teecom - Client Relations Global Director, AEC Partnership
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Requirements
• Bachelor’s 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 TEECOM’s markets, identifying and aligning client needs with TEECOM’s 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 firm’s 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 TEECOM’s 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 TEECOM’s 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 TEECOM’s CRM tools and processes. • Solution-Oriented Selling: Apply a solution-selling approach by actively listening to the client’s business needs and aligning TEECOM’s 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 TEECOM’s 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 TEECOM’s 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 TEECOM’s documentation to improve results and advance training for non-client relations team members • Bi-Weekly/ Weekly • 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 TEECOM’s solutions • Document and track personal outreach to clients, channel partners and prospective clients in TEECOM’s CRM database • Document and track prospects and pursuits in TEECOM’s Pursuit database • Model firm values, collaboration, and professional rigor • Initially an individual contributor, with a high degree of cross-functional team collaboration. • Mentor technical team members in client relations and business development activities • ## Physical Demands • Computer work and travel for client relationship development (in person meetings, events, conferences). • ## Work Environment • 100% remote with up to 50% client relations development travel. • Your level will be evaluated and determined during the interview process. • We are interested in every qualified candidate who is eligible to work in the United States. However, we are not able to sponsor visas.
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