Principal Client Director - Sales & Service, Middle East - Dubai

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:

• Organizational Strategy
• Assessment and Succession
• Talent Acquisition
• Leadership and Professional Development
• Sales and Service
• Total Rewards

KORN FERRY SALES & SERVICE

Within the sales & service solution, Korn Ferry Digital offers Korn Ferry Sell, a market leading CRM-embedded application that leverages sales methodology to support clients with real-time training and coaching with their sales opportunities. Much of Korn Ferry Digital growth is driven by continued adoption, renewal, and expansion of KF Sell along with complementary coaching & talent offerings to support the effectiveness of the clients’ commercial teams.

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.

For more information on KF Talent Suite please visit: https://www.kornferry.com/capabilities/talent-suite-hcm-software 

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

The Principal Client Director will be responsible for identifying new Enterprise prospects, converting them 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

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

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

The successful candidate will have - 

• Proven experience in a complex business environment with emphasis on selling of Human Capital SaaS products and services to large, highly strategic corporations.
• Previous success in a Sales or Business Development role selling Human Capital (Talent, L&D etc), services is strongly required.
• Experience with developing new business and maintaining client relationships.
• Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills.
• Extensive knowledge of business/economic environment.
• Strong pipeline analysis and opportunity forecasting skills.
• Strong customer-centered selling skills.
• Ability to present and defend point of view constructively and persuasively.
• Time and project team management skills.
• Very strong influence skills. Exceptional listening and interpersonal skills.
• Budget development/management skills.
• Independent; self-driven; well organized; inspires confidence in self.
• Works well under pressure. Demonstrates sound business judgment, common sense and insight.
• Insatiable curiosity and drive to succeed. Perseverant and upbeat.
• Understands how to work with senior level management. Solutions oriented.

EDUCATION

• Bachelor's degree required. Advanced degree in business or in a similar field is a plus.