Description
This position is based in the DC metro area to allow for onsite collaboration at our corporate office as needed. It offers a competitive base salary, uncapped commission structure, and strong benefits. Travel for this role may be up to 25% to support client meetings, industry events, and site visits.
Job Summary:
The Client Engagement Lead builds and maintains strong client relationships while developing new business opportunities and expanding existing accounts for Worldgate. Reporting to the VP of Client Engagement, this role works alongside the VP to pursue opportunities aligned with company goals and independently manages assigned leads, client relationships, and engagement activities.
Using a consultative approach, the Client Engagement Lead identifies client priorities, introduces relevant Worldgate services, and coordinates solution discussions with internal experts. The role collaborates with Recruiting, Delivery, Program Management, Proposal, and Marketing teams to ensure client needs are understood and supported throughout the relationship.
The Client Engagement Lead owns follow-through on assigned opportunities, from initial outreach and discovery through proposal coordination, closing activities, and ongoing account care. Success requires initiative, sound judgment, clear communication, and accountability for client satisfaction and assigned business development and revenue goals, with guidance from the VP on complex pursuits and engagement issues.
Essential Responsibilities:
• Proactively source and qualify new business opportunities through targeted outreach, market research, networking, and engagement with prospective clients.
• Build and maintain relationships with prospective and existing clients, serving as the primary point of contact for assigned accounts.
• Research client organizations, priorities, key decision-makers, and procurement processes to inform engagement and opportunity planning.
• Develop and execute plans for assigned accounts and opportunities in collaboration with the VP of Client Engagement.
• Lead discovery meetings and capability presentations, communicating Worldgate's value, documenting client needs, and coordinating solution discussions with internal experts.
• Convert qualified prospects into new clients by owning follow-up and coordinating timely quotes, proposals, RFP contributions, negotiations, and closing activities with the VP and internal teams.
• Partner with Recruiting, Delivery, and Program Managers to support a smooth transition from business development to service delivery.
• Gather client feedback and market insights to refine engagement approaches, identify opportunities, and address client concerns with internal teams, escalating issues requiring VP involvement.
• Identify opportunities for contract renewals, account expansion, and additional services based on client needs and satisfaction.
• Maintain accurate CRM records, account updates, and pipeline reports, providing regular progress updates to the VP of Client Engagement.
• Meet assigned new business and revenue goals by securing new client engagements, expanding existing accounts, and maintaining consistent follow-through.
• Represent Worldgate at client meetings, industry events, and pre-bid meetings, and collaborate with Marketing on targeted outreach.
Corporate Standards:
• Comprehend and align to established goals and objectives within the framework of the Worldgate Continuous Feedback Approach.
• Stay up to date on computer skills and best practices, such as word processing software, spreadsheet software, presentation software, Adobe software, email management, digital calendars, and video conferencing.
• Understand Worldgate's mission, values, and behaviors (The Worldgate Way) and ensure that daily interactions with Worldgate internal and external parties align to Worldgate's values and behaviors.
• Comply with criminal background check standards by maintaining a clear record throughout employment.
Key Competencies:
• Client Relationship Management
• Consultative Business Development
• Opportunity and Pipeline Management
• Effective Communication
• Initiative and Accountability
• Cross-Functional Collaboration
Qualifications & Skills:
Required:
• Bachelor's degree in Business, Marketing, Communications, or related field from a 4-year college or university
• 3-5 years of experience in business development, account management, sales, or client engagement
• Demonstrated success securing new clients, generating new business revenue, and achieving assigned growth or sales goals
• Experience prospecting and qualifying leads through proactive outreach and using a consultative approach to turn client needs into business opportunities
• Ability to independently manage assigned accounts, opportunities, priorities, and deadlines while collaborating with leadership and internal teams
• Strong interpersonal, written communication, and presentation skills, with the ability to engage decision-makers and build trust
• Experience coordinating client meetings, proposals, and opportunity follow-up across internal teams
• Experience building and managing a pipeline of new business opportunities, with familiarity using CRM systems to track progress and report results
• Sound judgment, analytical thinking, and a proactive approach to resolving client concerns and identifying opportunities
• Proficiency with word processing, spreadsheet, presentation, email, and video conferencing tools
Preferred:
• Experience working with state and local government and education (SLED) clients
• Experience in IT consulting, technology services, or professional services
• Knowledge of public sector procurement processes and RFP responses
• Familiarity with ERP implementation, HCM, or HRIS services
