Position Description

Senior Client Partner
Work Location McLean, VA
Job Code 12179
# of openings 1
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As an employee, you make change happen – for our clients, for our company, for your professional growth, for the consumers. We hire the best and brightest, who are driven to create that change. At xScion, you aren’t just another team member,

you’re impactful.  

You’re empowered.

You’re driven.

You’re an xScioneer.

 

As a Senior Client Partner, You Will:

  • Lead strategic business development and client services activities.

Sales Strategy

  • Apply Solution Selling, Account-based Selling, and/or Target Account Selling techniques.
  • Identify target market segments and associated target clients.
  • Develop action-oriented account plans including relationship maps and whitespace analysis.
  • Embrace continuous education on current market trends and technology best practices.
  • Work with Solutions team to help define and refine go-to-market propositions.

Prospecting, Networking and Lead Development

  • Generate leads and identify opportunities with new complex client organizations.
  • Expand relationships with existing clients to cross-sell solutions.
  • Leverage existing relationships to develop relationships with new buyers.
  • Generate leads as a recognized leader at networking events, conferences, industry associations, etc.

Sales Execution

  • Pursue, propose, and close new consulting solutions business development opportunities.
  • Understand and identify client needs and apply those needs to xScion’s services.
  • Lead proposal efforts and act as “voice of the customer” within xScion.
  • Work collaboratively with other xScion team members (i.e., Solutions, Talent, Finance, Operations, etc.) to design, develop, and publish proposal documents.
  • Develop deliverables to include, but not limited to, Solutions Configurations and Statements of Work (SOWs).
  • Follow up to ensure customer’s satisfaction, promoting loyalty that will result in repeat business and referrals.

C-level Selling

  • Build “trusted advisor” relationships with senior executives and C-level executives.
  • Effectively communicate through all mediums (verbal, listening, written) with technology and business clients including C-level executives.
  • Significant experience with business-to-business professional services sales, particularly at the C- level.

Pipeline Development, Forecast Management

  • Build and grow an opportunity pipeline (i.e., a sales funnel).
  • Maintain revenue forecast sufficient to meet/exceed financial targets.

Account-based Marketing

  • Collaborate with xScion’s Marketing team to define sales engagement, brand awareness, PR, etc.
  • Coordinate with Marketing to define and drive outbound lead generation activities.
  • Collaborate with Marketing to identify targeted external events (e.g., webinars, tradeshows, networking events, industry forums, etc.).

Business and Management

  • Manage and mentor junior sales/BD professionals.
  • Oversee sales operations including distributed pipelines across sales professionals.
  • Understand financial operations including sales momentum, trend analysis, margin improvement, etc.
 
To Be Successful, You Need:
  • 15+ years of progressive experience in Professional Services Business Development in the Mid-Atlantic area
  • Proven track record of sales/revenue growth, experience in building and sustaining C-level client relationships, and comfort with business ownership (pipeline/forecast)
  • Proven track record of meeting or exceeding annual quota objectives
  • Proven ability to develop and execute sales strategies
  • Proven track record of successful account penetration, expansion and management within complex clients
  • Proficient in usage of CRM and all Microsoft Office applications
  • Strong leadership skills
  • Ability to work independently, as well as being a collaborative team member
  • Keen business intelligence; mature and self-confident, capacity to work under pressure, strong work ethic
  • Motivated - self-starter with effective time management skills
  • Fearless - Embraces challenges and knows no boundaries.
  • Trusted Advisor - Lives integrity and delivers on promises...every time.
  • Entrepreneurial spirit - A dreamer and a doer who is optimistic about possibilities, passionate about seeing your vision come to life, and takes thoughtful risks to get there.
  • People person - A relationship builder who connects with people and values friendship and fun.
  • Insatiable appetite to learn - Driven by continuous learning with an insatiable hunger to grow, become, do, share, and give more.

 

Why xScion?

  • We have an amazing culture – We were named ‘Best Places to Work in Virginia’ 5 years in a row (2016, 2017, 2018, 2019 & 2020).
  • We are poised for rapid growth – We are on the cutting edge of digital transformation in healthcare, non-profit, and finance and continuously welcoming new clients to the xScion family.
  • We believe in your continuous development – We invest in our teams’ development, paying for certifications and trainings to improve their skills because we are committed to collectively being the best at what we do.
  • We want you to make an impact in whatever you do - Our people have the opportunity to be the big fish in a smaller pond.
  • You’ll work with the best – We hire great people. Period.
  • And because we truly care about you and our clients - We are run by real people for real people, creating flexibility, balance, respect and fun in the workplace.
  • Great Benefits: medical, dental, 401k match, Flexible Spending and more, but we also have unique perks such as 26 days off a year (including your birthday!), company events, games, and many other things that inspire balance and flexibility.
 
We’re Transforming Businesses:

xScion is a Virginia-based, Woman-Owned company. We help companies modernize their IT and business operations. Our team helps leading Healthcare, Association and Financial Services companies improve their business processes through innovative solutions including Agile Transformation, Data Services and Enterprise Automation.

 

Want to Learn More about xScion? 

Check us at out on www.xscion.com or socially at LinkedInTwitter and Glassdoor.
At xScion, we celebrate diversity in all forms.  xScion is an Equal Opportunity Employer- Females/Minorities/Protected Veterans/Individuals with Disabilities.
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