Client Relations Global Director, AEC Partnership

TEECOM

6d•$180,000 - $232,000•Remote

About The Position

The Director, Global Client Relations - Principal plays a critical role in growing TEECOMâs market share with key clients and partners. This position requires a consultative selling approach, identifying client objectives and challenges while aligning with TEECOMâs expertise and service offerings. The goal is to establish TEECOM as the preferred partner for all technology engineering design needs globally with our clients and partners across multiple verticals (depending on the role and specific needs of the organization) including Mission Critical, Healthcare, Commercial, Higher Education, Labs/Biotech, Science & Tech, Industrial/Manufacturing and Aviation. This leadership role offers the opportunity to drive growth by leveraging an established network and client relationships to further TEECOMâs thought leadership and grow our market share within these verticals.

Requirements

Bachelorâs degree required. Majors: Business Administration, Marketing, Sales, or Engineering.
15 years experience in a sales role with a proven track record of exceeding sales goals.
Experience and an established network within the AEC industry, highly preferred.
Passion for relationship building, technology, and the construction industry.
Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award.
Excellent verbal and written communication skills.
Results-driven and highly ethical in practice.
Methodical, tenacious, personable, and comfortable prospecting and asking for the business.
Outstanding networking and people skills, both in person and online.
Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously.
Ability to work as a team and positively contribute to TEECOM culture.

Responsibilities

Develop and Manage Client Relationships: Build and maintain a pipeline of opportunities through proactive client relationship development, strategic research, and close collaboration with the Market Intel team.
Targeted Project Pursuits: Lead business development efforts and drive targeted project pursuits within TEECOMâs markets, identifying and aligning client needs with TEECOMâs solutions.
Strategic Partnership Development: Identify and develop partnerships with client and partner organizations with a gap in technology services, to become their preferred partner for TEECOM service offering.
Strategic Leadership Participation: Actively engage in monthly and quarterly Leadership Team meetings, contributing to problem-solving, operational alignment, and strategic initiatives the firmâs growth.
Annual Sales Planning: Work closely with the Leadership Team to develop annual client relations and sales strategy for specific target markets and accounts, ensuring alignment with TEECOMâs growth objectives.
Market Intelligence and Relationship Building: Gather insights and identify new client and channel partners (architects, engineers, General Contractors and Project Management organizations) to further TEECOMâs position in the market.
Client Mapping: Collaborate with our Market Intel team to prepare detailed client organization maps, identifying key decision-makers and existing vendor relationships.
Industry Networking and Visibility: Represent TEECOM at industry functions to increase visibility, connect with clients, and build long term partnerships and relationships.
Competitive Positioning and Proposal Strategy: Collect and organize intelligence that gives TEECOM a competitive edge in winning projects. Seek client feedback and referrals to strengthen client relationships.
Consistent Reporting: Provide regular updates on business development activities, including lead status and prospective projects, using TEECOMâs CRM tools and processes.
Solution-Oriented Selling: Apply a solution-selling approach by actively listening to the clientâs business needs and aligning TEECOMâs offerings to address those needs effectively.
Develop and execute an annual plan collaborating with the Client Relations EVP, the Market Intel, and the broader leadership team
Establish target client list and plans to secure new business opportunities with key clients and channel partners (e.g architects, engineers, general contractors, and project management firm partners)
Align sales strategy with delivery capacity, utilization targets, and recruiting to ensure TEECOMâs successful delivery of our services
Collaborate with Discipline and Team Leads to identify emerging technologies and potential new service offerings
Report on annual performance and market insights to executive leadership
Review quarterly net bookings, backlog, and pipeline strength by clients, markets and regions
Meet with clients and strategic partners to reinforce and escalate to executive-level relationships
Collaborate with the Market Intel Team on thought leadership, conferences, and targeted campaigns
Assist in the development of major proposals and interview strategies
Coach and provide feedback to technical leaders on consultative selling behaviors
Report quarterly results and corrective actions to firm leadership
Participate in quarterly planning meetings to support TEECOMâs annual objectives
Identify key partners for feedback session opportunities
Review monthly net bookings, pipeline, and forecast accuracy
Lead monthly client relations meeting with leadership for specific market assigned
Ensure CRM data quality, pursuit stage and close probabilities accuracy
Review top pursuits across markets and disciplines
Communicate pipeline of upcoming opportunities and coordinate with team leads on timing, probability and potential workload
Track progress on strategic partner plans and key relationships
Adjust focus based on market fluctuation, demand and capacity
Contribute to TEECOMâs documentation to improve results and advance training for non-client relations team members
Participate in and inform the weekly client relations meeting
Participate in and inform the Bi-weekly Owners Client Relations reviews
Review active proposals, RFP/RFQ/SOQ, and interview preparation efforts
Coordinate with the Market Intel team on proposal development, messaging and deadlines
Share competitive intelligence and market insights
Develop and maintain relationships with our clients and channel partners through consistent outreach and sharing value-adding intel
Collaborate in weekly 1:1 with Client Relations EVP
Attend bi-weekly client relations team meeting
Participate in daily huddle with the client relations team
Inform and monitor pipeline changes, pursuits, and near-term deadlines
Support Market Intel and Project Delivery teams on active pursuits
Engage in person with priority clients, channel partners and prospective clients
Coordinate with discipline leads and team leads to present TEECOMâs solutions
Document and track personal outreach to clients, channel partners and prospective clients in TEECOMâs CRM database
Document and track prospects and pursuits in TEECOMâs Pursuit database
Model firm values, collaboration, and professional rigor

Benefits

TEECOM offers a comprehensive benefits package to support employees and their families, including medical, dental, and vision insurance for employees and their dependents, basic and voluntary life insurance, short-term and long-term disability coverage, a 401(k) plan with profit-sharing contributions, paid parental leave, lifestyle and legal benefits, pet benefits, and performance-based bonuses. Full-time exempt team members also enjoy flexible time off, and all employees receive nine scheduled paid holidays.

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