Sales Director (Management Consulting) - TMT

Job Description

Our client is a specialist consulting firm in the telecommunications, media, and technology sector with a client base including the likes of AT&T, Comcast, Cisco, Ericsson, and many more customers.

The client is medium-sized (split between UK / USA) and therefore looking for candidates that can have a big impact on their business - this opportunity is not with one of the major service integrators/outsourcing companies but a focused business that is strong within its niche domains across Telecommunications, Media, and Technology. They are looking for someone who is a hands-on new business consulting salesperson (the role is not managing a team etc).

Ideally, candidates would have domain knowledge of Telecoms Management Consulting (they have an onshore team of 100-150 consultants across their various practices). Experience working in business development of a smaller services company would be a good background, especially if the person has some management consulting delivery experience.

Location: USA – the client has a New Jersey office but home working is permitted anywhere in the USA as long as the candidate is happy to travel.

Responsibilities

Own and deliver the new logo sales for Management Consulting in North America (selling to Telco Service Providers)

Grow existing Management Consulting accounts

Understand sector and customer business requirements with the ability to quickly determine how our client’s consultancy propositions can be applied – Driving proposition evolution where required

Hit a target of 5-10 million USD in revenue

Drive the marketing strategy required to support the new business objectives

Inject new business/new logo acquisition discipline/process/behavior into the business

Required Experience/ Education:

Experience in selling management consulting services (or similar Professional Services) to North American Telecommunications, Media, or Video players

and supporting businesses with an active ‘current’ network of contacts/leads

Broad commercial and financial acumen and a track record of managing complex negotiations and client/procurement onboarding

A team-player able to work within a collaborative selling culture, where commitments are made and honored, learnings are shared and objectives are achieved

Great market awareness of the TMT sector and the challenges faced by the industry – Ability to clearly articulate the challenges and opportunities within the market and contextualise

the consultancy opportunity these present

A live ‘relevant’ contact network, with a trusted reputation for delivering

A seasoned professional with a track record of delivering new logo sales in a consulting environment, working and succeeding against ambitious sales targets

A thought leader who is credible whilst communicating with industry

Veterans/Champions/SMEs

Self-motivated and mature in managing new or existing business development opportunities to develop a “win strategy” to drive my Clients services’ penetration into new accounts.

Strong ability to negotiate and drive deals to their successful conclusion.

Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities

Have a creative and problem-solving mind, with a hunger for knowledge and a drive to push yourself to further your career.

First-rate communication and presentation skills

Strong influencer

Strong analytical capabilities

Exceptional presentation skills

Empathetic to the existing business/capabilities/plans – Does not cut across usurp the existing BD domain accountabilities

Driven and capable to own/deep dive on specific threads

Super motivational, energizer

Experience of building/managing consultancy business sales pipelines

Fresh ideas of how we drive increased momentum/vigour into the area

Please ignore salary levels mentioned on the job board - this aspect is flexible