Job Description

Description

Ness Digital Engineering



Sales Cluster Lead - Farmer (Europe)



The Company



Company



Ness Digital Engineering



Purpose



Ness works in close collaboration with its clients to create more engaging customer and employee experiences, enhance business insight, and improve operational productivity.





Ownership



Private Incorporated



Company Location



Headquartered in WTC, New York, with 21 office locations across North America, Europe, and Asia.



Employee Strength



4,500+



Website



www.ness.com





Company Overview



Ness Digital Engineering (Ness) is a full life-cycle digital transformation specialist. Ness traces its origins as a Produce Engineering company in Israel back in 1999. Over the years, Ness has established long-term client engagement model to support full life cycle of products from ideation through maturity.





At Ness, we differentiate ourselves through specialization at the intersection of business and technology and the unique ability to bring specialized Consulting and at-scale Engineering for end-to-end client service. Ness drives digital innovation through Digital Consulting (in Cloud Engineering, Data and Analytics, Salesforce, Experience Design, and Intelligent Engineering), and three Industries (Financial Services, Manufacturing and Transportation, and TMT Technology & Media).





Ness has deep alliances in the 5 digital ecosystems, with a Premier Consulting partnership with AWS, Select Service Snowflake Partner, Crest Partner with Salesforce, Premier Partner with Confluent, and Microsoft Azure partnership.



Ness has at-scale global delivery capability, with over 4500 employees and across its 11 innovation bubs across North America, Eastern Europe and India.



Ness is also rated a leader in Engineering R&D Services by Zinnov and Distributed Agile Delivery by Forrester.





Ness Digital Engineering is 100% owned by KKR, a leading global investment firm that offers alternative asset management as well as capital markets and insurance solutions. KKR aims to generate attractive investment returns by following a patient and disciplined investment approach, employing world-class people, and supporting growth in its portfolio companies and communities. KKR sponsors investment funds that invest in private equity, credit and real assets and has strategic partners that manage hedge funds. KKR's insurance subsidiaries offer retirement, life, and reinsurance products under the management of Global Atlantic Financial Group. References to KKR's investments may include the activities of its sponsored funds and insurance subsidiaries. For additional information about KKR & Co. Inc., please visit KKR's website at www.kkr.com.



The Position



Position Title



Sales Cluster Lead



Location



London, UK



Reports To



Industry Sales Head/ Europe Regional Head



Position Summary



Ness Digital Engineering is seeking a self-motivated and experienced Sales Cluster Lead who has experience and track record in growth through radiation strategy in existing customer base and will play a crucial role in maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth within our European customer base.







Responsibilities



Responsible for driving Growth of existing priority accounts (Champion /Attack/named Nurture accounts) and deliver a growth in excess of $6M million in growth both in terms of New Bookings and New Revenue during the fiscal year and in line with company GM / EBITDA goals. Also ensure the account backlog and renewals are managed and overall the account can drive growth with our 3 year aspiration to make this a top-10 accounts for the firm.





Client Relationship Management: Build and nurture strong, long-lasting relationships with clients, becoming their trusted point of contact for all services-related matters. Maintain and grow a portfolio up to $20M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close



Client Growth: Define growth through radiation strategy for each of the accounts to grow beyond current engagement client stakeholders and division(s). Identify opportunities for upselling and cross selling all services to existing clients, contributing to revenue growth. Drive alliance partnership services (Salesforce, Confluent, Databricks, AWS) service new opportunities. Have focus on faster closure of the opportunity for revenue conversion.



Needs Assessment: Work closely with clients to understand their business objectives and engineering challenges, translating these needs into actionable proposals.



Solution Development: Partner with consulting and engineering teams to develop innovative solutions that address client requirements and align with industry best practices.



Scope Management: Define project scope, objectives, and deliverables in collaboration with clients, consulting and engineering teams, ensuring alignment with client goals.



Risk Management: Identify and mitigate project risks, proactively addressing issues that may impact project timelines or quality.



Communication: Maintain open and transparent communication channels with clients, providing regular updates on project progress, issues, and resolutions.



Client Advocacy: Serve as the client's advocate within Ness Digital Engineering, ensuring that their needs and priorities are well-understood and met.



Quality Assurance: Monitor project quality and adherence to best practices, ensuring that all services meet or exceed client expectations.



The Person



Pivotal Experience & Expertise



Required Qualifications:

Must have IT Services Selling experience, specifically experience and track record in growth through Radiation (Growth beyond current stakeholders & divisions) in existing accounts - product engineering is best - want project and managed service sellers (not staffing sellers) Must have prior experience growing Named Accounts (not new logos) by minimum $6m+ new booking. Must have experience co-owning and driving both $1M+ Proposal and SOW builds (can't delegate) - if you get help from Ness, that's a bonus Experience selling alliance partnership services (Salesforce, Databricks, AWS, Confluent) Must be willing to travel to named accounts onsite every-other-week minimum Willing to commit at least 3-years in role - we want sellers who see a path to greater responsibilities inside Ness.




Preferred Qualifications:





Knowledge of industry specific go-to-market solutions Good understanding of industry specific business issues and drivers Global Delivery Model experience Experience managing large multi-location consulting engagement teams. Track record as an Account Manager in a rapidly growing client relationship * Preferred candidate will have prior experience selling to Pearson in US & UK from large IT player who can manage a 20M+ account and do C-level with strong Account management skills.