Senior Client Executive- Sales Performance Management (SPM)

Argano is the world’s largest global digital consultancy, specializing in the transformation of high-performance business operations. The Senior Client Executive for the SPM team will drive strategic initiatives, manage key client relationships, and identify new business opportunities while providing comprehensive solutions to clients.

Responsibilities:

• Proactively source and secure SPM (Sales Performance Management) deals for our team
• Identify and pursue new business opportunities leveraging network, marketing activities, cross-sell motions, partner channels, and events among other sources
• Manage and nurture relationships with key client and add value to their strategic vision ensuring they see us as their trusted advisor
• Develop and execute strategic sales plans to achieve revenue targets
• Conduct thorough market research across your territory to identify new business opportunities
• Build a strong understanding of our core consulting solutions, offerings, and service models
• Build relationships with our Software Partner reps and co-sell with the vendors early and often with accounts that align in their territory
• Achieve and exceed sales targets within assigned territories
• Run initial sales discovery with prospects to uncover their challenges, showcasing our depth of expertise and priming them for the next steps in the deal cycle
• Lead the creation of compelling proposals and presentations, leveraging support from presales along with other cross-functional teams
• Own deal cycles end-to-end ensuring excellent deliverable quality, alignment with our ethos, and successful deal outcomes
• Manage your pipeline closely and provide accurate internal forecast and reporting on the deals
• Travel as needed to client sites
• Provide mentorship and guidance to junior team members
• Participate in and contribute to solution discussions internally and with clients and partners
• Manage and own RFP responses coordinating with presales and internal stakeholders to gather information as necessary and drafting the response packages

Requirements:

• Bachelor's degree in Business, Technology, Science, Marketing, Finance, Accounting, or related field, expected
• 5-8 years of experience in Sales or supporting Sales
• In-depth knowledge of SPM and familiarity with industry-specific challenges and opportunities
• Demonstrated ability to talk SPM Solutions
• Rich experience and understanding of the technology consulting space
• Proven track record of meeting and exceeding sales quotas
• Strong negotiation and communication skills
• Proven success in managing complex sales cycles and closing deals
• Leadership experience in a sales or account management capacity
• Strong strategic thinking and problem-solving skills
• Ability to meet and exceed targets
• Strong understanding of the sales process and ability to navigate complex sales cycles
• Ability to assess client's business challenges, identify the right SPM, in partnership with presales to position, align recommendations to client objectives, and demonstrate value and ROI
• Stay informed about industry trends and competitors
• Develop and execute strategic account plans
• Strong consultative selling skills: Ability to uncover client needs and position high-impact consulting solutions
• Excellent verbal and written communication skills
• Ability to articulate complex ideas clearly and persuasively
• Establish and nurture relationships with potential clients
• Collaborate with internal teams to provide effective solutions
• Strong negotiation skills to close deals that are mutually beneficial
• Ability to handle objections and resolve conflicts
• Flexibility to adapt to evolving market conditions and client needs
• Willingness to learn about new technologies and services
• Identify client challenges and propose effective solutions
• Collaborate with internal teams to address client needs
• MBA, relevant master's degree or PhD preferred, but not a must have