Client Director

January 10, 2023

Overview of the role

The role holder may be office or home based with regular visits to Trustmarque offices (York, London, Glasgow) along with travel to customer meetings
The successful candidate will be an established sales professional, with proven new logo wins and a strong background in cloud, Cyber, modern datacentre and service solutions

Mandatory Credentials

  • Minimum 3-years consistent, proven, overachievement of appropriate sales performance targets –
    preferably backed up by documentation
  • Sales experience and performance gained relevant to Reseller market – direct customer engagement
  • Experience relevant to Trustmarque portfolio, target markets and core go to market propositions (Modern
    Workplace, IT Asset Management, Storage, Cloud & Infrastructure, Cyber Security, Business Intelligence, Data &
    Analytics)
  • Recent provable net new logo wins
  • Practical and demonstrable understanding of solution sales methodology and approach
  • Demonstrable approach to sales performance management – pipeline management, gap planning,
    account/territory planning
  • Provision of both performance & client reference-ability
  • Candidates resume reflects the sales professional we seek to invest in

Accountabilities and main responsibilities

As a minimum, you may be called upon to undertake all or some of these activities as required:

  • Creation and execution of focussed account capture and then development plans for won clients to
    maximise opportunity, define multi-level contact strategies, provide structured engagement and
    predictable business development
  • Evaluates the level and quality of business achieved in accordance with business plan, product mix
    and individual target
  • Develops opportunity pipeline in line with client’s budget and funding capacity
  • Build value based client relationships across client/prospect organisations to maximise visibility,
    influence and effectiveness
  • Leverage maximum commercial opportunity from partner and vendor relationships through
    collaborative and effective opportunity engagement
  • Be client and sectior smart – maintain a strong understanding of the client/prospects business,
    sector and influences to support strategic solution alignment
  • Be commercially responsible incl the orchestration of contractual arrangements such as NDA or
    terms of business amendment
  • Encourages the management of the client organisation to plan and budget for new and enhanced
    products and services.
  • Encourages the development of new products/service solutions to meet future client/market needs
    – act as market intelligence conduit back into Trustmarque
  • Encourages changes in the client organisation’s use of the products and services supplied to
    increase the benefits it obtains from them, and support client retention.
  • As client champion, support the effective engagement of colleagues in accordance with aspiration
    to improve customer experience in a competitive market
  • Identifies key barriers to change, and appropriate solutions to overcome.

Qualifications and skills

Autonomy

  • Has defined authority and responsibility for a significant area of work, including technical, financial
    and quality aspects. Establishes organisational objectives and delegates responsibilities. Is
    accountable for actions and decisions taken by self, colleagues and subordinates.

Influence

  • Influences a significant part of own organisation. Develops influential relationships with internal and
    external customers/suppliers/partners at senior management level, including industry leaders.
  • Makes decisions which impact the work of employing organisations, achievement of organisational
    objectives and financial performance.

Complexity

  • Performs complex work activities covering technical, financial and quality aspects. Contributes to
    the formulation and implementation of IT strategy. Creatively applies a wide range of technical
    and/or management principles.

Business Skills

  • Absorbs complex technical and commercial information and communicates effectively at all levels
    to both technical and non-technical audiences. Assesses and evaluates risk. Understands the
    implications of new technologies. Demonstrates clear leadership and the ability to influence and
    persuade. Has a broad understanding of all aspects of IT and deep understanding of own
    specialism(s). Understands and communicates the role and impact of IT in the employing
    organisation and promotes compliance with relevant legislation. Takes the initiative to keep both
    own and subordinates’ skills up to date and to maintain an awareness of developments in the IT
    industry.

Personal Attributes

  • The following personal attributes are critical to success in this role, and you must demonstrate:
  • That you are motivated by success of yourself and your team.
  • A competent demeanour, so that customers see you as a trusted advisor.
  • Persistence and resilience.
  • That you make things happen, mobilising and motivate others to deliver on personal,
    company and shared goals.
  • A creative approach, looking to find innovative ways to overcome barriers.
  • Confidence, self-motivation and plenty of initiative.
  • Positive outlook, being both energetic and approachable.
  • Integrity, honesty and trustworthiness

Desirable

  • Has achieved proficiency in the task of stakeholder relationship management.
  • Has achieved a top-class reputation and has the appropriate gravitas to build trust and
    inspire clients.
  • Has wide and detailed IT knowledge, together with detailed understanding of the principles
    of business and markets and sound experience of relevant business sectors.
  • Knows how to make and sustain a business case through effective benefits management.
  • Has strong and demonstrable planning, communication and presentation skills.
  • Is familiar with the structure, skills and business environment of the customer
    organisations.
  • Is customer focussed, with consultancy and business analysis skills.
  • Can quickly develop a comprehensive knowledge of the customer’s organisation and
    requirements.
  • Enjoys the confidence of senior management in both the employer and customer
    organisations.

Values & Behaviours

The individual must be able to demonstrate that they embody the following Trustmarque Behaviour and
Values:

  • Share Ambitions
  • Strive to Improve
  • Be Diverse and Inclusive
  • Embrace Change
  • Demonstrate Integrity

About Trustmarque

At Trustmarque, our vision is to enable organisations to harness the power of digital technology. For over 30 years, we have helped organisations in the public and private sectors to work smarter, run their business more effectively and unlock the value of their IT investments.

Our mission is to support our customers to buy and use innovative technology to positively impact local communities across the UK. We’re always evolving to keep up with the pace of change – to understand the technology solutions, licensing options and methodologies. Our customers come to us time and time again for collaborative transformation that helps them make better IT decisions for long-term success.

Our people are at the heart of our customer-centric business and we have company values which have been defined by our people – About us – Trustmarque. There’s never been a better time to join Trustmarque, we are growing and investing and you can play your part in influencing the future of IT in the UK.

One of our values is “be diverse and inclusive because we know that diversity of thought and experience positively benefits our ability to deliver work. We consider all suitably qualified applicants regardless of sex, gender identity or reassignment, race, disability, religion or beliefs, age, or sexual orientation. We recruit and develop our people based on merit and their passion, and we’re committed to creating an inclusive environment that reflects the diversity of the communities we serve. During the application process, you’ll be given the option to share your personal characteristics and data with us. This helps us understand our candidate pool so we can do everything we can to attract a diverse range of people and ensure our recruitment process is fair and inclusive.

All interviews, assessments and background checks will continue to take place online, to completely remove the need for face-to-face contact. All Trustmarque colleagues who can work from home should do so. Social distancing, enhanced hygiene and safety measures are already in place to protect our colleagues and manage the risk of COVID-19. The welfare of our people is of paramount importance to us, and we’re doing everything we can to keep our colleagues and customers safe during this time.

Standard benefits

As well as competitive rates of pay, we offer 25 days holiday (rising to 27), 2 volunteering days and 1 personal day plus bank holidays.  We also provide a substantial benefits package which includes a company-matched pension, life assurance, enhanced parental leave policies, the option to buy extra leave, a cycle2work scheme and more.

Trustmarque is an award-winning IT partner that delivers IT solutions allowing our customers to work smarter and more effectively. We simplify business, through a flexible and cost-effective approach that empowers organisations and their people. Giving honest, simple, and independent advice we help our customers to navigate an increasingly complex world of IT – and that’s exactly what you’ll do too, if you join our talented team here.

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