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
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
Business Development and New Client Acquisition
Account Management & Growing Existing Clients
Pod Strategy and Marketing
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
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
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.
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.
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.
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