Client Partner - West Coast
Shibumi
Shibumi goes to market through both direct sales and partnerships with management consulting firms, with a primary focused on global enterprises. Most Shibumi sales are highly consultative, with a requirement to understand complex business requirements and craft a solution that meets those needs.
The Client Partner will drive the end-to-end expansion of Shibumi’s business within defined accounts and regions: working directly with customer business and IT buyers, as well as supporting partner management consulting firms in their own sales cycle. Within established accounts, the Client Partner will drive growth by both ensuring the success of existing use cases and identifying new use cases that align with customer strategic priorities. The Client Partner will also develop new accounts through industry and use case-centered prospecting.
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 North American sales team reporting to the VP of Sales of the Americas. The territory includes West Coast accounts. 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)