Job#: 7590

Job Description:

CLIENT DIRECTOR – STATE OF CALIFORNIA
WHO WE ARE
Apex Systems is a leading global technology services business that incorporates industry insights and experience to deliver solutions that fulfill our clients’ digital visions. We provide a continuum of services, including strategy and enablement, innovation and productivity, and technology foundations to drive better results and bring more value to our clients. Apex transforms our customers with modern enterprise solutions tailored to the industries we serve. Apex has a presence in over 70 markets across North America, Europe, and India. Apex is a part of the Commercial Segment of ASGN Incorporated (NYSE: ASGN). To learn more, visit www.apexsystems.com.
At Apex Systems, we prioritize professional development, work-life balance, and fostering a collaborative culture. We value our teams well-being and recognize the importance of building strong relationships. Thats why we organize regular team-building events and philanthropic days to give back to the community - fostering a sense of purpose and fulfillment among our team.
Join us for career advancement, innovative solutions, and a supportive environment focused on your success.
JOB DESCRIPTION
We are looking for an experienced Client Director with a proven track record in technology professional services sales. The Client Director will be the primary relationship holder for Apex Top Account(s) and will drive strategic growth in that account. The Client Director is responsible for developing and executing the go-to-market strategy for the sales team, fostering strong client relationships, and driving revenue growth, profitability, and bookings of the account(s). The Client Director acts as a trusted advisor to clients to ensure high value delivery from the sales team. Collaborating with internal and external cross-functional teams, the Client Director oversees the deal lifecycle responsible for drafting pricing and SOWs while also providing oversight to in-flight engagements. You will be a key liaison between clients and internal teams, delivering value, mitigating risk, and supporting long-term business success through strategic and operational leadership.
Go-to-Market (GTM) Strategy & Execution

• Develop and implement strategic GTM strategy for the sales team with account alignment to Apex solutions offerings, industry trends, and innovations to drive business growth
• Create GTM staffing and SOW playbooks representative of top account trackers, organizational charts, account alignment and account penetration plans
• Align sales team for strategic account penetration, continuously evaluating account and team while adjusting as needed
• Meet or exceed gross margin, bookings, and revenue year-over-year targets while leading top and bottom account growth
• Contribute to development of new Apex solutions and service through identified opportunities from client feedback
• Foster continued team growth and drive strategy through onboarding, training, and mentoring new sales employees

Contracts Management

• Maintain all Master Service Agreements, Professional Service Agreements, and NDAs
• Ownership of deal lifecycle inclusive of drafting pricing & SOWs, internal/external review, and negotiations to ensure compliance and to protect business interests while meeting client expectations
• Monitor and track execution of all major deal process changes (internal and external), mitigating risk and resolving issues proactively
• Standardize SOW templates for account where possible

Client Relationship Management & Activity

• Maintain strong, long-term client partnerships and will partner internally across all levels to meet the needs of the clients and drive business.
• Own responses to RFI/RFPs in conjunction with internal resources
• As Client Director you will attend:
• Client meetings set with new sales employees as they ramp in the role
• Staff augmentation meetings (if applicable to the account)
• Professional services / solutions meetings
• Executive meetings (director-level and above)
• Procurement and/or MSP meetings
• Accounts Payable, Accounts Receivable, and Billing/Invoicing Meetings
• Industry and client networking events (state and industry conferences, networking groups)

Internal Collaboration

• Function as liaison between Industry and Solution leaders for identified opportunities and guiding success through adherence to internal processes
• Ensure account Salesforce pipeline remains updated
• Collaborate with internal resource management for projects involving Internal Practice Consultants (IPCs)
• Host or attend internal collaboration cadences including the following teams / business functions: Geography & Industry, Segment, Solutions, Technology Alliances, engagement Management, & Billing
• Identify and operationalize internal process optimizations
• Host quarterly account development / all-hands meetings

In-Flight Engagement Oversight

• Attend/host project launch meetings
• Participate in monthly and/or quarterly business reviews
• Monitor in-flight engagements and deliverable/milestone acceptances acting as escalation point in conjunction with engagement management to mitigate risks and resolve issues proactively
• Monitor risk governance (work-at-risk requests, high risk engagements)
• “Land and expand” existing programs

JOB REQUIREMENTS

• Bachelor’s Degree with concentration in Business, Computer Science or Information Systems, MBA preferred.
• 10+ years of experience in IT services sales with proven ability to lead and close deals valued at $1M+
• Demonstrated success in generating cumulative deals $10M+ in staffing and consulting services
• Deep SLED knowledge, in the State of California with experience selling and supporting
• Proven experience recommending and delivering custom solutions that solve business problems
• Experience managing people and projects, solving complex problems, and selling in a consultative role.
• Experience with resource planning, budgeting, and forecasting.
• Strong technical proficiency with the Microsoft Office suite and project/program management software tools.
• Must be an adaptive learner, able to learn and leverage new systems and applications rapidly.
• Proficiency with Salesforce CRM.
• Ability to effectively negotiate and manage conflict.
• Ability to manage multiple tasks and deliverables at once.
• Strong written and verbal communication skills required including presentation skills and executive presence.
• Strong organizational skills.
• Results-oriented with a high sense of urgency to meet client requirements.
• Successful track record of cross-functional collaboration and leadership.
• Travel up to 40%, for client meetings and onsite/offsite activity.

OUR COMPREHENSIVE BENEFITS:

• Competitive Salary
• Health, Dental and Vision Insurance
• Health Savings Accounts (HSA) with Employer Contribution
• Flexible Spending Accounts
• Long and Short-Term Disability
• Life Insurance
• Voluntary Benefits
• Employee Assistance Program
• Paid Parental Leave
• Wellness Incentives
• Vacation and Holiday Pay
• 401(k) Retirement Plan with Employer Match
• Employee Stock Purchase
• Training and Advancement Opportunities
• Tuition Reimbursement
• Birthdays Off
• Philanthropic Opportunities
• Referral Program
• Partial Gym Membership Paid
• Team Building Events
• Discount Programs

EEO Employer

Apex Systems is an equal opportunity employer. We do not discriminate or allow discrimination on the basis of race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), age, sexual orientation, gender identity, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, disability, status as a crime victim, protected veteran status, political affiliation, union membership, or any other characteristic protected by law. Apex will consider qualified applicants with criminal histories in a manner consistent with the requirements of applicable law. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation in using our website for a search or application, please contact [email protected].

  

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