Principal, AdTech.

The Opportunity

 

Working directly for the CEO as acting Global Head of AdTech, you are an energetic, empathetic, and sales & execution-oriented Principal who will lead ​our business development & sales growth ​in​ ​the UK, with a clear focus on revenue generation and associated profitability (with other assignments as may be required and agreed). This is a strategically important role in one of our ​most​ ​important markets and the successful applicant will be a critical contributor to our AdTech revenue and profitability growth. As our new Principal, AdTech, you will focus on acquiring new logos for Star, building the UK client base across the AdTech Vertical and expanding existing AdTech client revenues further. 

You will feel passionate about introducing the Star Way - a unique and organic blend of strategy, design, and engineering - to companies that embark on transformational business journeys or complex roadmap implementations, blending a mix of business development and sales orientation, client problem-solving skills and pragmatic, hard-headed sales execution, delivering on clear revenue goals.

You know how to open initial doors that may seem closed and how to build connections with all manner of decision-makers from C-level/executive level downwards, as well as with corporate intrapreneurs. You are well-versed in AdTech market trends and dynamics and have worked with major AdTech clients over a number of years. You are a true challenger of conventions who knows customers’ value drivers and can confidently take control of the customer conversation while offering a unique perspective and recommending solutions to client problems, leading to increased Star revenues. 

As a Principal at Star, you will define, create, sell and run (as well as own) initiatives that will expand AdTech revenues, increase margins and add to Star’s market share through our ability to attract, retain, and grow our customers via impactful, high-value-adding offerings. 

Responsibilities 

Report to the Global Head of AdTech on all business development, sales and project-related activities, based upon clear business development and sales targets; Be a Star leader in client relationship development, client management/business development & sales and become recognised as such by clients in the region for AdTech; Lead AdTech sales growth for Star in UK, with a focus on new logo acquisition and growing revenue with existing clients; Manage the entire sales cycle from research, identification, qualification to closing deals, overseeing successful delivery, and client satisfaction; Take strategic responsibility for identifying and defining a sales plan; Identify opportunities, both with existing and with prospective new clients Execute the sales plan and close projects with well-funded startups and large enterprises; Work closely with our strategy team, our European-based design team, our wider engineering teams and our regulatory consulting team to generate a pipeline of high-potential projects in strategy and business operations, design (including consumer, industrial, and digital design) engineering, and sell these/close the deals; Spend a significant amount of time in the field developing and leveraging relationships through personal meetings, presentations, and networking; ​Work​ ​with clients​ ​and​ ​a local Star ​team​ ​to​ ​determine​ project ​requirements​ ​and​ ​specifications; Build​ a unique​ ​​value​ ​proposition​ for each client, ​​shape​ ​and​ ​close​ ​new​ ​projects​ ​with​ ​customers;  Own​ ​the​ ​commercial​ ​funnel,​ ​ensuring​ ​that ​there​ ​are high​-potential ​clients​ ​at​ ​each​ ​stage​​ ​and​​ ​a continuous​ ​and​ ​growing​ ​flow​ ​of​ ​new​ ​relationships,​ ​new​ ​deals​, ​and​ ​repeat​ ​customers; Drive operational efficiency and effectiveness by optimizing organizational processes, implementing best practices, and streamlining cross-functional collaboration; Influence junior team members and act as a mentor in their development, as well as taking ownership of projects with internal functional departments; Foster a culture of empowerment, providing opportunities for growth and professional development; Develop a high level of confidence, trust and credibility with clients based on the quality of work delivered by the team and Provide concise, mature and constructive feedback.

Qualifications: 

Must have:

Have a background in management consulting (strategy and operations), and/or technology consulting, and/or IT consulting, with a clear client sales and delivery focus; ; Have significant experience in strategy, design, technology, and IT consulting services and in working in the digital world. This should be either:in a top management consulting firm;in technology and solution; and/orin a service provider to the AdTech sectors. Provide thought leadership and specific knowledge of key topics, including emerging technology trends and cutting-edge developments within the AdTech Industry Demonstrate a proven ability to understand the challenges facing a typical enterprise client in the AdTech sector, as well as other actors in the sector; Have an ability to meet consistently and over-achieve sales targets; Demonstrate the​ ability​​ to​ ​manage​ ​all​ ​phases​ ​of​ ​the​ ​customer​ ​engagement​ ​and​ ​sales process, including but not limited to customer acquisition, sales, customer management, account management, and client development (both “hunting and farming”); Possess a strategic mindset and experience using consultative​ ​approaches​ ​to​ ​bring​ ​new​ ​clients​ ​on​​ board​ ​through​ ​a​ ​disarming and empathetic​ ​attitude; Demonstrate exposure to the technology startup and corporate innovation ecosystems and experience engaging with C-level leaders;  Have experience with software platforms and technologies (the Web, mobile, cloud, embedded) and an early adopter mindset with a passion for the latest technology trends, apps, gadgets, and companies in Europe and globally; Demonstrate the ability to balance a self-starter mentality with the need to adhere to agreed processes;  Have the ability to lead and influence people by example, even those you are not reporting directly to, and you should:mentor on both a formal basis (with assigned mentees) and on an informal basis;encourage collaborative feedback interactions with all team members;have advanced proficiency in the English language (being a native speaker or possessing near-native fluency).

Should have:

A high-growth company mentality and willingness to challenge convention; A clear focus on clients and solving their problems and succeed in bringing short, medium and longer-term revenues to Star; Leadership skills; A clear understanding of design thinking & software development and engineering processes; A demonstrated ability to deal with differing customer groups across AdTech enterprise clients, start-ups and others within the region; and, A willingness to ‘go the extra mile’ and seek to build longer-lasting client relationships

What will you get

We offer a rewarding compensation and benefits package, an intellectually and creatively stimulating environment, professional flexibility and unique international travel opportunities. 

Star is an Equal Opportunity Employer. We believe that equity, diversity and inclusion are key to our ability to provide our clients and crew members with unique business and career outcomes. Your race, color, ancestry, religion, gender, identity, sexual orientation, age, marital status, disability have no effect on our hiring decisions. If you have a special need that requires accommodation, please let us know.

---