Client Director Microsoft Products & Services

Tech Talent International (TTI) supplies talent to a variety of clients ranging from Fortune 100/500/1000 companies to mid-sized and start-up organizations in Canada/US and Europe . We are currently hiring for a Client Director - Microsoft Products & Services for our global IT Transformation client in the Toronto area.

Role: Client Director - Microsoft Products & Services

Type: Fulltime Perm

Salary Range: $140000 - $150000 as base salary depending on overall experience commission (OTEs of about 300k) 3 weeks vacation benefits unlimited sick days RRSP and much more

Location: Remote - Toronto ON Canada

Client Director - Microsoft Products & Services Job Description

What Youll Do:

• Our client is seeking a Client Director who has a heavy focus on Microsoft tech to join their team of dedicated customer-centric professionals. The role will own a dynamic portfolio of accounts and strategically engage with clients on topics ranging from account management renewals strategic solution guidance technology roadmap planning and future state cloud and digital strategies.
• The role will be ultimately accountable to help clients maximize business value and usage of products and solutions while ensuring a high quality client experience.
• The ideal candidate is motivated by helping clients with technology planning and problem-solving and making a direct impact on client business operations as well as on evolving internal methods and procedures.
• The role requires strong client facing capabilities (10 years) and a mix of relationship management business development transformational planning and an understanding of cloud/digital capabilities. The candidate will bring a mindset of endto-end account ownership with the ability to influence internal partners to advocate for client needs and enhance services and solutions to meet client outcomes.
• Experience with one or more of the following is a plus: cloud infrastructure application data and digital / IT transformation consulting
• Reporting to the VP of Sales Existing Business the role will work regularly with Operational and Delivery teams Project Management Marketing and Solution / Practice Leadership well as the Executive Leadership Team on account planning for top accounts.
• Client Director role levels will vary dependent on portfolio size and expansion targets

Duties and Responsibilities:

Account Expansion

• Develop manage and generate expansion revenue through strategic cross-sell upsell and multi-product sales for existing installed base accounts
• Plan and map out expansion plans per account using whitespace analysis
• Work with solution and practice leadership to problem-solve internal gaps with strategic solutions
• Bring a sales engineering mindset to coordinate internal technical and solution development teams
• Own client sales proposals and presentations as well as negotiate and contract
• Manage CRM opportunities from development qualify propose to close phase
• Contribute to account-based marketing initiatives to support expansion

Deal Leadership

• Manage complex large often bespoke and multi-product bids including proposal decks presentations RFPs and SOWs with support from pre-sales. This may include complex renewals.
• Lead engagement of key partnerships to support deals (Microsoft AWS Oracle) with support from Partnership and Vendor Management functions
• Prepare executives for key meetings including developing materials and account strategies
• Apply understanding of financials to engineer pricing models to support deals
• Has a broad understanding of competitive positioning and competitor strategies to support deal development and negotiation

Strategic Account Management

• Own a portfolio of complex enterprise and high-touch accounts (typically between $1M-$4M in annual revenue per account)
• Build deep and wide relationships and develop engagement strategy for top strategic accounts
• Understand clients short- and long-term business goals and develop account plans that include an understanding of their business outcomes and our roadmap to achieve them with solutions
• Provide trusted advice to clients on services they should retain expand or change to maximize business value
• Manage regular cadence of business reviews to review achievement of outcomes account health key client milestones proactively discuss risks and future opportunities
• Ensure regular meetings with clients and engagement activities (including social events) to foster relationships and understand client needs
• Manage and lead the activities for customer renewals including renewal offer development (bundles discounts add-ons) renewal margin analysis with Finance and negotiation & contracting
• Proactively manage all areas of account health and risks (operational financial relationship project). Provide direction and oversight to internal teams to address risks
• Ensure that customer deliverables are documented clearly and have executed contracts that provide the scope of services adjusting through addendums and change orders as required

Advisory and Relationship Management

• Proactively seek out ways to create more value for clients through increased engagement efficiencies and relationship building
• Lead discovery sessions with client executives facilitate workshops that address technology solutions to meet critical business needs; gather additional strategic client insights through curated interactions
• Comfortable with developing custom plans and high level roadmaps for clients to deploy our services and achieve their outcomes
• Coordinate both formal and ad-hoc feedback mechanisms to obtain input from clients at key milestones in their journey and ensure overall client satisfaction
• Bring best practices expertise and resources related to industry trends; maintain a high level of industry knowledge and attend industry conferences (Microsoft AWS etc.) to remain on top of key trends
• Ensure reference-ability of customer including case studies and testimonials

Requirements:

• Role levels vary the highest of which will require managing $10M in annual revenue and achieving growth targets of $1M annually
• Must have strong background selling Microsoft products and or services
• Consultative advisory skill set
• Project management and change management discipline
• Excellent client relationship management skills at senior leadership and operational management levels
• Ability to work effectively at the Executive level with both small and enterprise organizations
• Exceptional organizational skills with the ability to handle high levels of workload delegate and influence internal stakeholders and ability to multitask.
• Strong commercial quantitative and analyzing skills with the ability to deliver revenue and profit growth initiative and influence business strategy
• Driven and resourceful with high levels of attention to details and quality control.
• Strong business acumen and able to look at strategic and long-term consequences of actions
• Travel to customer sites as required from time to time