We are looking for a dedicated Client Executive with solid strategic business capabilities and Salesforce experience to join our team in Cluj-Napoca.
As a Client Executive, you will develop and maintain client relationships and will act as the first point of contact for client lifecycle inquiries.
Join a community united by shared values and explore new perspectives in your professional development. Let’s craft & grow together!
On-site | Hybrid | Remote
IT
Your Skills
- Proven work experience as a Client Executive/Account Manager with hunter profile
- Experience with all phases of the sales and business development lifecycle
- Good knowledge of the Salesforce platform and services (Cloud, Implementation, Consulting, Customization, App development, Integration, Support, and Managed Services)
- Excellent selling, negotiation, and communication skills
- Ability to build strong relationships
- Great team player that thrives in a collaborative and cross-functional role
- Highly motivated and target-driven individual
- Strong analytical and problem-solving skills
- Fluent and professional English, both written and spoken
- Experience with business-critical applications like Tableau, Google Suite, Microsoft Office, LinkedIn
Key Responsibility Areas
- Request Management
- Business Development and New Client Acquisition
- Account Management & Growing Existing Clients
- Pod Strategy and Marketing
- Portfolio Management
- Actively generate new business development opportunities
- Build and maintain close business relationships with current and potential clients of the company
- Prepare commercial offers and negotiate terms of cooperation with clients
- Research and participate in fairs and industry events
- Continuously reach out to leads and identify new business development opportunities
- Become a trusted advisor for internal and external stakeholders
Your Responsibilities
Request Management: participate in the entire sales process; identify new opportunities; manage the creation of more complex documents as RFPs/RFIs in cooperation with Delivery, HR, third parties, etc.; make sure the Fortech Syngenuity operational processes are respected during request management activities
Specific activities:
- Complete the entire sales process until closing, cooperating with other parties like delivery, legal, finance, etc.
- Identify, pursue, and qualify opportunities with prospective clients
- Master Fortech’s Syngenuity Unique Selling Points and services portfolio while staying on top of market and industry trends
- Practice consultative selling with our prospects and clients, uncovering real business challenges addressable via our range of solutions
- Speak our client’s language and become a trusted advisor by studying their business model and industry in depth
- Effectively articulate Fortech’s Syngenuity value proposition and learn to map and adjust it (when need be) to our client’s business objectives.
- Partner closely with Delivery to ensure our proposals always meet validated client requirements
- Support pricing and contract negotiations, leveraging internal legal and business partners as applicable
Business Development: achieve quarterly and annual sales targets; define and rely on segment/ sales pod and account plans as the foundation for all sales activities; ensure pipeline growth and forecast accuracy; travel internationally frequently for partner meetings and industry events; generate, help progress and convert new logos; lead a Sales pod for a specific vertical or market segment; identify, develop, and maintain relations with potential clients to drive billed revenue for attaining set revenue targets; act as a brand ambassador for the company – has a high visibility and presence in professional online channels, at industry events, etc.; personalize/ tailor prospects experience with Fortech Syngenuity; attract more leads from the existing professional network; build new networks which can lead to generating interest in Fortech services.
Specific activities:
- Participate at industry events looking to generate the right type of pipeline
- Gather and orchestrate reports for market, industry, and competitor information to serve strategic ends
- Coordinate and create collaboration offers in synch with internal stakeholders
- Anticipate and document client types/segments’ needs and define service offerings accordingly
- Keep all client kits/ collateral, including the case studies repository, constantly updated
- Conduct preparation and lead research, navigate their organization, search for influencers, and define engagement strategies
- Ensure fluid interaction between the two organizations (sell prospect interest internally)
- Amplify Fortech Syngenuity B2B brand
Sales & Marketing Strategy: develop the annual strategy; contribute to marketing strategy with unique insights; content and artifacts; social media presence; website & SEO updates; market research.
Specific activities:
- Create, fine-tune, and execute sales strategy
- Work with internal stakeholders to develop segment-specific targeting strategies and execute them
- Actively interact with MKT representatives for creating/updating the sales website page and for creating content to be published on social media
- Offer consultative sales for software services & Fortech Syngenuity packaging
- Orchestrate demand generation campaigns focused on the right buyer personas in close and actively interaction with business strategy and goals
Account Management: revenue expansion (grow existing projects, identify, and acquire new projects and new logos); revenue protection (mitigate risk around contract& churn); nurture existing relationships and build new ones (understand account map (who’s a supporter, an influencer, decision-makers, detractors, budget owners, fiscal year duration & mechanisms – who needs to approve what by when); speak client’s language with clients and in Fortech Syngenuity (dedicate time to understand business drivers, competitive landscape, long term company vision; become a trusted advisor with board level access); show strategic thinking and develop strong, authentic relationships with the right client stakeholders across lines of business; leverage Fortech Syngenuity senior management for Executive Briefings as part of the sales cycle; ensure client success across the entire contract life cycle; travel internationally frequently for client meetings.
Specific activities:
- Maintain Account Plan: develop a thorough understanding of the client’s current business challenges, application landscape, and sales/marketing strategies and map them to Fortech’s Syngenuity strengths and strategic growth areas; map out and keep updated client organizations’ hierarchical structure, identifying key decision makers and their proxies in Fortech
- Client Engagement: develop and maintain relations with decision makers over regular phone calls, impromptu value-adding communication (newsletters, articles, etc.), scheduled meetings, participating at events together, and business entertainment (30-40% travel requirement for the role); a buffer for quality control, a client advocate within Fortech Syngenuity organization; sacrifice short term gains for strategic long-term wins; act as a proxy for client business stakeholders; secure testimonials and referrals
- CRM: logging all relevant activities, adding contacts as applicable, reviewing, and updating forecast and opportunity stage weekly, close/ won or close/ disengage opportunities timely
- Partner with Delivery Arm: ensure the right project and client relationship touchpoints take place in the right format: Kick-off Meetings, Steering Committee Meetings, Project Status Meetings, Mutual Visits, etc.; mitigate client risk; review PSR (Project status report)
- Operational: ensure a yearly review of the collaboration proposal, framework agreement, and other legal and commercial artifacts; contractual checks regularly; conduct annually: price validity check, next year’s budget discussions, mutual visits planning, etc.; ensure annual client satisfaction survey conduction; develop and maintain regularly: Snapshot Journal, Key Account Plan, Pod Team & Budget forecast; fully embrace and use/ maintain the internal tools provided to support core processes as outlined by the management framework; ensure information flux in Delivery, in Sales and towards the Client
- Bridge the gap between client and Delivery: calibrate internal team actions and perception with client preferences; support PMs, architects, and tech leads to better handle client requests; identify and drive/ coordinate training opportunities for delivery team members
- Identify/ promote (marketing) results and experience from projects to surface more successful stories and celebrate them
- Obtain valuable testimonials & referrals
- Understand client needs to be able to propose out-of-the-box solutions
- Collaboration with all Fortech functions/departments to generate awareness of our capabilities and services, helping to improve interfacing processes and supporting tools continuously
Why Fortech?
- We are the place for software crafters who can build their own paths while helping others grow.
- #Community – Find your place in a diverse community, united by our passion for technology.
- #Reliability – Rely on your team and leave a mark on Fortech’s story.
- #Perspectives – Roll up your sleeves and explore new perspectives in your career.
- #Empowerment – Take initiative, strive to reach new goals, and build opportunities.
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