Motivate and support the entire team to support growth that brings value both to clients and to Made Tech.
Capture and share intel. Motivate and support delivery teams to report back opportunities.
Be the CEO of the account: Outward Facing Understanding of the Market Understanding of the Competition Building and Motivating a Senior Team Creating a clear strategic plan Driving execution against the plan
Outward Facing
Understanding of the Market
Understanding of the Competition
Building and Motivating a Senior Team
Creating a clear strategic plan
Driving execution against the plan
Coach account team members.
Ensure account management and client service is delivered to the highest of standards.
Use, and continually experiment with, a variety of channels (eg: client referrals, partners, MT SLT, hallways, events, authoring blogs, social media, email, LinkedIn)
Build relationships with a variety of stakeholders
Prioritise relationships with key decision makers and senior stakeholders right up to C-level.
Consistently commit time to outreach to generate new stakeholder meetings.
Be credible. Bring value. Be equal business partners.
Bring clients together.
Commercial, finance, P&L understanding and the key elements of what makes work more and less profitable for us
Own revenue goals and have a clear plan to achieve them.
Managing account teams to maximise margin and profitability over time
Optimising rates and margin to increase our chances of winning and delivering profit goals
Negotiate favourable contracts and working arrangements that reduce business risk and cost.
Work with client commercial teams to ensure we have the right relationship, commercial governance and commercial team is clear on our value add
Strong contractual and commercial client management
Create proactive, win-win opportunities by leveraging the team around you.
Understand industry data, contract expiries, track and attend pre-market engagement.
Balance investment in short and longer term opportunities.
Understand what is required to win an opportunity. Create a plan and execute on it (win strategy).
Feedback intel to help Made Tech, helping the business improve and win upcoming opportunities.
Understand what a good proposal looks like. As Sales Lead, help proposal teams deliver excellence.
Skills, Knowledge & Expertise
A strong track record in developing growth in your strategic accounts, up-selling and cross-selling new services and building strong, long-lasting value-based relationships with stakeholders.
Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
Expertise in consulting and building strategic account plans and managing account teams to drive exceptional growth and where necessary you will also be prepared to operate as a pioneer and build pursuit teams to further a new business
A strong track record in winning multiple multi-million-pound contracts and delivering against quarterly and annual targets.
An appreciation and knowledge of technology delivery, agile methodologies, etc.
Broad technology experience and a sound awareness of technology and public sector trends and policies
Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Made Tech and our clients.
Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
Central and devolved government experience and existing relevant networks would be essential to the role.
About Made Tech
IT Services & Consulting374 employeesFounded 2008
UK public-sector digital, data and technology services provider serving government, healthcare, and public infrastructure organisations.
