Client Partner - Public Safety & Defence in Westminster

hackajob is collaborating with Made Tech to connect them with exceptional professionals for this role. Our aim at Made Tech is to use human-centred technology to improve our society. We believe putting people at the heart of designing, building and delivering public services leads to better outcomes for everyone.

As a Client Partner, you will be responsible for growing a portfolio of strategic accounts within one of our Industry Sectors. Specifically, this role will be within Public Safety & Defence, with a strong focus on Home Office. You will develop a strong understanding of the challenges faced by your clients and work with a multidisciplinary account/pursuit team to support your client to overcome them.

You will report to an Industry Director and lead on the creation and execution of a strategic account plan for each of your clients and work with the account teams and staff on the ground to ensure we are making strong progress towards our strategic growth goals in your accounts. You will develop a razor-sharp understanding of your clients' business problems, public sector challenges, department policies and Made Tech's value proposition and be able to communicate this effectively to audiences of varying levels of digital and technology maturity.

You will be expected to identify specific sales opportunities within your accounts and to proactively take new ideas to your clients as well as network, gain referrals and outreach to key stakeholders in your target client portfolio. You will lead on the qualification, pursuit and capture of these opportunities and will personally hold a multi-million pound annual sales target, which depending upon client portfolio, will range from £5M to £20M.

You will be expected to identify senior stakeholders, build strong strategic relationships and become a trusted and valued partner. You will also be expected to work with marketing to help build awareness in your accounts and target accounts. You will be expected to continually build your network and our influence within the client's organisation.

Working in conjunction with Finance, you will manage account profitability and take the lead on the commercial negotiation of rate cards and contractual terms, to ensure they are in line with the wider business guidelines.

Key Responsibilities

• Expert in your Client's Business: Understand your client's strategy, goals, and challenges through continual research. Understand and learn how the public sector works. Be an expert in GDS ways of working. Regularly meet stakeholders, be a visible presence. Understand the client organisation and who the decision makers are. Attend governance meetings and showcases. Understand our competitors, their profile with the client and their relationships. Build relationships with commercial and portfolio holders to understand their pipeline.
• Expert in Made Tech Capabilities & Services: Understand our USPs and how they differ to competitors. Understand how we work and deliver. Understand what good delivery looks like. Understand Made Tech's missions and values. Understand Made Tech's capabilities and how to apply them to clients. Build relationships with capabilities and our delivery teams. Stay current with relevant Made Tech projects, proposals and marketing.
• Trusted Advisor: Have empathy with clients, be client first. Consult to the root cause of the problem. Be a problem solver. Strive to learn. Show and develop your level of understanding. Be a great listener, be transparent, be human, build personal relationships and trust. Be available, responsive and act fast. Understand reasons, constraints, challenges and impact.
• Leading Account Teams: Develop an Account Strategy that brings value to the client, our team and our business. Meet regularly to review and set goals. Set clear roles and responsibilities. Motivate the Account Team. Build and grow relationships. Listen and act on issues. Capture and share intel. Be the CEO of the account.
• Outreach and Networking: Use, and continually experiment with, a variety of channels (e.g., 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.
• Sales Leadership: Own revenue goals and have a clear plan to achieve them. Managing account teams to maximise margin and profitability over time. Negotiate favourable contracts and working arrangements that reduce business risk and cost.

You will have 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.

At this point, we hope you're feeling excited about Made Tech and the job opportunity. Even if you don't feel that you meet every single requirement, we still encourage you to apply. Get in touch with our talent team if you'd like an informal chat about the role and your suitability before applying.

Job Benefits

• 30 days Holiday - we offer 30 days of paid annual leave plus bank holidays.
• Flexible Working Hours - we are flexible with what hours you work.
• Flexible Parental Leave - we offer flexible parental leave options.
• Remote Working - we offer part-time remote working for all our staff.
• Paid counselling - we offer paid counselling as well as financial and legal advice.

Made Tech is on a mission to use technology to improve society - for everyone. We help organisations transform, deliver and manage world-class digital products and services.