Responsible for supporting account executives in selling all Judge Services and solutions to prospects and existing customers. Collaborates with account executives and internal teams to create customized and strategic opportunity proposals that drive high value for Judge and its clients. Supports new client acquisition, client satisfaction, and overall sales team success for respective region. Reports directly to Head of Integrated Services.

Drives selling of Judge services and solutions

• Engages in consultative solutioning with new and existing clients and Judge sales executives to uncover client needs and pain points, understand client budgeting position and process, and customize solutions that meet client needs and drives revenue for Judge services and solutions.
• Partners with cross-divisional teams to create and deliver compelling presentations and demos that clearly communicate Judge services and solutions and value proposition.
• Models the financial business case associated with each service and solution sales opportunity.
• Partners with Account Executives to create strategic (proactive) proposals that outline the solution, benefits, value proposition, pricing, and implementation timeline.
• Collaborate across Judge capability practices to harvest, package, and cross-sell repeatable solutions, and create pro-active bids to our accounts.
• Supports deal contract negotiations and closing.
• Works with Account Executives and Service Delivery Engagement Managers to create, update and execute on account plans.
• Creates and delivers highly creative and engaging presentations for proposals, business reviews, and thought-leadership publications.

Provides engagement management for select client projects

• Can be assigned to collaborates with customers and cross-functional internal teams to ensure the timely and successful delivery of solutions according to client needs
• Effectively communicates client needs to internal teams for future services and solutions enhancements
• Manages run rate and outcome delivery to ensure project is delivered according to budget in SOW

Personal development and other activities

• Stays abreast of relevant industry trends and insights
• Develops and maintains relevant skills
• Attends industry-related conferences to expand prospect network and knowledge
• Educates and mentors account executives on how to embody a consultative selling approach and lead sales meetings with Judge services and solutions
• Authors a minimum of 2 (annually) thought-leadership articles, white-papers, blog-posts

Qualifications:

• At least 7-10 years of work experience in consulting services (selling, proposing, delivering)
• At least 3 years proven success as a Solution Sales Consultant or Account Executive
• Proven track record selling services and solutions (outside of staffing)
• Ability to forge strong, long-lasting relationships with senior executives and clients
• Ability to explain and present complex concepts in an easy to understand manner
• Deep expertise in authoring Proposal presentations and writing SOWs that effectively explain value proposition to the client
• Solid technical background with understanding and/or hands-on experience in applications development, architecture, digital technologies
• Willingness to travel as needed
• Good marketing skills and business sense
• BA/BS degree or equivalent