Position SummaryAs an Enterprise Client Director, your success is fundamentally tied to your ability to
own and manage complex sales cycles,
build high-trust client relationships, and
ensure we pursue deals and accounts that are qualified and aligned with our ability to deliver client value.
This requires you to act as a trusted advisor, cultivating deep, enduring connections with C-suite and senior executive stakeholders based on expertise and proactive service. You will be responsible for a strategic, long-term approach to negotiation, pipeline management, and rigorous opportunity qualification using frameworks like MEDPICCR.
Key Responsibilities & Deliverables- Achieved Revenue Targets: Consistently meet or exceed assigned quarterly and annual enterprise revenue quotas by navigating decision criteria, processes, and contractual paths. Revenue-driving categories include Brokerage, Resale, and Services.
- Consistently Qualified Pipeline Growth: Generate, nurture, and expand a high-quality pipeline of enterprise opportunities, leveraging MEDPICCR criteria to ensure alignment with our strategic objectives and delivery capabilities.
- Seamless Deal Focus & Execution: Orchestrate internal resources (e.g., Solutions Engineering, Services, Analysts) effectively, ensuring their efficient utilization, all driven by clear MEDPICCR insights to accelerate deal closure.
- Strong Client Relationships & Internal Champions: Cultivate robust, trust-based relationships with key decision-makers, consistently identifying and empowering client champions (Economic Buyer & Champion) to drive our initiatives forward.
- Insightful Needs Analysis & Solution Alignment: Consistently produce documented, deep insights into client challenges, strategic objectives, and desired outcomes (Metrics & Identified Pain), ensuring our solutions are precisely tailored and positioned to deliver measurable impact.
- Compelling Value Propositions & Business Cases: Craft and present powerful value propositions that explicitly link our solutions to the client's critical metrics and pain points, demonstrating clear ROI.
- Comprehensive Strategic Account Plans: Create and execute robust, long-term strategic account plans that identify and capitalize on opportunities for deeper partnership and expansion within key enterprise accounts.
- Accurate Sales Forecasts and HubSpot CRM Hygiene: Deliver accurate sales forecasts and drive efficient deal progression through the systematic and timely completion of MEDPICCR elements for your pipelines.
- Strong Vendor Relationships and Enablement: Live the "Client First, Vendor Second, CXP 3rd" core value by putting vendors in a position to succeed while also holding them accountable. Drive bi-directional leads and intel to support organic growth efforts.
Ideal Experience and Qualifications- 7+ years of verifiable success in a direct enterprise sales role, with a consistent track record of exceeding revenue targets.
- Demonstrable expertise in managing complex, large-scale deals with protracted sales cycles from inception to close.
- Has carried a bag as a direct seller for a vendor in our ecosystem, selling products we advise on and broker.
- In the capacity as a direct seller, sold and collaborated directly with partners.
- Has worked for a TSD (existing channel and direct sales relationships) or a Broker/Tech Advisor.
- Focused on building deal qualification, pursuit, and focus in/out of rising into a CRO role.
- Preference for: CCaaS / CX Expertise, IT Infrastructure Experience, and Pro Services selling experience.
- Proven ability to act as a trusted advisor and consultant to C-suite and senior executive stakeholders.
- Deep practical experience of structured sales methodologies, with a particular emphasis on rigorous qualification frameworks; direct, hands-on experience with the MEDPICCR framework or similar.
- Solid understanding of the Brokerage and Technology Advisory (TA) ecosystem, spanning relevant domains of CX SaaS, IT Infrastructure and Cloud Solutions, Cybersecurity, with cursory knowledge of Financial Services, Healthcare and/or Retail businesses.
- Exceptional communication, presentation, negotiation, and interpersonal skills.
- Bachelor's degree in Business, a related technical field, or equivalent practical experience.
