Technical Sales Director QAQE (Senior Director)

Technical Sales Director (Senior Director)

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Technical Sales Director (Senior Director) provides deep expertise in a Service Line Area to support the Client Leadership Team to close new and expansion opportunities on accounts. They are actively involved in growing the service line’s footprint and assisting the Client Partners to engage clients with service line opportunities. SLSs are trusted advisors with a good mix of strategic and tactical management experience.

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In this role, the SLS will focus on ‘Quality Engineering & Automation (QEA)’ Service Lines. The SLS will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities in QEA.

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We are looking for a dynamic, results oriented, commercial leader in quality engineering & automation field keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. Service Line Sales Specialists (SLS) are field sales executives passionate about crafting, pursuing, and closing opportunities in nominated industry markets/accounts.

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Role Responsibilities

• Market Leadership  
• Creates sales strategies and plan with the Client Partners’ and for its incorporation into the broader client strategy and plan.  
• Provides subject matter expertise to proposal development and overall solution.  

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• Relationship Management:  
• Executes and manages the account plan within the QE&A function/specialization in agreement with the Client Partner  
• Run end-to-end lead generation and sales processes  
• Own and deliver on revenue and Total Commercial Value targets  
• Work in a matrix organization, enabling prospecting and other sales management goals.  
• Invests time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.  
• Client Relationship Management; engage with CXO, VP and Director level clients

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Business Development:

• Responds to and deliver on client requests; responds to RFP’s  
• Identifies opportunities, makes proactive proposals to clients in line with account strategy  
• Leads pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team  
• Secures revenue renewals related to QE&A Service Line function  
• Engages the relevant internal RCG teams and service lines team for developing solutions  
• End to end account management including account forecasting, budgeting and operations  
• Handles risks and issues related to the account, including delivery oversight.  
• Creates and presents account QBR presentations and executive status reports

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Experience & Skills

• 10+ years of experience in a senior-level consulting client-facing role or account manager leadership role  
• Knowledgeable in QEA products in the market  
• Strong experience in direct interaction with customers in market related to QEA programs  
• Ability to independently have conversation with point of view on QEA to CxO and Head of Digital and/or Technologies  
• Should have done Application & Development & QEA solutions in the past with the ability to size up deals  
• Should be knowledgeable in cross-industry use cases for Application development & QEA  
• Strong knowledge of the relevant partner ecosystem and the ability to collaborate within the ecosystem  
• Recent experience working for IT professional services or management consulting firm(s)  
• Recent experience managing global service delivery model(s)  
• Excellent problem solving, business communication (written & oral), and client management skills are essential  
• Experience developing opportunity pipelines, qualifying high priority deals, and winning new business in line with agreed targets  
• Experience closing sales with a specific emphasis on growing sales. Specifically, win new deals in customer account per pre-agreed targets.  
• Capable of working with clients to envision, structure and specify solution requirements. Demonstrated ability to close deals ranging in size from $250K to $5M+  
• Strong knowledge on current industry trends and capabilities in software, experience, and quality engineering disciplines.  
• Proven leadership qualities such as conflict/issue resolution, strategic and critical thinking and ownership, particularly with highly diverse teams  
• Legacy modernization and cloud engineering experience and knowledge are preferable.