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Senior Client Executive

2 months ago

Hialeah, Florida, United States Globant Full time
About Globant:
At Globant, we envision and construct Digital Journeys that resonate with millions of users. Our approach integrates engineering, design, and innovation through our industry-leading practices, including Agile PODs and specialized Studios. We are committed to transforming and enhancing the core businesses of our clients across various sectors such as financial services, banking, retail, travel, e-commerce, and media, ensuring they remain at the forefront of their industries.

Position Overview:
We are in search of a remarkable hands-on Senior Client Partner to elevate our business operations. This role is pivotal in steering the go-to-market strategy, alongside spearheading sales and business development initiatives with both existing and prospective clients.

Key Responsibilities:
  • Sales and Strategy:
    Identify and cultivate significant large accounts with potential revenues ranging from $5-$25 million.
    Possess extensive knowledge and experience within the gaming sector.
    Be accountable for meeting financial targets and KPIs for assigned accounts.
    Manage both the cultivation of existing accounts and the pursuit of new opportunities.
    Oversee the complete sales process, from lead qualification to contract finalization.
    Formulate and negotiate intricate quotes, RFIs/RFPs, and contracts, while managing the preparation, execution, and conclusion of sales negotiations at the executive level.
    Enhance customer relations strategically, ensuring high levels of satisfaction and retention while identifying upselling opportunities.
    Generate new business prospects through networking, cold outreach, and other lead generation strategies.
    Administer the sales cycle, including lead qualification, presentations, quotations, and closing deals.
    Develop, negotiate, and finalize long-term agreements with clients in your designated territory.
    Collaborate with implementation and development teams to guarantee seamless delivery and client satisfaction.
    Document account activities, opportunity statuses, and other pertinent details.
    Create a comprehensive account plan outlining necessary relationships, targeted opportunities, anticipated revenue, and potential challenges.
  • Delivery:
    Coordinate with Delivery and Technology teams to ensure client requirements are met effectively.
    Manage client expectations and communication regarding production and internal project teams; negotiate and resolve high-level client concerns.
  • Financial Management:
    Prepare commitment reports and monthly bookings (in USD) in collaboration with Sales Operations.
    Engage in account financial planning and reporting.

Qualifications for Success:
  • Minimum of 12 years of experience in software sales, with at least 5 years of success in selling solutions or services at an executive level across various regions.
  • A robust network of industry relationships complemented by strong relationship-building skills.
  • Experience in making executive-level calls and developing solutions that address client needs.
  • Prior experience in a software services organization is highly advantageous.
  • Comfortable demonstrating software and engaging with both technical and non-technical executives at all organizational levels.
  • A solid understanding of building and managing a territory business plan.
  • Exceptional oral and written communication, presentation, and interpersonal skills.

Ideal Candidate Attributes:
  • A proactive business developer with a strong drive for success.
  • A comprehensive understanding of the sales process and embedded sales methodologies.
  • A mindset geared towards startup dynamics.
  • A determined, persuasive, and persistent attitude.

Compensation and Benefits:
Globant anticipates that the annual base compensation for this role will range from $180,000 to $215,000. This position is also eligible for a performance bonus of 66.67% of the annual base salary. Specific offer details will be based on various factors, including the candidate's skills, experience, education, market demands, and internal equity.

For employees based in the US, benefits include comprehensive medical, dental, and vision coverage for employees, annual discretionary bonuses, 401(k) retirement planning (with company match upon eligibility), paid time off and sick leave, paid holidays, family planning and leave benefits, opportunities to participate in the employee stock purchase program, life insurance, and short- and long-term disability benefits.