My client is a global organisation, quoted on the NASDAQ with an annual revenue in excess of $1.3 billion with over 3,700 employees worldwide and approximately 500 in the UK & Ireland. They specialise in integrating real-time interaction management, advanced analytics and employee engagement tools to deliver faster, smarter and safer customer engagements, and to get major brands closer to their customers. They help major brands to understand, predict and adapt to customers’ needs in real time so that they can create tailored experiences that go beyond what customers expect. Their product suite is impressive covering sales and service optimisation, handle time optimisation, call volume reduction, back office, fraud prevention, workforce optimisation, analytics (speech, text, structured & un-structured data) and Robotic Process Automation (RPA).
They are well positioned to continue their growth in the marketplace for sophisticated software applications and services. Significant customers in the UK & Ireland include major brands in Telecommunications, Financial Services, Insurance, Utilities and Public Sector with thousands of users.
The EMEA region constitutes around 30% of my client’s business. The EMEA region comprises five sub-regions: UK & Ireland, Western & Southern Europe, DACH (Germany, Austria, Switzerland) Middle East/Africa and the Eastern Europe. EMEA generates around $130m revenue through sales of the Enterprise portfolio of software, consulting and professional services.
My client is seeking a London based Partner/Alliance Director to lead UK level relationships with The Big 4 Advisory firms (PWC, KPMG, EY & Deloitte) and global System Integration (SI) firms (Accenture, IBM GBS, Atos, CGI, Tata, Wipro, DXC, Capgemini etc.) The role is measured on closing new business with these leading advisory and SI firms in The UK with a strategy to then take this to these firms across all of EMEA.
Annual sales target is negotiable but anything from $4m to $10m per annum is the expectation. This role will also have some management responsibility. There are currently 12 dedicated sales people in The UK.
The ideal candidate will have the following:
- Good experience managing relationships with the Big 4 Advisory Firms and global System Integrators based in The UK
- Minimum of $4m sales per annum to UK firms (“Hunter” type skills) consistently over the last 3 years Experience working for a software vendor managing alliances and sales with The Big 4 and SI firms, or vice-versa, where you have worked for directly for The Big 4 and SI firms and managed alliances and partnerships with IT software vendors
- A good understanding of Technology and Software. Knowledge of RPA or Analytics is desirable but not essential as “tech savvy” candidates can learn thi
- The ability to sell and close the deal is important.
- Both hunter and farming skills are required. Drive, passion, high energy and engaging personality is a must.
In order to apply for these roles, please email email@example.com a word version CV and cover letter explaining why you are suitable. Alternatively, please call Rakesh Pabbi on 0780 1179671 for a confidential discussion. Rakesh is a previous management consultant in Technology (SAP and Oracle) from PwC & KPMG Consulting.
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