Client Partner - Health

Description

Our aim at Made Tech is to use human-centred technology to improve our society. We believe putting people at the heart of designing, building and delivering public services leads to better outcomes for everyone.

As a Client Partner, you will be responsible for growing a portfolio of strategic accounts within one of our Industry Sectors. Specifically, this role will be within Health. You’ll develop a strong understanding of the challenges faced by your clients and work with a multidisciplinary account/pursuit team to support your client to overcome them.

For over 15 years we’ve been delivering health and care digital transformation across national, regional and local organisations. Whether it’s legacy modernisation, data and AI or a new digital health product or service – you’ll be joining with a deep level of expertise and care for what they do.

You will report to our Industry Director for Health and lead on the creation and execution of a strategic account plan for each of your clients and work with the account teams and staff on the ground to ensure we’re making strong progress towards our strategic growth goals in your accounts.

You’ll develop a razor‑sharp understanding of your clients business problems, public sector challenges, department policies and Made Tech’s value proposition and be able to communicate this effectively to audiences of varying levels of digital and technology maturity.

You will be expected to identify specific sales opportunities within your accounts and to proactively take new ideas to your clients as well as network, gain referrals and outreach to key stakeholders in your target client portfolio. You’ll lead on the qualification, pursuit and capture of these opportunities and will personally hold a multi‑million pound annual sales target, ranging from £5M to £20M.

You will be expected to exceed your targets every year.

You’ll be expected to identify senior stakeholders, build strong strategic relationships and become a trusted and valued partner. You’ll also be expected to work with marketing to help build awareness in your accounts and target accounts and continually build your network and our influence within the client's organisation. You will be expected to develop your (see below) and be a trusted advisor to your clients.

Working in conjunction with Finance, you’ll manage account profitability and take the lead on the commercial negotiation of rate cards and contractual terms, to ensure they are inline with the wider business guidelines.

There are six core role competencies for this role:

• Understand your client’s strategy, goals, and challenges through continual research.
• Understand and learn how the public sector works.
• Be an expert in GDS ways of working.
• Regularly meet stakeholders, be a visible presence.
• Understand the client organisation and who the decision makers are.
• Attend governance meetings and showcases.
• Understand our competitors, their profile with the client and their relationships.
• Build relationships with commercial and portfolio holders to understand their pipeline.

• Understand our USPs and how they differ to competitors.
• Understand how we work and deliver.
• Understand what good delivery looks like.
• Understand Made Tech’s missions and values.
• Understand Made Tech’s capabilities and how to apply them to clients.
• Build relationships with capabilities and our delivery teams.
• Have read Made Tech’s books.
• Can talk about 5-8 relevant case studies as though you were on the project.
• Stay current with relevant Made Tech projects, proposals and marketing.
• Share supporting content with each other.

• Have empathy with clients, be client first.
• Consult to the root cause of the problem.
• Be a problem solver.
• Strive to learn. Show and develop your level of understanding.
• Be a great listener, be transparent, be human, build personal relationships and trust.
• Be available, responsive and act fast.
• Understand reasons, constraints, challenges and impact.
• Establish facts and summarise (understanding, actions).

• Develop an Account Strategy that…