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Client Director
3 months ago
Roq is an independent, outcomes-focused Quality Engineering consultancy. We provide a truly independent view on all things quality to the world's largest organisations on their most important technology initiatives. We help them to realise the benefits of high-functioning, high-quality technology solutions, delivered at a pace that aligns with their business imperatives. This is something we've been proudly doing since 2009.
Everything we do is built on our amazing culture and living and breathing our core values of Straight Talking, Passionate, Excellence and Commitment. Our happy and dedicated team are motivated by making a real difference in the lives of our clients, colleagues, and community.
About the RoleThe Client Director is fully responsible for establishing and winning new client relationships for Roq. You will be an experienced, well-organised sales professional with a hunger for personal and company success and the rewards that come with it. You will have excellent communication skills - both written and oral – allowing you to act effectively as a strong advocate for Roq and the services we provide to our clients.
CIOs and Senior IT professionals will see you as a trusted advisor – someone who can have a positive strategic impact, demonstrating skill in building value-added relationships. To do this, you'll have a good understanding in all aspects of IT delivery – particularly the SDLC – and be able to understand a clients' challenges to co-create solutions for greater focus/investment on Quality Engineering to drive positive business outcomes for Roq and its clients.
You will be well respected amongst your peers at Roq and in the testing community – regularly attending relevant industry events and meetups to boost Roq's profile in the market.
In terms of business development responsibilities, you'll drive your own pipeline growth, work on inbound leads, lead multi-phase sales processes involving bid writing and pitching – supporting internal ‘win-teams' and corralling resources to best effect. You will earn tiered, uncapped commission on contributing margin generated on the new business you win and net new clients (all of which is detailed in the ‘Roq Commission Plan').
Day-to-day responsibilities- Map out and execute a new business territory plan – identifying key target clients within assigned industries.
- Pro-active in building relationships across prospective clients – using Account based marketing techniques and approaches.
- Become an SME on prospective clients and their technology strategies, leveraging news, industry publications (and websites), social media and specialist events – to highlight opportunities for Roq to position and/or expand its services.
- Synthesising and prioritising this information to determine and appropriate mix of activities to drive engagement.
- Develop and deliver against Sales Opportunity Plans – utilising the Roq templates and methods.
- Tracking and recording all activities – contacts, engagement & deals - in Roq's Hubspot CRM system for planning and reporting purposes.
- Creating sustainable business and profitable growth for Roq – selling on client value over price to maintain good margins.
- Responsible for ensuring client contractual obligations are met and quarterly client satisfaction information is collected to feed into key internal processes.
- Responsible for financial forecasting and aligning resource requirements over a 3 to 6-month time horizon, working with the delivery function to align/find the right resources.
- Any other duties deemed necessary by the company.
- 5-10 years' experience of sales and successful selling Quality Engineering and/or testing services, to large enterprise clients, to generate £1m+ per annum in revenue in clients won.
- Must have current experience selling into the Banking / Payments / Financial Services sectors.
- A background in delivery would be a strong advantage but not a necessity.
- Excellent relationship building skills, with experience of building and managing a sustainable pipeline of new client opportunities.
- Strong commercial acumen to build value-driven business propositions to prospective clients.
- Experience of working closely with a marketing function to help generate leads and opportunities.
- Strong organisation abilities and the ability to manage multiple workstreams.
- Confident presenter with excellent written and oral communication skills.
- Experience of establishing rapport with prospects and building relationships.
- Strong administrative skills with working knowledge of Microsoft Office products and CRM systems.
