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Job Summary
The Client Executive will sell broad technical services, solutions, and products to our customers within the local market. Day-to-day responsibilities will include building meaningful relationships within a territory, leading customer sales meetings and presentations, and bringing customer requests to the WWT technical teams for scoping. The Client Manager will team with local Engineers and Architects, as well as experts to truly provide expertise and value. The ability to listen, learn, and understand broad technical solutions is required as you look to provide value to our customers on cutting-edge technologies.
This job description describes the general nature and level of work required by the position. It is not intended to be an all-inclusive list of qualifications, skills, duties, responsibilities, or working conditions of the job. The job description is subject to change with or without notice, and Management reserves the right to add, modify, or remove any qualification or duty. Nothing in this job description changes the existing at-will employment relationship between the Company and the employee occupying the position.
Job Responsibilities
- Establishing/maintaining Customer executive relationships to support WWT Sales efforts in the dedicated vertical agencies.
- Providing domain expertise to the Sales team to support tactical and strategic sales efforts.
- Supporting WWT’s efforts to capture necessary contract vehicles and standard-based programs leveraging key OEM and Partner relationships and supporting strategy discussions.
- Positioning WWT, our executives, and other key resources in front of emerging programs and initiatives and key influence points.
- Leveraging WWT resources and partnerships to develop and present business cases for critical opportunities to support customer decision and planning processes.
- Identifying appropriate partners based on partner’s strengths, abilities to compete, and alignment with the opportunity and defining teaming agreements based on findings.
- Penetrating the opportunity using available resources such as customer and partner network, WWT Executives.
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Education
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Education Level
Education Details
| Req | Pref | And/Or |
|---|---|---|
| Bachelor's Degree | X | |
| A combination of education, training, and experience may be considered in lieu of a degree. |
Experience
Work Experience
| Req | Pref |
|---|---|
| A minimum of 5 years' progressive experience in a related field | X |
Licenses and Certifications
Licenses/Certifications
| Req | Pref |
|---|---|
Knowledge, Skills, And Abilities
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Candidate must be an aggressive self-starter with the ability to build executive relationships and close deals.
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Critical skills necessary as account planning with an extended team, calling at all levels with customer's organization, and managing partner relationships.
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Relationship Management (requirement: leading) - Cultivates relationships with broad groups inside the organization (e.g., leadership team, business partners) and externally with key constituents, partners, and allies (e.g., government, industry groups); provides recommendations for managing challenging relationships.
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Account Development (requirement: applying) - Identifies key buyers, decision makers, influencers/stakeholders across a customer organization and develops/nurtures strategic account relationships. Creates opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to grow customer accounts and expand business opportunities and relationships. Gathers information about customer business challenges/drivers and leverages internal relationships to identify and align resources to meet customer needs.
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Account Planning (requirement: applying) - Completes and manages complex and different accounts in terms of geography and types of industries by demonstrating a deep understanding of customer needs and industry trends; prioritizes time based on the accounts’ value and delegates simplest work to junior associates.
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Negotiation and Influence (requirement: applying) - Moves others toward a position, with or without authority, by communicating expertise and a compelling rationale. Engages in discussion and arranges agreements that create maximum value and sustainability for all parties. Establishes the value of preferred alternatives by relating them to the party's needs and exposing problems with undesirable alternatives; envisions and verbalizes potential solutions to areas of disagreement.
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Market and Product Communication (requirement: applying) - Demonstrates a deep understanding of product components, design, features, and benefits when designing and tailoring the message to meet customer needs.
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Value Analysis (requirement: leading) - Displays deep expertise when articulating the value of the company’s products/offerings and how they will increase value and positively impact the customer performance of products, services.
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Building a Business Case (requirement: applying) - Identifies the presenting business issue impacting multiple teams and develops the rationale for initiating a project or change. Develops potential business solutions and tactics and conducts broad analysis (e.g., pros/cons, cost/benefit, risks, resources, timing) to determine the viability of various alternatives. Drafts the business case for change and presents recommended solution based on analysis to own leaders.
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