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Customer Partner
2 weeks ago
About the Team
Our Growth team at Versent fuel our business growth, customer acquisition, retention and customer success. Here at Versent, we are embarking on our next phase of growth and are looking to hire a new Customer Partner to join our team, based in Sydney. This is a strategic sales role which will focus on a select few customers; and be responsible for building customer strategy, retention, growth and influence customer from C level right through at the Engineering level to continue to expand our footprint across these key customers.
What you will do
Customer Success (Accountable)- Develop deep and diverse relationships within the customers organisation to drive multiple fields of play.- Provide a single thread of leadership and across the total engagement life cycle from presales, delivery, handover to closure.- Ensure all Versent and Third Parties/Partners operating within the account for Versent know the customer; their wants, their needs, their motivations and ways of work.
Delivery Excellence (Accountable)- Assure delivery by adopting the lens of the customer for all transactions (large and small); frequent reviews and check-ins across multiple stakeholders (internal and external).Customer Growth and Commercials (Accountable)
For a set of defined Customers (mutually agreed with GM), the following apply:
- Identify strategic accounts and create and maintain a strategic account plans for growth over multiple horizons; engage with Versent Solutions and Advisory Centre and Practice leads to lay the foundations to diversify and expand service offerings.- Own and manage the P&L to meet or exceed revenue and margin targets.- Develop, bid, and close new business and continuity for services, product and licencing with an individual annual target accountable for $8-15M in revenue.- Maintain commercial agreements e.g. MSAs and NDAs.- Ensure accurate management of leads and opportunities in Salesforce and communicate and collaborate regularly with Head of Services, Directors and GM on all stages of the Sales Lifecycle.- Lead the Sales stages lifecycle to develop, bid, and close opportunities as per Versent Sales, commercial and review and approval processes:
- Directors are responsible for delivery scope, deliverables, acceptance criteria, requirements, assumptions, dependencies and out of scope and proposed team roles.- Head of Service and Practice Lead are responsible for team allocation.- Responsible for adherence to Delegation of Authority for review, approval and signing processes.- Customer Partner is responsible for the commercial terms, pricing, rates and profitability as per Versent agreed standards.- Identify business development opportunities on net new business lines / divisions for upcoming and future initiatives and delegate responsibility to Senior Account Executives to Lead the Sales stages lifecycle to develop, bid, and close these new opportunities.- Lead and manage commercial negotiations, communications and signing of proposals, SOWs, MSAs and NDAs Work with and introduce Partners to open new fields of play and opportunities.- Lead Customer/Account level partner and supplier business development and delivery forums.
Your background- Key skills and experience: Outcomes focused with a strong track record on execution (10+ years),and possess the ability to work at pace, while also being capable of both taking direction and working well independently. Excellent communicator with the ability to engage and build rapport at all levels through to C-suite and executive. Strong relationship building skills, with 10+ years experience in building relationships at all levels through to Senior Executives in large Enterprise and Government, and with an extensive network. Ideally will have either acted as a mid-to Senior level Manager or Executive (GM or above) and have extensive experience in delivery, leading large multi-streamed programs.- Leadership: 10+ years leading or managing teams, ideally in a professional services or large enterprise environment. Responsible for overseeing the production of a project, delegating tasks, motivating the team and holding regular meetings to check in on their progress. Need to be able to make executive decisions about the direction of a project. Working across multiple projects and engagements whilst managing multiple stakeholders.- Delivery: Understanding the sources of risk and evaluating risks and methods for their control and mitigation. A minimum of 10 years' experience in a similar, multi-faceted consulting environment like the Big 4 or other Tech Consulting. Experience working on large scale transformation projects with specific knowledge of various technologies and methodologies.- Relationship and sales management: Strong customer engagement and exceptional customer relationships. Experience in selling and managing large tech’ consulting projects ($5m value) and revenue under management of $10m plus.- Commercial negotiation and management: Extens
