OPPORTUNITY TO ENHANCE YOUR CAREER - It's about exceeding your potential.
The Key Account Client Partner is a senior individual contributor commercial role, critical to accelerating KF Digital's Sales & Service business in ANZ. In this role, you will have direct responsibility for leading a multi-year account strategy for Korn Ferry Digital's largest and most strategic accounts headquartered in ANZ, growing the Sales & Service bookings in your assigned territory.
You will closely collaborate with Korn Ferry teams across lines of business, including Consulting, Digital Delivery, Customer Success and our community of Independent Solution Consultants (ISC's). You will lead by example in fostering a culture of execution excellence, innovation, and customer obsession. This role demands a seasoned senior sales professional with a strong track record in building key CXO (and CXO -1) relationships within a book of business, possess strong commercial acumen in leading complex enterprise sales, connecting market dynamics to long-term strategy, and consistently delivering predictable business performance.
KEY RESPONSIBILITIES
Commercial Strategy & Execution
* Customer-Centric - a thought partner to clients: Applies strategic thinking in building multi-year account strategy with annual execution plans that drives growth, market share and customer impact. Understands each client's budget planning cadence and provides business-aligned technology POV in continuously shaping technology budget plans with clients to adjust with their evolving needs.
* Business Value: Customer-centric with strong commercial acumen in developing compelling proposals and pitch decks – linking Sales & Service's product proposition to customer value with clear ROI. Provides depth/breadth of understanding of each client's ecosystem of strategic partners (technology and services), including KF competitors, to position KF/KFD's value and differentiation.
* Sales effectiveness: Leverages xLOB leading practice and insights including regional and global teams. Proactively researches and leverages tech tools to gain additional industry and client insights, while actively engaging xLOB expertise to create value for clients.
Customer & Market Engagement
* Industry/external engagement. As a highly experienced senior individual contributor in KF Digital's Melbourne office, represent a one-KF Digital viewpoint at KF sponsored industry forums, executive roundtables, and customer engagements.
* Customer Engagement: Build and nurture multi-threaded senior-level client and industry network to shape pipeline and growth opportunities. Develop targeted relationships in each account to nurture for customer advocacy as KF reference, case study, event speaker, etc.
* Cross-Digital Product Knowledge: Deliver regular product briefings with senior client stakeholders, linking KF Digitas new product features/offers to customer value. Identify clients for KF Digital's early adopter programs.
* xLOB Engagement: Proactively engage with Executive/Professional Search, RPO, Consulting, Delivery, Marketing, and Customer Success to align efforts and deliver superior customer value.
Operational Excellence & Forecasting
* Business Predictability: Lead from the front in sales process excellence across forecasting, territory and account planning cadences; deep understanding of complex, enterprise sales cycles; can pivot between strategic and tactical execution to maintain momentum of qualified opportunities. Consistently achieves key performance expectations including quarterly quota attainment.
* Tech & Operational Rigour: Strong Salesforce rigour and discipline specific to pipeline build and management, forecasting, and Salesforce hygiene. Leverages tech tools and automation to enhance productivity and scale.
PROFESSIONAL EXPERIENCE/QUALIFICATIONS
* Experience: 10+ years in B2B sales, including 8+ years in key account management capacity, preferably in SaaS or digital solution and consulting environments. Sound business judgment and insight, strong conceptual and analytical skills, and the ability to work well under pressure.
* Commercial Acumen: Demonstrated ability to construct value-based commercial proposals and pitches. Proven success managing large, complex enterprise sales cycles and delivering against ambitious targets.
* Strategic Insight: Able to connect the dots across trends, signals, and customer needs to shape the future state of the business. Extensive knowledge of business / economic environment, and the digital marketplace
* Sales Methodology: Deep familiarity in using Miller Heiman or similar methodology and frameworks like MEDDICC, with a track record of instilling rigor and business predictability.
* Data & Tech Fluency: Confident using analytics, insights, and sales tech to drive decisions, coach cross-functional teams, and execute strategy.
* Executive Presence: Capable of building trusted relationships with C-level stakeholders, internally and externally.
* Leadership: Embraces and adapts to a constantly changing market environment. A true team builder and culture shaper—develops talent, communicates with clarity, and leads through influence. Demonstrated ability to attract, develop and retain talent.