develop innovative solutions that support our clients’ business
  • Ensure your portfolio of clients have a healthy P&L
  • Based on analyzed campaign results, draw conclusions and proactively make recommendations to optimize client’s programs
  • Ensure programs support OneAffiniti being recognized as experts in data and insights-driven channel partner marketing

The above list is not exhaustive and the role may change to meet the overall objectives of the group company.

 

Skills and Competencies

  • Show strong understanding of the Channel landscape in NA having worked client side or serviced and delivered channel programs to client teams
  • Time & Productivity Management: Applying personal organizational strategies and processes to prioritize and efficiently manage a high volume of work activities
  • High Impact Communication: Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions
  • Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationship
  • At least 10 years of relevant work experience with a deep understanding of the sales cycle and closing techniques
  • Experience of understanding alliance funding and the buying / planning fiscal cycles of tech clients
  • Experience of building actionable long and short term account plans based on a deep understanding of the impacts of business, channel and technology trends
  • Tech sector/channel partner experience, with proven results in creating innovative marketing solutions for tech companies
  • Experience in leading and motivating teams
  • Results-orientated self-starter, with the ability to work independently in a start-up like environment
  • Negotiation: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one’s proposal.
  • Competent working knowledge of Google, Microsoft and Salesforce applications

 

About OneAffiniti

Servicing more than 4,000 channel partners globally, OneAffiniti offers a service-enabled technology platform to create customised, scalable through-channel marketing programs, managed and operated by OneAffiniti, amplifying growth for brands such as Lenovo, HP, HPE, Dell, Cisco and Microsoft – and their channel partners reaching more than 4 million decision makers each month. Founded in 2008 in Sydney, Australia with offices in Austin, TX, Bracknell, England and Manila.

 

Job Features

Job CategoryClient Sales, New Business
BenefitsHealth, Dental, 401k matching, Fitness Reimbursement

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