Company Overview: Concentrix is a global leader in customer experience solutions and technology, improving business performance for some of the world's best brands, including over 95 Global Fortune 500 clients and over 2000 clients worldwide. Our vision is to be the greatest customer engagement services company in the world, rich in diversity and talent - powered by creativity and technology.
Job Profile - Senior Director, Sector-Led New Logo Sales
Overview:
* The Sector-led, New Logo sales role is a high profile individual in their chosen sector and market, who leads large-scale deals, with our prospective new logo clients
* They are a complex deal creator and shaper who aligns closely to the prospect client’s sector context and specific company challenges and opportunities.
* They seek to solve business problems, leveraging the full breadth of the Concentrix tech-powered and human-centered portfolio of services.
* They design and lead a sector-based go to market strategy and defined target client list.Working closely with our BD and Marketing teams, they attract new opportunities to the business. Once realized, they manage these opportunities from sales qualification, to pursuit, to close. In doing so they will utilise their sector knowledge, enterprise solution selling, practice area expertise and the development of productive relationships with c-level buyers and decision-makers at the prospect clients.
* This is a strategic, individual contributor role who can mobilise and lead dynamic bid teams and bring to bear the best of our experience and expertise, within a culturally positive team environment, that encourages us to get the best from our people and to assemble highly competitive solutions and bids.
Revenue Responsibility
The Senior Director has an annual ACV signings target of c.$10m-$14m – depending on sector maturity.
Key Responsibilities:
- Acts as a creator and driver who can originate, shape, and commercially enable complex sales opportunities and maintain both an active priority target list and deal funnel as a result.
- Proactively generates and builds new client relationships from qualification to close.
- Demonstrates a strong understanding of CX Operations and the tech-led solutions that innovate CX at B2B and B2C organizations.
- Acts as a proven storyteller who can build and maintain c-level relationships across multiple disciplines, lines of business, and strategic needs, with a targeted enterprise prospect, including but not limited to, IT, CX, Operations, HR, Finance and Procurement.
- Provides effective and clear leadership to virtual pursuit teams featuring SMEs from multiple practices and disciplines of the company. Acts as an advisor and coach internally to develop win strategy through to close plan.
- Articulates a compelling and differentiated value proposition to the prospect, that aligns to their business outcomes and industry context.
- Sustains urgency through creating compelling events through active listening, storytelling, and personal experiences.
- Supports and leads business negotiation for complex transactions and opportunities.
- Works closely with sector leaders, portfolio leaders and practice leaders to leverage relevant subject matter experts in support of the pursuit.
- Engages the global leadership as appropriate and shepherds the deal through the solutioning and approval process.
- Provides discipline and rigor to the sales process as an expert on sales best practices.
- Successfully leads and aligns a complex network of stakeholders, including interaction with senior management levels at a client and/or within Concentrix, involving negotiating or influencing significant matters.
Qualifications:
- Bachelor’s degree in business administration, Marketing, or a related field with 10+ years of experience as a sales hunter (B2B sales) and individual contributor.
- At least 6 years’ experience in the CX tech and/or outsourcing marketplace where they have experience of closing complex B2B deals.
- Experience interacting with and selling to senior leaders across multiple functions and lines of business, including but not limited to, CX, Operations, Technology, Finance, Sourcing, etc.
- Strong communication and interpersonal skills with the ability to build new client relationships of trust and become a trusted advisor.
- Excellent problem-solving and conflict-resolution abilities.
- Ability to analyze data and use insights to lead solution build processes and win strategy creation.
- Proficiency in using CRM systems (e.g., Salesforce) and other relevant tools.
- Self-starter and strong time management skills.
- Ability to work collaboratively within a strong-culture, collaborative team environment.
Salary:
90K-135K Base + commissions