Director, Client Solutions

FarWell•Milwaukee, WI

2d•Onsite

About The Position

The Director, Client Solutions is a senior-level individual contributor role responsible for developing and nurturing relationships with new and existing clients. This role requires knowledge and experience in relationship building, demand generation, and consultative selling. The individual will manage and grow a territory of clients by demonstrating a solid understanding of core business initiatives and what it takes to achieve success. The Director, Client Solutions works closely with client executives and leadership to proactively identify solutions to help meet their needs. They will possess strong prospecting, sales, up-sell/cross-sell, communication, negotiation, and presentation skills. FarWell is a consulting and advisory firm that helps organizations navigate complex business and technology change, connecting strategy to execution with expertise in project management, organizational change management, business analysis, agile delivery, and transformation leadership. The company values Humility, Accountability, and Collaboration, and is committed to fostering a culture where team members can grow their careers and make meaningful contributions.

Requirements

5+ years in professional services / consulting sales.
Demonstrated success selling to new and existing stakeholders at the C-suite and direct report levels; Finance, IT, HR lines of business.
Proven history of consistently delivering seven-figure revenue quota.
Experience maintaining business relationships over a multi-year period.
Bachelor’s Degree or equivalent work experience.
Broad, enterprise level awareness and ability to connect the dots across multiple lines of business
Excellent communication and collaboration skills.
Asks great questions and is a keen listener.
Driven to achieve results and self-motivated.
Proficient in the use of Microsoft Office Suite, LinkedIn, Salesforce or other CRM systems.
Influencer and negotiator.
Ability to prioritize and organize work in a multitasked environment.
Strong business acumen.
Consultative approach.
Problem solving skills.
Excellent interpersonal skills.
Experienced in sales processes such as Same Side Selling, Miller-Heiman, Sandler Sales, Challenger Sale, MEDDPICC etc.
Actively engaged in appropriate networking / community groups (i.e., WiT, PMI, etc)
Ability to collaborate effectively with internal colleagues.
Ability to manage multiple accounts/relationships.
Ability to lead in person and virtual business meetings.
Eligibility to work in the U.S. without sponsorship required.

Nice To Haves

10+ years in professional services / consulting sales
Experience with digital transformations (SaaS, ERP, SCM, CRM, etc).
Experience in technology-focused industries.
Domain expertise in Strategy, Business Analysis, Change Leadership, Organizational Change Management, and Project Program Management.
Curious about AI and applies it resourcefully and ethically within the sales lifecycle.
Continuing education certifications.
Advanced degree.

Responsibilities

Demonstrate core FarWell values: Humility, Collaboration, Accountability.
Successfully achieve annual sales and profitability targets.
Lead and drive client engagement and provide solutions to complex business problems.
Effectively manage sales pipeline and expand business within high potential accounts.
Collaborate with internal teams to structure value proposition to clients.
Present solutions based on understanding of client’s business issues.
Negotiate client agreements and statements of work.
Deliver and analyze marketplace insights and industry trends to clients to become a trusted business advisor.
Lead development and execution of account development plans.
Perform account planning and key account research to optimize business development efforts.
Use of a consultative selling approach to uncover client needs and promote the full scope of FarWell services.
Write effective sales proposals and discovery documents.
Conduct virtual and face-to-face meetings and presentations with existing and prospective clients.
Nurture relationships to ensure impressive customer experiences.
Utilize CRM system to capture customer activities and manage pipeline.