Principle Client Director - KF Sell

Korn Ferry is a global organizational consulting firm. We help clients synchronize strategy and talent to drive superior performance. Korn Ferry works with organizations to design their structures, roles, and responsibilities. We help them hire the right people to bring their strategy to life. And we advise them on how to reward, develop, and motivate their people. Our 10,000 colleagues serve clients in more than 50 countries.

Korn Ferry Digital is a scaled product business unit within Korn Ferry that develops and sells our suite of talent products and HR technology, supporting clients across six solution areas:

1. Organizational Strategy
2. Assessment and Succession
3. Talent Acquisition
4. Leadership and Professional Development
5. Sales and Service
6. Total Rewards

Our comprehensive talent suite leverages a combination of proprietary talent IP, talent data, analytics and insights to help customers understand their workforce and existing talent gaps, and deliver targeted talent interventions at scale using HR technology.

KORN FERRY SALES & SERVICE

Powered by the proven sales methodology of Miller Heiman Group, acquired by Korn Ferry in 2019, we offer market-leading Sales & Service solutions, including Korn Ferry Sell on the Salesforce AppExchange and Microsoft Dynamics. KF Sell is the market leading platform that brings sales methodology into the moment of work. It provides real-time insights for sales leaders into the sales process, informs sellers where they should spend their time to win faster and identifies the steps needed to accelerate and close deals.

Using a single application, Korn Ferry Sell provides better visibility into sales activity and provides sales managers with enhanced opportunities to coach their teams. In addition, it improves the quality and quantity of CRM data to help leaders make more informed and effective decisions and accurately measure ROI. Recent research by Korn Ferry shows a 23% increase in win rates, a 23% increase in quota attainment and a 7% increase in seller retention when using the Strategic Selling with Perspective methodology found in Korn Ferry Sell.

OPPORTUNITY TO ENHANCE YOUR CAREER - It’s about exceeding your potential.

The Korn Ferry Sales & Service commercial team oversees and manages the sale of Korn Ferry’s Digital sales transformation solutions, including KF Sell. The role-holder will lead end-to-end new business sales pursuits with enterprise prospects and clients, setting standards of sales excellence across Sales & Service digital solutions.

The Principal Client Director will be responsible for identifying new Enterprise prospects, selling into the office of the Chief Revenue Officer (CRO) and Chief Sales Officer (CSO), converting leads into clients, and collaborating with sales leaders and internal stakeholders on an identified set of large, highly strategic prospects. The Principal Client Director will accomplish this through the ability to sell the full scope of the company's products and services in a consultative manner, negotiate an effective contract, and tailor solutions that address client needs. This role requires high-level execution at every stage of the pipeline development and sales process.

KEY RESPONSIBILITIES

1. Demonstrates strategic selling approach to identify, target, and penetrate companies with needs appropriate to company's services and products.
2. Ownership of prospects in assigned market segment.
3. Develops strategic business plan for area of responsibility to maximize revenue from new clients by addressing the unique needs and opportunities of the assigned scope of responsibility.
4. Effectively researches prospect organization to understand industry segment, key business drivers, situational or environment factors, and business challenges.
5. Develops customized business solutions based on customer needs that effectively articulate and differentiate products value proposition.
6. Delivers compelling and thought-provoking presentations that compel new and dormant clients to work with the company.
7. Builds strong internal network of resources and works effectively with them to build solutions and deliver against client needs.
8. Builds reliable, sustainable, mutually beneficial relationships with key client buying influences.
9. Effectively aligns with professional services and client management organization to ensure seamless transition of client to new account owner.
10. Ensures comprehensive understanding of industry issues and competitive landscape to ensure relevance and appropriate competitive positioning.
11. Uses tools and technology to leverage efforts.
12. Builds and maintains accurate forecasts of sales opportunities.
13. Builds individual development plan to continue skill and knowledge growth.
14. Works collaboratively with the customer support teams to continuously improve customer satisfaction and uncover new business opportunities.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

1. 7+ years' sales experience in a complex business environment with emphasis on selling disruptive SaaS solutions and services to large, highly strategic corporations. Experience in ecosystems including Salesforce and Microsoft.
2. Previous success in a Sales or Business Development role selling solutions to the persona of the Chief Revenue Officer (CRO) and the Chief Sales Officer (CSO) is strongly preferred.
3. Experience with developing new business and maintaining client relationships.
4. Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills.
5. Extensive knowledge of business/economic environment.
6. Strong pipeline analysis and opportunity forecasting skills.
7. Strong customer-centered selling skills.
8. Ability to present and defend point of view constructively and persuasively.
9. Time and project team management skills.
10. Very strong influence skills. Exceptional listening and interpersonal skills.
11. Independent; self-driven; well organized; inspires confidence in self.
12. Works well under pressure. Demonstrates sound business judgment, common sense, and insight.
13. Insatiable curiosity and drive to succeed. Perseverant and upbeat.
14. Understands how to work with senior level management. Solutions oriented.

EDUCATION

Bachelor's degree preferred. An advanced degree in business or in a similar field is a plus.

Internal Mobility at Korn Ferry

If you currently work for Korn Ferry or one of our affiliates, you must be eligible to apply for a different position within Korn Ferry to use the Careers Site. If you accept such a position, your benefits programs and Human Resources policies may change. Please consult with your HR contact for the new position concerning application eligibility, including any immigration/visa needs, benefit programs, and HR policies applicable to that position.

Korn Ferry is an Equal Employment Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status or any other characteristic protected by federal, state, or local law.