Client Director, GTS
Gartner · Tokyo, Japan · 4mo ago
ポジションについて:
クライアントディレクターは、グローバルクライアントまたは主要なエンタープライズアカウントに対して、戦略の策定・指示・実行を担うポジションです。担当いただくクライアントは、戦略的・収益面で非常に重要なラージアカウントとなります。チームの総合力でクライアントへの価値提供、顧客維持、新規ビジネスの獲得に邁進頂きます。
主な業務内容:
大規模グローバルアカウントの役員・執行役員やそのチームと、信頼に基づく価値ある関係を構築・発展させる
アカウントおよびテリトリー戦略を主導し、前年比成長と顧客維持を推進する
卓越したアカウントソリューションを提案し、アカウントのビジョンと戦略を構築、目標達成に向けて実行する
営業チームメンバーや部門横断の社内パートナーと連携し、アカウント計画と実行を指揮する
営業チームへのベストプラクティスの共有・コーチング
クライアントのビジネス戦略、推進要因、目標、施策を理解し、価値の最大化や新たな価値提供機会へとつなげる
Gartnerの採用手法に基づき、優秀な人材の採用し、将来のポジションに向けた候補者パイプラインを構築する
見込み顧客獲得戦略の調整・実行推進
クライアントの主要拠点全体で信頼されるアドバイザーとなる
顧客エンゲージメントの向上、顧客維持・アカウント成長を目的としたアカウント管理
Gartner営業手法とサービスの習得・実践
Gartnerのベストプラクティスの継続的な実行
ラインリーダーシップ、コーチング、育成
月次・四半期・年次の予測および予測精度の向上
競合する知識の習得・活用
必要な経験・スキル:
15年以上のIT業界経験、うち10年以上の営業経験（リーダー・マネジメント経験があれば尚可）
コンサルティブセールス環境での目標達成実績（特にIT・ハイテク分野のサービスやプロダクト営業経験が望ましい）
大手企業のCレベルや役員・本部長との信頼関係構築・価値ある戦略的提案の実績
グローバルアカウントプランニング、テリトリーマネジメント、ソリューション/ライセンスアーキテクチャの開発経験
知性、推進力、影響力、エグゼクティブプレゼンス、関係構築力、営業力、協調性、説得力あるコミュニケーション能力
信頼に基づくクライアントとの関係構築実績と、価値ある戦略的インサイトの提供経験
企業全体の課題を理解し、グローバル企業向けIT意思決定支援の革新的・統合的ソリューションを構築する能力
大手グローバルアカウントの技術購買部門・調達プロセスの包括的理解
業界知識（テレコム・SIer・ソフトウエアベンダー・ハードウェアベンダー・セキュリティーベンダーなど）
プレゼンテーションスキル、ビジネスアプリケーション（PowerPoint、CRMツール、Word、Excel等）の熟練
営業プロセス全体のナビゲーション能力
学士号または修士号（尚可）
日本語ネイティブレベル、英語は中上級レベル
#LI-SS2
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