Enterprise BD Director - SaaS - Industrial

About Us

Korn Ferry is a global organizational consulting firm. We help clients synchronize strategy and talent to drive superior performance. Korn Ferry works with organizations to design their structures, roles, and responsibilities. We help them hire the right people to bring their strategy to life. And we advise them on how to reward, develop, and motivate their people. Our 10,000 colleagues serve clients in more than 50 countries.

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
  
  

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.

Job Description

Within the Sales & Service solution, Korn Ferry Digital offers KF Sell, a market-leading CRM-embedded application that leverages Strategic Selling IP to support clients with real-time training and coaching with their sales opportunities. Much of KF 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.

ARE YOU READY TO ‘BE MORE THAN’?

No one knows more about aligning talent and organizational strategies than us. With our unique expertise, we can help you release the power of your collective genius and drive superior performance.

At Korn Ferry, we’re passionate about creating a diverse, autonomous, and flexible environment. Having a career at Korn Ferry, talent thrives and excellence is always recognized and rewarded.

You’ll be empowered to share your ideas and to follow them through. And, because we’re all about taking talent further, you can look forward to exceptional training and development opportunities in every job at Korn Ferry.

OUR PURPOSE: To enable people and organizations to exceed their potential.

OUR VISION: To be the preeminent organizational consultancy.

Our Values

• Inclusion: We embrace people with different points of view, from all backgrounds. And we think and work as one team.
• Honesty: We say what we mean, and we do what we say. We hold ourselves to the highest standards. And we make it safe for people to speak out when they see something wrong.
• Knowledge: We are insatiably curious, always learning new things. And we actively help our colleagues grow and develop, too, with mentoring and support.
• Performance: We never settle for the status quo. We always strive to be better today than we were yesterday and do our best for our clients, colleagues, and shareholders.
  
  

OPPORTUNITY

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.
  
  

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.

LEADERSHIP CHARACTERISTICS

• Making Complex Decisions - Can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution, given the situation; uses multiple problem-solving tools and techniques.
• Getting Work Done Through Others - Manages people well; gets the most and best out of the people he/she has; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops; keeps people informed; provides coaching for today and for the future.
• Dealing with Trouble - Fearlessly takes on all issues, challenges, and people; comfortably confronts and works through conflict; delivers negative feedback and messages without hesitation; deals promptly and fairly with problem performers; lets everyone know where they stand; thrives in crises and is energized by tough challenges; not afraid to make negative decisions and take tough action; challenges the status quo.
• Inspiring Others - Is skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people.
• Demonstrating Personal Flexibility - Open to lifelong, continuous personal improvement; aware of self and impact on others; responsive to feedback; is very flexible; can act in ways that seem contradictory and is adaptable to demand characteristics of different situations
  
  

Internal Mobility at Korn Ferry

If you currently work for Korn Ferry or one of our affiliates, you must be eligible to apply for a different position within Korn Ferry to use the Careers Site. If you accept such a position, your benefits programs and Human Resources policies may change. Please consult with your HR contact for the new position concerning application eligibility, including any immigration/visa needs, benefit programs, and HR policies applicable to that position.

Korn Ferry is an Equal Employment Opportunity/Affirmative

Action Employer - Minority/Female/Disability/ Veteran

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status or any other characteristic protected by federal, state, or local law.