APAC Client Partner
Shibumi
Posted on Aug 7, 2024
This role is part of a broader client-facing team that includes sales, solution consultants and customer success. Shibumi’s client-facing team is collaborative, with a passionate focus on helping our customers achieve their objectives. Client-facing team members are supported by the right tools, training, and internal resources to support success. This position is on the APAC sales team. Travel will be 30-50% depending on customer requirements.
Success Measures
- Existing account expansion
- Pipeline growth and new logo accounts
- Customer churn and renewal rates
- Customer and partner satisfaction
Responsibilities
- Align closely to management consulting partners for successful engagement with their clients
- Co-define new value propositions and solutions with strategic partners
- Build deep, expertise-based relationships with multiple business and IT contacts within each account
- Collect internal and external information to better understand customer pain points and priorities
- Articulate a customer value and thought leadership-centered message
- Build account plans and manage all customer-facing contacts, activities and end-to-end account development
- Drive the sales process, managing to the client’s procurement process, including negotiating price and contract terms
- Develop sales strategies for specific engagements and account plans
- Conduct opportunity, account, and forecasting review sessions with Shibumi management
- Develop and manage a comprehensive territory plan
- Establish additional business relationships
Capabilities
- Strong active listening, consultative sales approach and style
- Excellent verbal and written communication skills
- Fluent in social selling skills, with the ability to use LinkedIn and other traditional methods of prospecting, account research and outreach
- Comfort working with technical teams and cross-functional partners to ensure customer success
- Ability to execute enterprise technology sales cycle in large enterprises: including successfully conducting client presentations and high-level demonstrations, manage complex sales cycles, run meetings with multiple stakeholders and attendees, and create urgency by architecting “compelling events” to close deals
- Feeling of urgency and ownership on meeting customer needs
- Highest level of integrity
Required Qualifications
- Bachelors’ degree or equivalent experience
- 8+ years of professional experience, including 5+ years proven success selling technology to Fortune 1000 enterprises (track record of meeting quota)
- Track record of success growing revenue streams through opportunity identification and account management
- Working knowledge of Microsoft Office, CRM and web-based technologies
- Language skills (English)