Client Solution Director (CSD)

Company Description

Enablers IT Solutions specializes in delivering tailored IT services and consultancy to empower businesses through innovative technology solutions. Our services include IT strategy, infrastructure management, software development, cloud solutions, cybersecurity, and digital transformation. We work closely with organizations to provide customized, scalable solutions that drive growth, streamline processes, and enhance security, ensuring a reliable technology partnership for our clients.

Role Description

This is a full-time on-site role for a Client Solution Director (CSD) located in Torrance, CA at Enablers IT Solutions. The CSD will be responsible for analytical assessments, account management, sales strategies, consulting with clients, and providing team leadership to ensure successful implementation of IT solutions.

Responsibilities

• Manage Client Relationships for Existing clients.
• Lead the sales and new client acquisition effort in defined markets and geography.
• Identify opportunities, present capabilities and gain commitment from prospects leading to current and future revenue.
• Analyze market trends, implications and develop strategies to participate in resultant opportunities.
• Act as a coach and partner to CXO's in helping them develop strategies leveraging global sourcing and establish tough leader and preferred partner to their organizations.
• Stay tuned to market and competition, participate in trade events, conferences, customer forums and provide inputs to the practice teams towards developing contextual offerings that will help differentiate in the market place.
• Meet and exceed sales revenue and future revenue targets. 

Key Result Areas (KRA’s)

• Sales Revenue Generation: This position's sales target is $ 6 Million ACV Annual contract value.
• You may find 40-50 new leads in the first three months. After that, 5-10 leads new per month should be created.
• Sales Pipeline Management: Effectively manage the sales pipeline by tracking and prioritizing leads, qualifying prospects, and maintaining ~3x pipeline to meet ACV goals and progressing them through the sales process.
• Product Knowledge: Develop a deep understanding of the company's IT-managed services offerings and stay updated on industry trends and emerging technologies.
• Market Research and Competitor Analysis: Conduct market research to identify target markets, analyze competition, and position the company's IT-managed services effectively in the market.
• Proposal Development: Collaborate with the technical team to develop customized proposals and solutions that align with client requirements and compellingly present them.
• Sales Reporting and Forecasting: Provide regular sales reports, including pipeline updates, revenue forecasts, and performance metrics, to management.
• Collaboration and Teamwork: Work closely with internal teams, such as technical support, marketing, and project management, to ensure the smooth execution of sales projects and successful delivery of IT-managed services.
• Customer Relationship Management (CRM): Utilize CRM tools effectively to track customer interactions, manage leads, and ensure accurate and up-to-date customer information.
• Lead opportunity pursuit activities with the prospective client.
• The activities will include but not limited to:

o creating sales pitch & presentation

o identify client pain areas and provide inputs to practice team.

o Identify competition for the given opportunity to customize the solution to address the competition along with Practice Team.

o Participate in discovery sessions and due diligence with the client.

o Provide inputs for pricing (price to win)

o Participate in Contract and SOW negotiations with the client.

o Create Projected P&L for the deal for finance approval prior to or after signing the contract.

• Participate in Quarterly Business Reviews with Delivery team to grow the business (cross sell).
• The company reserves the right, at its discretion, to modify Key Result Areas (KRAs) as necessary to align with job progression.

Desired Skills and Experience

• BS in IT or Computer Science.
• 6 Years of overall experience with minimum 1 year of IT Infrastructure Service experience in ANY IT Outsourcing Service Providers.
• Experience in prospecting and closing new logo acquisitions, with hands on experience in RFP\RFI.
• Chasing sales quotas and targets.
• Should be able to drive growth for the company and have experience in handling the complete business solutions cycle in right shore delivery model.
• Certifications like MCSE, CCNA, CCNP, Unix(HPUX, Sun, AIX), Linux, PMP, CISSP, CISA etc are desired.
• Incumbent should be flexible to travel within designated region.

Please Note:

• Dependent upon the business needs, this position may require frequent traveling from one location to another with a personal vehicle.

• Maintain a high standard of business and ethical conduct with customers and employees.

• Perform related other duties as assigned by management.

• Follow workplace operating and environmental, health and safety procedures and guidelines.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the aforementioned essential job functions.