Client Solutions Director

Job Description

JOB SUMMARY

The purpose of this position is to serve as the lead solutions and team manager to ensure effective pre- sales efforts are being driven to prospective clients while working in tandem with the Business Development team. Drives strategy in solutions design. Designs and provides solutions and aligns client scope with Service Catalog to drive client success. Management of the Service Catalog.

Reporting to the Global Solutions Leader, and closely partnering with regional service-line leaders, business development designates, and the Portfolio Services (PS) Global Bid Manager, this role is accountable to support the Americas growth of CBRE's PS business. Responsible for designing solutions that align client scope with PS capabilities, driving the business development bid process and deliverables for new pursuits and existing account renewals/expansions.

Business Travel as needed (10-25% target)

ESSENTIAL DUTIES AND RESPONSIBILITIES

Acts as the lead thought leader and team manager to ensure effective pre-sales efforts are being driven to prospective clients while working in tandem with the Business Development team.

Leads the overall strategy and enablement in solution design efforts to support and drive client success.

Supports the Sales team with pre-sales efforts to qualify, pursue and close strategic business development opportunities.

Meets with prospective clients to understand and interpret their current processes, technical environment, and key business issues/drivers.

Coordinates and delivers pre-sales technical and architectural review sessions with prospects. Align and document client scope requirements within the Services Catalog

Creates and maintains pre-sales demos.

Prepares and delivers executive, architectural, and technical presentations. Assists in RFI/RFP responses to clearly define all requirements.

Intersects with the Client Enablement Business office and P&P functions to complete client specific proforma's including thoughts specific, but not limited towards staffing and pricing.

Assists in the hand-off of new customers from Sales to Implementation.

Provides feedback to the Product Management team on new feature requests and product enhancements from the new prospect client base.

Develop initial Pursuit Opportunity Brief and help facilitate Go/No-Go decision-making process.

Assist with definition of CBRE's Portfolio Services value proposition, key differentiators, capabilities, and expertise. Ensure consistent global messaging and provide quality assurance on all client deliverables. Adhere to CBRE brand standards.

Under the direction of the PS Global Solutions Leader, serve as the primary point-of-contact on proposal/presentation requests; both internally and from prospective clients. Establish a rapport with internal and external participants, particularly the client, and foster a strong working relationship during the pursuit cycle.

Review RFP documents and ensure adherence to bid schedules and milestones. Manage client procurement tools (e.g., Ariba), ensuring proper submittal of CBRE's intent to bid, supplemental questions for response by the client prior to submitting a proposal, and overall compliance with RFP instructions/requirements.

Conduct discovery calls with client to collect essential information requisite to crafting a bespoke delivery model, technology solution and overall proposal. Organize and help lead proposal/presentation development calls/meetings. Track project expectations while facilitating the timely receipt of content from Subject Matter Experts (SME).

Assist with organizational design, staffing levels, role definition, location of team members, etc; assist with identification of potential candidates for key leadership roles on the account; prep account team candidates for speaking roles at client presentation meetings.

Develop agenda for client presentations, assist with identification and preparation of presenters, conduct practice pitch sessions, provide guidance on key messaging, ensure proper follow up on action items following a client presentation.

Leverage the PS Global Bid Manager as well as CBRE's enterprise marketing and graphic designers to enhance visually compelling materials to communicate an impactful solution. Liaise with Advisory & Transaction Services (A&T) and Global Workplace Solutions (GWS) teams to implement integrated marketing solutions and content that translate client objectives into marketing tactics.

Follow a standard global underwriting model to ensure adherence to PS business terms, protocols, and escalations. Leverage PS pricing templates and engage with the PS Commercial Pricing Lead to appropriately price the PS developed solution while ensuring target margins are maintained.

Manage the review and execution of the client contract (MSA), partnering with CBRE Legal and ensuring the scope of work is accurate.

Liaise with PS Global Transitions team, keeping them apprised of pursuit pipeline and leveraging their expertise to help facilitate client engagements. Upon award of a contract, provide knowledge transfer to the Transition team to ensure a smooth handoff.

Input pursuit activity into Salesforce and provide sales pipeline reporting (volumes/sectors/internal partners/wins/losses). Assist Bid Manager with posting content to central portal/library.

Arrange and lead client debrief on wins/losses for lessons learned and long-term analysis. Assist with metrics tracking and updates to a monthly status report that is delivered to senior leaders.

Deploy insight and industry knowledge, to refine recommendations to the PS leadership team; support creative thinking for refreshed collateral material, social media campaigns and digital channels. Work with Global Solutions Leader to steer PS to industry sector positioning so to align with CBRE model (ensure sector collateral material development, sector stats, case studies/references).

Performs other duties as assigned.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and EXPERIENCE
Bachelor's degree (BA/BS) from 4-year college or university in Business or related field preferred. 5+ years' direct experience in Lease Administration preferred with a thorough understanding of its comprehensive scope of service. Prior experience in a sales role preferred.
CERTIFICATES and/or LICENSES
Lean Six Sigma or related Process Improvement capacity preferred.
COMMUNICATION SKILLS
Ability to comprehend, analyze, and interpret the most complex business documents. Ability to respond effectively to the most sensitive issues. Ability to write reports, manuals, speeches and articles using distinctive style. Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action. Must be comfortable presenting to senior level client executives.
REASONING ABILITY
Ability to comprehend, analyze, and interpret complex documents. Ability to solve advanced problems and deal with a variety of options in complex situations. Requires advanced analytical and quantitative skills.

CBRE is an equal opportunity/affirmative action employer with a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

NOTE: An additional requirement for this role is the ability to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing.