Chief for Client Partnerships

1 week ago

Leeds, Leeds, United Kingdom AND Digital Full time

AND's mission is to close the digital skills gap by making a remarkable impact, globally. We do that by helping clients accelerate the delivery of their digital products and transformation, as well as building enduring capability and capacity within their organizations.

We believe that it is our Club Model built around our distinctive People-Centric proposition that sets us apart and is the key to driving our growth.

We started our business in London in 2014 and will close this year with 23 market facing clubs, a headcount approaching 1,500, and revenues of £180m. We opened our first club outside the UK, in Amsterdam (NL) in 2021 and plan to open our first club in the US by the end of 2024.

The Role

As a Chief of Client Partnerships , you will have overall accountability for winning all new clients for all Business Units (BUs) within your Hub. You will be the leader of a small team facilitating how they work as a team, as individuals, and with the wider BUs in the Hub and at UK Country level.

You will be responsible for the following aspects of the role:

Delivery of new clients:

  • Maintain a clear point of view on local market trends/themes, client opportunities and competitive landscape.
  • Build and maintain strong relationships with key stakeholders and decision makers, to identify potential collaborations, shape and influence business opportunities and sales channels.
  • Ensure that these are the right clients that we can be true partners over a sustained period that provides the right work and environment for our ANDis and share AND's values.
  • Act as the face of AND for net new and on-sell / upsell opportunities in your hub, being active in the market, elevating AND's Client Value Proposition and country go to market proposition.
  • Ensure that we have won a required number of new clients to sustain and grow the Hub over the FY with a consistent flow and flexibility needed to support short terms peaks and troughs
  • You will be directly involved in leading, negotiating and successfully closing a number of of our larger and more complex client opportunities.

Management of the Pipeline of new clients:

  • Co-create the Hub's annual pipeline, collaborating with Business Unit executives, and maintain accurate quarterly profile.
  • Hands-on ownership and support of opportunities within the pipeline taking these to close
  • Maintain accurate Business Unit pipeline status with timely escalation of risk to Business Unit and Hub Execs.
  • Provide feedback and support the continuous development of how we do BD across Client Partnerships and AND.
  • Collaborate across country and Group functions bring the very best of AND (technical, people, social impact etc), to all client responses
  • Drives consistency in client sales experience across AND's go to market proposition, nomenclature, approach to partnering and best practice.

Team leadership:

  • Build a team culture in line with broader AND culture and People Promise.
  • Ensuring everyone has effective skills development paths and are learning in line with their own needs and needs of the team.
  • Accountable for hiring and onboarding of new people into the team.
  • Performance management of individuals as needed.
  • Budgeting for the team, tracking and monitoring spend.

Managing interdependencies:

  • Working with the team to identify actions or additional support to meet the delivery and improve ways of working.
  • Running regular service reviews, reporting and building good relationships with all BUs in the Hub.
  • Working with BUs to balance the pipeline with broad availability of ANDis and skills that BUs are developing.
  • Collaborate across Business Unit and Hub to develop client propositions which are in line with the Hub growth strategy, skills and capabilities.

About You:

It is essential that you bring the following:

  • You have a depth of BD experience and skills incorporating the full lifecycle of new client Business Development in technology/professional services.
  • You operate confidently at a Board level,inspire trust and influence buyers and key client stakeholders
  • You have a strong local/regional client network you can leverage.
  • You have experience in leading/managing people (team 5+).
  • You are results and metrics focused.

It's helpful if you also have:

  • Understanding of digital and software development services industry.
  • Flexibility and responsiveness to people, needs and opportunities.
  • A self organized, planned and collaborative approach.

Joining AND

From the work we deliver, to the way we serve and support our people, we work hard to ensure that there's nowhere quite like AND. But joining a company is a two-way street: the fit has to work on both sides. So before you apply, here's three key things to understand about us:

  • We're built for people - like, real humans. Not 'resources' or 'staff'. That means happiness and wellbeing really do matter to us, and we hate unnecessary hierarchy and bureaucracy.
  • There's no well-trodden path ahead: AND is growing fast and forging a new trail. That's exciting, and gives us all the autonomy and opportunity we love - but bear in mind it also demands focus, patience and resilience.
  • Diversity is a priority. After all, to build great products that a wide variety of different people love to use, we need a wide variety of people to help us build them. So diversity is more than a policy or a word: it's business critical for us.

Equal Opportunities Statement

At AND Digital we embrace diversity and are committed to equal opportunities. We are actively recruiting for a diverse and inclusive workforce so want to ensure we do everything we can to support your application.

We want you to feel safe and empowered to let us know if you require any adjustments to be made to your application or interview process so please speak to our recruitment team.

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