Enterprise Sales Executive, Commercial Services

Through our dedicated associates, Conduent delivers mission-critical services and solutions on behalf of Fortune 100 companies and over 500 governments - creating exceptional outcomes for our clients and the millions of people who count on them. You have an opportunity to personally thrive, make a difference and be part of a culture where individuality is noticed and valued every day.

Job Description

Conduent is seeking an Industry Sales Leader to serve on the Global Enterprise Client team. This role will double-hat to lead Industry across the Enterprise Client Group (ECG) globally and in North America along with supporting individuals serving these clients. The Industry Sales Leader will report direct into the Commercial Sales Leader and helix into the Global Enterprise Client Group Leader. This is a remote position with 50% travel expectation.

What the day will look like…

The Industry Sales Leader will be responsible for taking industry insights, content and capability to Enterprise clients globally, and North America clients regionally, and providing responses from clients on top-of-mind issues and unmet needs. This role will be responsible for the growth of revenue across the portfolio of Enterprise Clients and North America as well as retention and accelerated growth of their own clients within the industry. The role will support, and coach Enterprise Client Partners (ECPs) and Account Managers (AMs) to grow relationships with Conduent’s largest global clients in the industry.

This role will collaborate with the Digital Experience Solutions (DES) and Business Process as a Service (BPaaS) businesses and their solutions in relation to industry specialty to ensure content, insights and innovation are leveraged to bring our best insights, content, and capability to our Enterprise Client Group. The industry sales leader will have responsibility and accountable to implement the Industry playbook and work in collaboration with other Industry sales leaders, Regional Leadership as well as Sales Enablement and Marketing.

Responsibilities:

The Industry Sales Executive will require distinct capabilities in following areas.

Insights:

• Understanding of industry specific issues that are top of mind for senior executives.
• Ability to connect these issues to Conduent solutions and offerings to customize products and services.
• Support industry specific content creation working closely with Industry content and capability team and solution lines.
• Identifying insights to present at relevant client events both hosted by Conduent and where Conduent is sponsor/participant.
• Relationships
• Using own network of broad set of senior relationships and bring relevance to open doors with new buying centers at ECG and North America clients.
• Accountable for building deeper relationships working closely with ECPs, AMs and SEs, to expand our relevance and buying centers across Industry clients.
• Mentor ECPs, AMs and SEs in connecting relationship dots at clients and actively helping them build trusted client relationships, including using all the relationships of our Commercial LT members and relationship mapping.
• Maintains own book of Industry clients (2-3).
• Identifying 3-4 ideas that are bringing value for Conduent and systematically taking them to clients, continuous cycle.
  

Collaboration:

• Creates a community for the ECP’s, AMs and SEs working with clients helping to building their skill sets and knowledge around relationship, relevance, and scaling/replicating revenue.
• Input and continuous support for the delivery of solution sprints that are bringing value for Conduent across industry ECG and NA Clients
• Participate on Global/Regional councils to discuss external events and support solutions/content working with ECPs, AMs and SEs to drive them to market.
• Partner with the Solution Line leaders to develop solutions ensuring the voice of the client is fed into thought leadership or product innovation.
• Collates ECP, AM and client feedback on trends and unmet industry needs.
  
  

Operational Excellence:

• Assessing current landscape within the Industry and sub-industries (white space, client plans, competitive view)
• Has a role in developing which clients should be part of ECG and has a voice with the Regions on client assignment based on ECG client profile and client assignment guidelines for ECG overall.
• Evaluating Conduent’s relevance (content and capability), events and white papers ECPs, AEs and SEs have clarity on bringing content to clients and have access to the go-to-market strategy in the Industry and aligning the strategy with the Regions.
• Knowledge of pipeline for the Industry, including offensive, defensive, and articulating value.
• Able to replicate and scale wins and use the jeopardy process to handle revenue at risk.
• Working with talent development team to ensure we have sustainable tools to educate ECPS, AEs and SEs how to bring industry specialty relevance to clients.
• Partners with the direct manager of ECPs, AEs and SEs to provide performance feedback throughout the year and during the annual performance review cycle.
• Industry ECP’s will remain in the region and sub-region ECG teams but will helix into the Industry Leader role if they are fully aligned to this industry.
• Own and drive growth sprints working with our Global Sales Leader for ECG
  
  

Core Skills

• Financial competence: Builds proven understanding of the client’s Industry financials and strategy and is adept in discussing this with the client and internal teams.
• Effective communication: Listens and communicates with a client-centric, strategic focus and adapts to communication style of the client; clearly articulates client needs and action items internally; builds consensus within Conduent and client organization.
• Team management: Strong influencing skills; ensures progress for all client projects and creates alignment of internal teams on related workstreams. Well versed in RFP finalist Prep, Articulating Value and Client Discovery Facilitation and actively participates and facilitates sessions leading to better business outcomes.
• Management Information: Understands and uses management information to determine whitespace opportunities for growth across the industry.
• The Industry Sales Executive will lead with a player/coach model – leading by example by serving and growing their own clients in the industry space of some of the largest ECG and North America clients and enabling industry-aligned ECPs, AEs and SEs to incrementally grow revenue.
  
  

Requirements:

• Demonstrate a minimum of 10 years of industry specific experience in sales, account management or business development role, with a proven track record of success in selling to healthcare, financial services, manufacturing – automotive, hospitality or Hi-Tech industries
• Demonstrate a strategic mindset with the ability to develop and execute effective sales strategies, identify market opportunities, and drive business growth.
• Consulting skills: Identify client needs and clearly articulates the problem to be solved; recognizes challenges and barriers to solving them and assembles internal resources to achieve the desired client outcome.
• MBA or equivalent graduate degree preferred, Bachelor’s degree
• Holds all regulatory licenses, permissions and technical or other requirements applicable under local legislation (preferred)
  
  

Working For You

Perks and rewards designed for you:

• Health and Welfare Benefits: Our health and welfare benefits can be tailored to fit you and your family's needs and start on the first day of employment.
• Retirement Savings: We will support you as you save for your future.
• Employee Discounts: We offer you access to a vast selection of global, national, and local discounts on merchandise, services, travel, and more.
• Career Growth Opportunities: We help you thrive, so together, we can grow. We provide opportunities to advance your career with a vast portfolio of businesses and a global footprint.
• Paid Training: Earn while you learn and continue to grow with access to award-winning learning platforms throughout your Conduent career.
• Paid time off: We provide attractive paid time off packages designed for you to enjoy your life away from work.
• Great Work Environment: We are proud of our award-winning culture and the recognition we’ve received for our diversity efforts.
• Pay Transparency Laws in some locations require disclosure of compensation-related information. For this position, actual salaries will vary and may be above or below the range based on various factors including but not limited to location, experience, and performance. In addition to base pay, this position, based on business need, may be eligible for a bonus or incentive. In addition, Conduent provides a variety of benefits to employees including health insurance coverage, voluntary dental and vision programs, life and disability insurance, a retirement savings plan, paid holidays, and flexible paid time off and sick time. The estimated base salary range for this role is $200,000 – $230,000.
  
  

Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law.

People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the "Submit" button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form. You may also click here to access Conduent's ADAAA Accommodation Policy.

At Conduent we value the health and safety of our associates, their families and our community. For US applicants while we DO NOT require vaccination for most of our jobs, we DO require that you provide us with your vaccination status, where legally permissible. Providing this information is a requirement of your employment at Conduent.