Client Partner - Public Safety & Defence

Client Partner - Public Safety & Defence

Department: Sales

Employment Type: Permanent

Location: Any UK Office Hub (Bristol / London / Manchester / Swansea)

Compensation: £90,000 - £110,000 / year

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 Public Safety & Defence, with a strong focus on Home Office. 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.

You will report to an Industry Director 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 bring 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, which depending upon client portfolio, will range from £5M to £20M.

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. You will be expected to continually build your network and our influence within the client’s organisation. You will expect to develop your (see below) and be a trusted advisor to your clients.

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

• 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 brings value to the client, our team and our business.
• Meet regularly to review and set goals.
• Set clear roles and…