Account Director, up to £120k Base, Benefits

Up to £120k basic, 50:50 OTE uncapped, car, health, pension etc.

Selective Search is currently retained by our client, one of the most prestigious and exciting Technology IT Outsourcing players in the world. Our client is a true multicultural, global IT powerhouse that innovates in technology services, providing everything from Cloud Computing to management consultancy.

Our client is looking for an experienced Account Director within the Application Services space who will be required to sell a portfolio of Application Outsourcing and Application Development capabilities to create a full lifecycle suite of services. The aim is to provide a seamless service between IT architecture, implementation projects, applications maintenance, upgrades, renewals, and Software-as-a-Service (SaaS). Our client serves over 1,000 customers, including 34 Fortune 100 accounts. With particular strengths in Public Sector, Banking, Insurance, Capital Markets, Retail/Consumer Products, Life Sciences, Media, Telecoms, and Utilities, our offers include Applications Management, Custom/Bespoke Development, ERP, Business Information Management (BIM), Business Process Management (BPM), Mobility, Analytics, Business Intelligence, Testing, and more.

This role is responsible for driving sales of predominantly Applications Solutions across a range of industry subsectors. You will promote our client in the market and build relationships with their clients and IT Services Eco-system partners, broadening their offers in the Application Solutions space. This role will emphasize new logo acquisition and demand generation (including cold calling where necessary).

Key Responsibilities:

1. Working closely with Sector & Delivery Unit Management teams, you will create and drive your own pipeline, aligning with the business unit's overall strategy and direction.
2. Originating and nurturing the development of the business, new revenue streams, and directing proposition development will be key focus areas. You will identify various sources of demand and be responsible for building an active pipeline of prospective deals.
3. The focus will be on mid-sized AD and AM deals (those in the £5m to £50m range) involving multiple technologies (e.g., ERP, Mainframe, Legacy, and COTS).
4. You will drive growth into new name logos and have the ability to create and drive opportunities to closure.
5. You will be an expert in demand generation activities relevant to this market segment and will devise strategies to promote our client in these forums with tangible business results.
6. You will have clear accountability for improving our client's credibility within target clients. You will frame and drive business opportunities, leveraging the Applications Delivery teams and shaping propositions to meet client requirements.
7. You must assimilate complex business propositions and guide client conversations. Skills in client need and issue discovery are critical, as is the ability to switch between issue discovery and proposition qualification.

Essential skills & experience:

1. Recent experience working for a Large Tier-1/2 Global IT or Consulting organization in Sales or Business Development in the Application Solutions space.
2. Hold a network of contacts within relevant commercial organizations, including software and hardware vendors, industry analysts, and prospective clients.
3. Private Sector experience should cover one of the following: Tier 1 utilities, aerospace and defense; travel and transport.
4. Proven track record of selling in the Private Sector through formal procurement processes and informal relationship-based selling.
5. Led and sold at least three m GBP TCV Application Solutions Deals to FTSE 350 / Fortune 500 organizations.
6. Exceptional focus on all aspects of P&L management and reporting at both pursuit and client levels.
7. Creative and innovative, with the gravitas to lead CIO / IT Director / Board level business meetings.
8. Well versed with commercial models, estimation techniques, pricing trends, TUPE regulations, and crafting complex MSA & SOW documents.
9. Sold AM solutions involving service delivery from Nearshore/Offshore locations outside the UK.
10. Able to innovatively and constructively challenge the status quo to drive the business forward.
11. Able to operate with a high degree of independence as well as being part of a team.

Desirable skills & experience:

1. Strong technical experience with hands-on IT Solution/Service Delivery experience during some stage in your career.
2. Industry experience outside of IT/Consulting firms.
3. Experience using the Holden sales process.