Company
SDI Presence LLC is an IT consultancy and managed services provider (MSP) that leverages its strong team presence to advance our clients to a secure digital enterprise. With a 25-year corporate resume, SDI delivers strategic managed services, IT consulting, and hybrid multi-cloud infrastructure solutions to optimize our clients’ technology environments. SDI is NMSDC-certified, with a portfolio of clients that includes some of the nation’s largest airports, utilities, commercial real estate portfolios, and government agencies. SDI is backed by Abry Partners, a Boston-based sector-focused private equity firm with $5B under management and more than 30 years of experience in the technology market. Visit us at SDIPRESENCE.COM and connect with us on TWITTER and LINKEDIN .
Summary
The Client Account Lead is an experienced and results-driven deal maker; an individual contributor who has a successful track record of leading pursuits to develop and capture multimillion-dollar, complex, multi-year transactions. This position is responsible for business development, capture plans, qualifying, negotiating, and closing contracts within the Commercial Financial space (focused on Greater Midwest areas). The major focus of the role is on securing new logo clients, focused on IT managed services, digital transformation, consulting, cloud services, and systems integration. A successful candidate will have financial industry experience. This position will have demonstrable success using consultative selling skills to clearly understand financial client business requirements, developing solutions to meet those objectives, and leading pursuit teams to deliver high-quality proposals and customer presentations.
Responsibilities
- Advise financial senior executive clients on industry trends and strategic priorities through trusted relationships.
- Partner with clients to create business value and provide oversight of complex program delivery, including building and managing proposal teams, project execution, and business operations.
- Shape and influence solutions for our clients in connection with their strategic priorities and SDI offerings.
- Drive profitable growth by developing a robust, long-term pipeline of opportunities to ensure the sustainability of SDI’s business.
- Develop project management plans and estimates and report on deliverables through implementation and deployment including service delivery, account planning, and project team outcomes.
- Build relationships with new clients and support the maturing of existing clients.
- Take over Client Account Leadership roles from the local point of view, focusing on the market and fostering relationships with these clients.
- Drive opportunities and revenue by using SDI’s market leading capabilities.
- Expand SDI’s Xchange program into new opportunities that go beyond staffing apprentices.
Requirements
- Demonstrated success of selling multiple, multi-year deals in the $500K to $100M range.
- Established book of business in IT/cloud managed services, technology implementations, and advisory/consulting services for financial institutions, with a preference for experienced sellers with an existing network that can be leveraged to gain access to industry contacts, leads, and new opportunities.
- Expert in driving sales engagements from lead generation through contract signing and service initiation; ability to close opportunities for the company that becomes a platform for sustainable and profitable customer-business relationships.
- Minimum of 10+ years of sales experience in business development or large deal capture role driving complex sales pursuits to C-level customers within the financial market to successful closure OR 10+ years working at a financial institution.
- Demonstrated achievement of quarterly and year-over-year quota and/or performance goal attainment.
- Experience in defining and delivering ROI/ Business Cases for large-scale initiatives.
- Proven ability to develop and maintain effective internal and external business relationships.
- Sales experience for Professional Services – Project Scoping, pricing, bid management, risk assessment, customer discovery, requirements gathering, and complex sales proposal development.
- Must possess sales acumen and persuasion skills for internal/external communication and presentations with superior negotiation, written, and verbal communication skills.
- Ability to collaborate with the marketing dept to develop a comprehensive sales process that consistently positions the firm and engages with future customers.
- Results-oriented self-starter approach with the ability to work independently – including writing proposals and presentation decks - as well as the ability to work collaboratively with other sales, solutions, and delivery teams.
- Bachelor’s degree.
Additional Requirements Desired
- 10+ years of IT consulting sales experience within a mid/large IT Managed Services, Cloud, or Consulting firm.
- Demonstrated public-facing presentation and writing skills, for participation in webinars and contributing content to the company blog.
- Ability to support organizational development activities including recruiting and community building.
- Professional services delivery experience.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Equal Opportunity Employer Statement
SDI Presence is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.
This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. SDI Presence makes hiring decisions based solely on qualifications, merit, and business needs at the time.