Director, Global Client Relations - Workplace, Principal

TEECOM | We Make Technology Work in Buildings

Do you want to launch or advance a career at the intersection of technology and the built environment? Do you want to work with exceptional engineers to solve complex problems creatively? Do you want to work with clients to take their building experiences to the next level of connectivity, safety, and wow factor? Do you want to join a company that defines the state of the art in its practice, with visionary leadership and in-house research and development? TEECOM is a $50+ million/year consulting engineering firm with an average annual growth rate of 20% over the past 25 years. We make technology work in buildings through strategic consulting, design and engineering, project management, and enterprise support. We work hard in a fast-paced, professional remote environment that will challenge you to learn and grow. TEECOM is one of the fastest-growing companies in the San Francisco Bay Area, with additional teams in New York City, the United Kingdom, the Pacific Northwest, Southern California, and Texas. Join us and make TEECOM even better.

About the Position

The Principal, Client Relations - Workplace plays a critical role in growing TEECOM’s footprint in the Workplace/Corporate market vertical. This position required a consultative selling approach, identifying client objectives and challenges while aligning with TEECOM’s expertise and service offerings. The goal is to establish TEECOM as the preferred partner for all technology design and implementation needs.

This leadership role offers the opportunity to drive growth by leveraging an established network and client relationships to further TEECOM’s thought leadership and grow our market share.

Impact

• Develop Sales: Identifies opportunities through relationships and networking that have or will position the firm for future work, as well as providing an excellent client experience that results in net new and repeat work.
• Represent TEECOM Values and Guiding Principles: Demonstrate that they CARE about clients and fellow team members, add VALUE, and earn and build TRUST.
• Solicit Client Feedback: Ask for client feedback routinely and document and share the feedback with our team members.
• Contribute to TEECOM’s Leadership: Contribute and participate in strategic leadership meetings and conversations through our semi-monthly leadership meetings and quarterly planning meetings that lead to market outperformance and growth.

Influence

• Indirect Mentorship: Provide indirect mentorship to anyone who asks questions or needs guidance.
• Guide Decisions: Directly influence decisions and help guide decisions in TEECOM’s favor.
• Lead by Example: Set an example for the team by aligning your actions with your words.
• Trusted Advisor: Become a trusted advisor to clients, team members, and industry partners, leading to positive and constructive growth.

Knowledge

• Deep understanding of technologies services (ICT, AV, SEC, Network, Acoustic), the AEC industry, and the implementation of technology services solutions.
• Familiar with technology systems within ICT, telecom infrastructure, cabling, audiovisual, security, acoustics, and wired and wireless networks.
• Understanding the Architecture, Engineering, and Construction (AEC) industry and the complexity of building large facilities within multiple market verticals.

Skills

• Solution Selling: Express and sell complex solutions to the highest level of executives. Demonstrate an ability to pivot C-suite to consider new business processes.
• Problem Solving: Approach problems logically to create a workable solution.
• Networking and People Skills: Ability to identify and connect with decision-makers across organizations from middle/upper management to the C-suite. Utilize people skills to nurture and expand networks to identify project leads to increase TEECOM’s market share.
• Client Experience: Facilitate an impactful and positive client journey experience by focusing on all client interactions.
• Communication: Conduct business communications in a practical, professional, and concise manner, both verbally and in written formats, and one-on-one, small-group, and large-group settings. You must read, write, speak, compute, and problem-solve various tasks. Break down complex concepts into smaller and more digestible components that allow for a greater understanding by others.
• Documentation: Accurately and concisely capture discussions in the form of meeting notes, decisions, and action items, as well as document weekly activity.
• Organization: Keep track of multiple projects and client and team member requests, often on a last-minute basis, with excellent follow-up and follow-through.
• Teamwork: Work as a functional team member and successfully work with other teams and business functions to achieve positive results. Facilitate effective project team and cross-functional interactions (Project Delivery, Finance, Marketing, etc.).
• Strategy: Align the team’s goals with the organization’s goals. Communicate the plan with the team to ensure understanding. Accept responsibility for problems and recognize others for their ideas and contributions. Know when to ask for help from leadership and how to present scenarios, challenges, and issues to leadership to gain support when required.
• Emotional Intelligence: Nurture, mentor, and collaborate with staff who work in a deadline-driven environment on projects with complex needs. These conditions can lead to stress in team members. Know how and when to apply pressure and nurture staff members. This results in high levels of effective communication, team member satisfaction, motivation, and project results, leading to a highly functional and successful team.
• Process Oriented: Follow processes, continually seek to make processes more efficient, enforce processes, and conduct root cause analyses that lead to the update or creation of processes.
• Software: Use applications effectively and efficiently (GitHub, G-Suite, Slack, etc.) to communicate and deliver work products. Be agile and willing to learn new software and applications as needed.

Essential Duties and Responsibilities

• Pipeline: Build and document a pipeline of opportunities through client relationship development, research, and collaboration with our Market Intel team.
• Client Relations Development: Lead business development activities and direct specific project pursuit efforts within the Workplace/Corporate market vertical. Act as the primary external-facing representative, proactively identifying opportunities and engaging key stakeholders to position TEECOM as a trusted technology partner.
• Sales Plan: Work with the Director of Global Business Development to inform and develop an annual client relations and sales plan for your target market and accounts that supports and is consistent with TEECOM’s growth goals.
• Market Intel: Gather intelligence and open doors to new direct owner clients, architects, engineers, and other channel partners. Leverage insights from the Market Intel team to refine client engagement strategies.
• Support Project Delivery: Support the (TBD) market vertical project delivery team in developing relationships and visibility into new client’s pipeline.
• Expand Accounts: Develop past and current client relationships to expand our range of services and build a pipeline of future opportunities.
• Industry Events: Participate in industry-related functions to increase visibility and identify and connect with clients, channel partners, and other synergistic connections.
• Competitive Advantage: Collect and organize the information required to give TEECOM a competitive advantage when competing with other firms for project awards.
• Referrals: Source referrals from existing clients.
• Collaborate with Market Intel: Prepare intelligence maps for client organizations, identifying decision-makers and existing vendor preferences.
• Reporting: Provide weekly updates to leadership on client relationship efforts, leads, and prospective project status through our CRM tools and processes.
• Solution Selling: Listen to key business requirements and map TEECOM solutions to needs expressed.
• Travel: Travel (30-40%) to meet with clients, attend industry events, and participate in in-person engagements to foster relationships and drive business growth.

What Success in this Role Looks Like

• Sales Plan: Working with the EVP of Client Relations and the Global Director of Business Development, inform, develop and execute a sales plan identifying client targets, top channel partners, and opportunities within the Workplace/Corporate market vertical.
• Never Have Lunch Alone: Secure, on average, 5-8 meetings per week with potential end-user clients, architects and other channel partners (general contractors, engineers, PM firms, etc.).
• Leads and Opportunities: Identify one new lead for consideration per week and generate two invitations per month to partner through relationship building with new and existing clients and partners.
• Industry Events: Represent the firm and network at conferences and industry-related events.
• Pipeline: Build an opportunity pipeline through tracking and targeting projects within target client accounts, and intel gathered through networking.
• Online Presence: Establish an online presence by sharing relevant information with potential and existing clients weekly, directly via email, or professional social networking such as LinkedIn.

Experience

• Bachelor’s degree required. Preferred Majors: Business Administration, Marketing, Sales, or Engineering.
• Fifteen years experience in a sales role with proven track record of exceeding sales goals.
• Experience within the Workplace/Corporate market vertical is highly preferred.
• Experience and established network within the Architecture/Engineering/Construction (AEC) industry.
• Passion for relationship building, technology, and the construction industry.
• Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award.
• Excellent verbal and written communication skills.
• Results-driven and highly ethical in practice.
• Methodical, tenacious, personable, and comfortable prospecting and asking for the business.
• Outstanding networking and people skills, both in person and online.
• Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously.
• Ability to work as a team and positively contribute to TEECOM culture.