Europe Sales Cluster Lead

Why Ness
We know that people are our greatest asset. Our staff’s professionalism, innovation, teamwork, and dedication to excellence have helped us become one of the world’s leading technology companies. It is these qualities that are vital to our continued success. As a Ness employee, you will be working on products and platforms for some of the most innovative software companies in the world.

You’ll gain knowledge working alongside other highly skilled professionals that will help accelerate your career progression.

You’ll also benefit from an array of advantages like access to trainings and certifications, bonuses, and aids, socializing activities, and attractive compensation.

Requirements and responsibilities

Ness Digital Engineering is seeking a self-motivated and experienced Sales Cluster Lead who has experience and track record in growth through radiation strategy in existing customer base and will play a crucial role in maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth within our European customer base.

What you’ll do

• Responsible for driving Growth of existing priority accounts (Champion /Attack/named Nurture accounts) and deliver a growth in excess of $6M million in growth both in terms of New Bookings and New Revenue during the fiscal year and in line with company GM / EBITDA goals. Also ensure the account backlog and renewals are managed and overall the account can drive growth with our 3 year aspiration to make this a top-10 accounts for the firm;
• Client Relationship Management: Build and nurture strong, long-lasting relationships with clients, becoming their trusted point of contact for all services-related matters. Maintain and grow a portfolio up to $20M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close;
• Client Growth: Define growth through radiation strategy for each of the accounts to grow beyond current engagement client stakeholders and division(s). Identify opportunities for upselling and cross selling all services to existing clients, contributing to revenue growth. Drive alliance partnership services (Salesforce, Confluent, Databricks, AWS) service new opportunities.  Have focus on faster closure of the opportunity for revenue conversion;
• Needs Assessment: Work closely with clients to understand their business objectives and engineering challenges, translating these needs into actionable proposals;
• Solution Development: Partner with consulting and engineering teams to develop innovative solutions that address client requirements and align with industry best practices;
• Scope Management: Define project scope, objectives, and deliverables in collaboration with clients, consulting and engineering teams, ensuring alignment with client goals;
• Risk Management: Identify and mitigate project risks, proactively addressing issues that may impact project timelines or quality;
• Communication: Maintain open and transparent communication channels with clients, providing regular updates on project progress, issues, and resolutions;
• Client Advocacy: Serve as the client's advocate within Ness Digital Engineering, ensuring that their needs and priorities are well-understood and met;
• Quality Assurance: Monitor project quality and adherence to best practices, ensuring that all services meet or exceed client expectations.

What you’ll bring

• Must have IT Services Selling experience, specifically experience and track record in growth through Radiation (Growth beyond current stakeholders & divisions) in existing accounts – product engineering is best – want project and managed service sellers (not staffing sellers);
• Must have prior experience growing Named Accounts (not new logos) by minimum $6m+ new booking;
• Must have experience co-owning and driving both $1M+ Proposal and SOW builds (can’t delegate) – if you get help from Ness, that’s a bonus;
• Experience selling alliance partnership services (Salesforce, Databricks, AWS, Confluent);
• Must be willing to travel to named accounts onsite every-other-week minimum;
• Willing to commit at least 3-years in role – we want sellers who see a path to greater responsibilities inside Ness.

Preferred Qualifications:

• Knowledge of industry specific go-to-market solutions;
• Good understanding of industry specific business issues and drivers;
• Global Delivery Model experience;
• Experience managing large multi-location consulting engagement teams;
• Track record as an Account Manager in a rapidly growing client relationship;
• Preferred candidate will have prior experience selling to Pearson in US & UK from large IT player who can manage a 20M+ account and do C-level with strong Account management skills.

Not checking every single requirement?
If this role sounds good to you, even if you don’t meet every single bullet point in the job description, we encourage you to apply anyway. For most of the candidates that applied, we found a role that was a very good fit with their skills.

Let’s meet and you may just be the right candidate for one of our roles.

At Ness Digital Engineering we are willing to build a work culture that is based on diversification, inclusion, and authenticity.