Growth Account Manager/Director (Federal Government)

at  SHL Global

JOIN A TEAM THAT IS SHAPING THE FUTURE OF WORK! SHL, PEOPLE SCIENCE. PEOPLE ANSWERS.

SHL is the innovator is talent assessment with the most comprehensive set of solutions that address the needs of the largest global organizations. From the hourly employee to the C-Suite, whether for talent acquisition or talent management, SHL’s products and services help customers make the most informed, and fair, judgements.

ABOUT US

• We unlock the possibilities of businesses through the power of people, science and technology.
• We started this industry of people insight more than 40 years ago and continue to lead the market with powerhouse product launches, ground-breaking science and business transformation.
• When you inspire and transform people’s lives, you will experience the greatest business outcomes possible. SHL’s products insights, experiences, and services can help achieve growth at scale.

Key Accountabilities:

• Cultivate New and Existing Business: Maintain and grow a portfolio of clients from the Federal Government segment. Demonstrate preparedness and credibility using insight-led sales techniques.
• Relationship Building: Achieve detailed comprehending of the client’s most important business and talent needs by demonstrating expertise and gaining the reliance of the client contacts. Paints client-centric vision of value by effectively positioning our recommendations and capabilities in the client’s context.
• Contracting: Maintain the commercial and contracting process between Government entities and SHL. Including the compliance with Commonwealth procurement processes and panels.
• Enablement of Organization: Partner with Delivery and Services team to ensure exceptional client service. Share market, client, and product feedback with internal teams to ensure continued expansion of SHL’s market share.
• Strong adoption of tools for maximum productivity. Accurate use of Salesforce to ensure proper forecasting, territory management and account planning. Other technologies used include Demandbase, Highspot, LinkedIn Sales Navigator, Tableau.
• Company Representation: Increase and continually promote the SHL brand in the Federal Government market

As an Growth Account Manager/Director (Federal Government), you will lead the growth of SHL’s Federal Government Business from Canberra.
This role is orientated towards growth and will require an extensive and concentrated effort on developing new business relationships and contracts.
You will be accountable for partnering with Government agencies and departments and your account team to ensure that the assessment programs and Solutions are performing effectively, issues or concerns are promptly addressed, and clients renew and grow with SHL.
You will also be accountable for cross-selling into other parts of the client organization and offering the full suite of SHL’s solution set to our clients.

Key Accountabilities:

• Cultivate New and Existing Business: Maintain and grow a portfolio of clients from the Federal Government segment. Demonstrate preparedness and credibility using insight-led sales techniques.
• Relationship Building: Achieve detailed comprehending of the client’s most important business and talent needs by demonstrating expertise and gaining the reliance of the client contacts. Paints client-centric vision of value by effectively positioning our recommendations and capabilities in the client’s context.
• Contracting: Maintain the commercial and contracting process between Government entities and SHL. Including the compliance with Commonwealth procurement processes and panels.
• Enablement of Organization: Partner with Delivery and Services team to ensure exceptional client service. Share market, client, and product feedback with internal teams to ensure continued expansion of SHL’s market share.
• Strong adoption of tools for maximum productivity. Accurate use of Salesforce to ensure proper forecasting, territory management and account planning. Other technologies used include Demandbase, Highspot, LinkedIn Sales Navigator, Tableau.
• Company Representation: Increase and continually promote the SHL brand in the Federal Government market.

What are we looking for?

• Proven experience of successful client management as Account Manager of HR SaaS or Services programs with Government.
• Degree or demonstrated experience
• Demonstrated ability to serve in a role with revenue accountability and able to meet monthly, quarterly, and annual sales goals
• Knowledge of how to oversee multiple commercial processes in a Government context. Forecast with precision, and identify obstacles to a positive commercial outcome.
• Strong business acumen, excellent verbal and written communication techniques, and adaptability.
• The knowledge of how to build relationships at senior levels.
• Knowledge of how to use internal influence to ensure that the full capabilities of SHL are brought to bear in serving our clients.