Senior Client Executive - Nordic Region

We are a global provider of Azure consulting and development services. Our long-term Microsoft Partnership earned us the status of Azure Expert Managed Services Provider, 8 Advanced Specializations, and 15 Gold Competencies. In February 2022, we became part of SoftwareONE, a leading global provider of end-to-end software and cloud technology, forming their largest Azure Cloud practice center.

We use full-stack Microsoft technology to inspire a self-managed culture and empower employees and organizations alike to achieve greater productivity and purpose.

Our work is driven by 4 key values:

  • Act with care - teamwork is our priority and mutual support is our strength. We play a team game
  • Be one step ahead - we take responsibility without hesitation and act proactively, predicting next steps and their consequences
  • Be a challenger - we always look for ways to do things better and help others do the same, even if it means saying "no"
  • Make it happen - guided by a self-managed approach and mutual trust, we deliver on our promises.

If this sounds like the perfect environment for you - don't hesitate and apply today. 

Responsibilities:

Strategic and Business Development:

  • Execution of Predica company strategy as well as build new business development opportunities in line with strategy in Nordic region,
  • Be Account Owner for 4-8 key clients (2-4 existing, and 2-4 new to be acquired),
  • Hands-on execution of business development and sales activities for your clients, and orchestrate other Predica people involved,
  • Develop good business relationships with the Nordic Microsoft offices,
  • Prioritize and balance between projects ("cash cow", "strategic" etc.) with the head of Nordic region,
  • Account planning and execution of account plans.

Pre-Sales & Sales:

  • Hands-on execution of sales processes– 80% of your time must be client focused! 
  • Drive a consultative sales process to success (new, up-sell, cross-sell),  
  • Hands on action to close biggest opportunities,
  • Run and facilitate scoping workshops  with Clients together with colleagues,
  • Negotiate contracts (scope, schedule, pricing, terms) with clients,
  • Prepare Scope of work, Schedule, and Pricing documents together with engagement manager and tech architect from delivery team, 
  • Collaborate and use marketing and lead generating services available from our Client Growth Business Unit in HQ. 

 Operational:

  • Establish and develop business relationship with key people at clients (stakeholder map),  
  • Establish and develop relationship with Predica delivery teams, especially engagement managers (EM), project owners (PO) and tech. architects (TA),
  • Overseeing Net Profit of the engagements within Client portfolio,
  • Identify and mitigate risks and bottlenecks at client opportunities and engagements, 
  • Work with marketing to align our marketing message and value proposition to the Nordic market to help you in business development. 

Requirements:

Business Development:

  • Sales/business development role in high-growth (30-50% YoY) mid-to-large sized (100-10’000FTE) IT provider company, 
  • Proven experience of managing relationships with senior decision makers and growing clients in multi-technology area,
  • Experience in both “doing all yourself selling” and “orchestrating a small sales bid team”, 
  • Recent HANDS-ON experience closing consulting or project sales of at least 5 big engagements for private enterprise clients in Western Europe countries, 
  • 5 years’ experience and proven track record of selling B2B IT professional and managed services on Microsoft technology stack – from 100k USD to 1mln USD+ to enterprise clients (500 FTE+), 
  • Experience of creating and managing relationships with external partners (ideally Microsoft), 
  • Experience as management consultant or digital advisor working with medium and large international enterprises is an advantage.

Technology:

  • Passion for Microsoft Azure cloud,
  • Good level of understanding of IT solutions within one of following domain/areas: “Azure Development”, “Data & AI”, “Cybersecurity” or “Cloud infrastructure” is an advantage. 

Attitude:  

  • Entrepreneur, self-starter mindset,
  • Passion and drive to learn,
  • Willingness to travel up to 40%, 
  • Constantly works on improving soft and hard skills, 

Soft skills:

  • Good presentation and communication skills, 
  • Strong decision making and problem-solving skills,  
  • Good negotiation skills,

Qualifications: 

  • Fluent English,
  • Bachelor or master’s degree (B.Sc./M.Sc.) in Computer Science, Economy, Marketing or equivalent.

We offer:

  • 8000 PLN/1750 EUR
    self-development budget
  • Net profit bonus
  • International projects
  • The option to work from
    home/hybrid/office with
    flexible working hours
  • Hardware budget
  • Mentorship
  • Globetrotter bonus
  • Clear career path
  • Additional benefits
Apply