Client Partnerships Lead - Tech & Telco industry categories

Job Locations United States-NY-New York | United States-CA-San Francisco
ID
2023-9648
Function
Sales

Introduction

Founded in 1843, The Economist Group (TEG) is a global media and information service company that champions progress.  With customers spread across 159 countries, The Economist currently has 1.2 million subscribers across print and digital.  Headquartered in London, UK, The Economist Group has offices worldwide including other regions in Europe, Middle East, Africa, Americas and Asia.  We provide individuals and organizations with the expertise, insights and perspective to press forward. The Economist is the leading source of analysis on international business and world affairs. It delivers information through a range of formats including its newspapers, website, podcasts, and app as well as its conferences and events. What ties it together is the objectivity of its opinion, the originality of our insight and our advocacy of economic and political freedom around the world.

TEG is a leading source of insight and analysis of the intersection of international markets, policy, sustainability, technology and society. Within the TEG, Economist Impact acts as a thought leader and think-tank on the mega-themes influencing the future environment, bringing together our unique set of policy consulting, marketing services and amplification capabilities. Leveraging our global media reach and world-renowned research expertise, this division of 200+ around the globe works with an array of clients across sectors to support major strategic initiatives, targeted stakeholder engagement and impactful communications efforts.

As part of the Economist Impact global sales structure, the Technology & Telecommunications Category develops and leads strategic client engagements with some of the world's most innovative Tech and Telco brands. These partnerships are often grounded in original thought leadership which we then amplify to our globally curious and influential audience. 

To help us reach our growth ambitions, we are currently seeking a highly motivated and talented Partnerships Lead to join our dynamic sales team. Reporting to the Global Category Lead, this role is instrumental in supporting the continued growth of the Economist Impact with key accounts and pursuit accounts. This person will be an integral part of the global team selling a range of thought leadership and research, branded content, marketing solutions and events that support client strategies and drive impact across our core areas of expertise - New Globalisation, Sustainability and Healthcare. The role will also serve as an advisor to our clients and internal teams in the creation of strategic, impactful programmes.

The ideal candidate will have both experience in overseeing complex key accounts at a senior level, and the ability to develop new business from a managed list of accounts. Collaboration, creativity and teamwork will be critical to succeed in the role. The person will have strong consultative skills, the ability to identify customer needs, craft effective proposals in conjunction with the strategy and practice teams as well as excellent presentation skills. The successful candidate will also need proven success in building an organic pipeline through new project development, client issued RFPs and strategic partnerships.

The role will require an understanding of the Tech and Telco sector - business objectives, opportunities and risks, target audiences, areas for growth and compliance needs.

Lastly, the successful candidate will also be able to navigate complex corporate structures, driving relationships as the category’s commercial lead for designated key accounts and prospecting opportunities with new organisations across the category.

Accountabilities

How you will contribute:

  • Responsible for meeting sales targets, along with other key business metrics identified by the Global Category Lead (key account revenue, cross-selling across divisions, penetration with critical new targets)
  • Support the Global Category Lead in building and maintaining strategic partnerships with designated key accounts within the category.
  • Effectively manage all aspects of your own accounts – understanding your clients business priorities, organizational structures, building & managing relationships;
  • Develop and execute winning sales plans and account strategies, including account mapping, prospecting and maintaining depth and breadth of insights and knowledge on our key accounts;
  • Work with the Impact new business development team to identify and win new clients from
    within the category. Working collaboratively to secure new partnerships.
  • Represent Economist Impact capabilities with clients, stakeholders and at industry events;
  • Foster effective teamwork and knowledge sharing with local and global sales colleagues, particularly with those targeting the same multinational firms in different regions;
  • Develop a deep understanding of the category sectors and specifically the dynamics of your key accounts.
  • Provide advice and direction around our marketing efforts and collateral development for the Global Category that advances our standing and opportunities for upselling and new business acquisition;
  • Confidently and persuasively convey the merits of The Economist Group’s capabilities to clients and prospects in all written and verbal communications while maintaining the high quality and professional image of The Economist

Experience, skills and professional attributes

The ideal skills of the role are:

  • 7+ years of experience in business development, strategic partnerships or solutions-based selling as well as effective sales pipeline management.
  • Relevant background having worked with clients within the category landing new accounts and expanding existing ones.
  • Track record in liaising and working with senior stakeholders(director and above) within accounts along with effective client management skills.
  • Excellent negotiation skills
  • Experience in using salesforce for pipeline and account management.
  • A strong consultative sales aptitude and track record of working with clients on complex solutions that may include policy research, content marketing, media, and events.
  • Proven ability to meet sales targets and to manage multiple opportunities at different stages of development and effectively move through the pipeline to achieve short, mid and long term sales targets
  • Excellent collaboration skills and the ability to build productive relationships and work well with people at all levels in an organisation
  • Capacity for strong ownership, with minimal guidance and ability to take the lead role on individual assignments; must be self-motivated but also adept at working within teams
  • Versatile - adaptable, creative and solution driven
  • Exceptional command of written and spoken English

 

The expected base salary for this position ranges from $120,000 to $160,000. It is not typical for offers to be made at or near the top of the range. Rather, salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered.

 

*Please note this opportunity is located in NYC.  The hired candidate will be required to work from our NYC office several days per week.

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