Client Account Sales Lead

Job Description

Job Description

Client Account Sales Lead – Public Utilities

Diversified Technology, Inc. (DTI)

Preferred Location: Columbus, OH or surrounding region | Frequent travel to Columbus, OH required

Who We Are

Founded in 2007, Diversified Technology, Inc. (DTI) is a Chicago-based IT consulting firm delivering technology consulting, staffing, and support services to complex enterprise organizations.

Our capabilities span enterprise transformations, systems integration/implementation, CRM, EAM, ERP, ITSM, PMO, QA/testing, and technology staffing. DTI serves clients across public utilities, state and local government and education (SLED), financial services, and Fortune 500 organizations, while also partnering with leading global systems integrators and consulting firms.

The Opportunity

DTI is seeking a high-impact Client Account Sales Lead to protect, grow, and strategically expand key direct client relationships within our public utility portfolio. This is a client-facing growth role for a proven sales and account leader who can build on DTI's existing consulting foothold and systematically expand our scope beyond current transformation programs into new business units, technology towers, and consulting services.

The ideal candidate is comfortable with engaging Director, VP, and executive-level stakeholders and has a track record of selling consulting and technology services within regulated public utilities. This individual will navigate complex client organizations, build relationships with procurement and business leadership, identify account whitespace, and convert emerging needs into qualified opportunities, requisitions, projects, and SOWs.

We strongly prefer a candidate who is local to Columbus, Ohio, or based within the surrounding region and able to travel to Columbus frequently. Consistent in-person client engagement will be important to building executive relationships, expanding the account, and identifying opportunities beyond DTI's current program footprint.

What You Will Own

• Strategic Account Growth: Protect existing revenue while creating new opportunities across DTI's public utility accounts. Identify whitespace and expand relationships beyond current programs, sponsors, and technology areas.

• Executive Client Relationships: Build trusted relationships with Directors, VPs, executive sponsors, procurement leaders, technology executives, and business-unit leadership. Position DTI as a strategic consulting partner.

• Public Utility Market Development: Use knowledge of regulated public utilities to understand client priorities, transformation initiatives, technology roadmaps, regulatory considerations, procurement environments, and investment strategies.

• Consulting & Technology Sales: Identify opportunities across enterprise transformation, ERP, EAM, CRM/CIS, cloud, systems integration, data and analytics, PMO, QA/testing, application services, and technology staffing.

• Opportunity Development: Lead discovery, qualification, solution positioning, presentations, proposals, RFP responses, SOW development, pricing discussions, negotiations, and opportunity closure.

• Account Mapping & Whitespace Identification: Map executive sponsors, procurement contacts, program leadership, technology owners, business-unit leaders, current partners, incumbent providers, active programs, and expansion targets.

• Partner & Channel Management: Maintain productive relationships with global systems integrators, consulting partners, and software vendors while expanding DTI's direct-client footprint and avoiding unnecessary channel conflict.

• Commercial Leadership: Lead complex commercial discussions involving procurement, legal, business stakeholders, partners, and DTI leadership while maintaining focus on revenue, margin, contractual risk, and long-term account value.

• Pipeline & Forecasting: Maintain accurate account activity, opportunities, contacts, forecasts, and account intelligence in Salesforce.com.

What Success Looks Like

• Develop and document a proven, repeatable account-sales model—including processes, tools, messaging, metrics and best practices—that can be used to onboard and guide future sales team members.

• Protect and expand existing direct-client revenue.

• Build relationships beyond DTI's current transformation program sponsors.

• Establish meaningful relationships with procurement and additional business-unit executives.

• Identify and qualify opportunities across new technology towers, business units, and consulting services.

• Convert account whitespace into new requisitions, projects, and SOWs.

• Expand DTI from a program-level provider into a broader strategic consulting partner.

• Develop recurring executive-to-executive relationships between DTI leadership and client executives.

First 90 Days

Period

Primary Focus

Key Deliverable

Days 1–30

Build and validate the account map while developing the account sales strategy. Gain a comprehensive understanding of DTI's current transformation programs, client relationships, contracts, active opportunities, competitive landscape, and technology footprint. Shadow program leads and establish relationships with client procurement, program leadership, and two to three business-unit leaders outside the existing transformation program.

Stakeholder Map & Procurement Target List

Days 31–60

Build a formal account growth strategy. Identify and qualify 2–3 adjacent opportunities across new business units, technology towers, or consulting capabilities. Reinforce relationships with strategic SI and technology partners in parallel to minimize channel conflict.

Strategic Account Plan & Qualified Opportunity Pipeline

Days 61–90

Advance qualified opportunities and close at least one net-new opportunity outside the scope of the existing transformation program. Establish a recurring executive-to-executive relationship between DTI's CEO/leadership and client executive sponsor.

First Net-New SOW/Requisition Outside Current Program Scope & Executive Engagement Cadence

Required Qualifications

• 8–10 years of successful enterprise technology consulting sales, strategic account management, or business development experience, with demonstrated experience selling into regulated public utility organizations.

• Proven experience developing and executing account-level sales strategies that expand client relationships, identify new business opportunities, grow revenue, and position the organization for long-term account growth.

• Demonstrated track record of growing existing public utility accounts beyond an initial project or transformation program into additional business units, technology towers, or service offerings.

• Ability to build and maintain relationships at the Director, VP, and executive/C-suite level.

• Strong understanding of the public utility business and technology environment, including large-scale transformation and enterprise technology initiatives.

• Experience selling consulting, professional services, systems integration, technology implementation, managed/support services, and/or technology staffing solutions.

• Demonstrated success navigating complex enterprise procurement organizations and sales cycles.

• Experience working with global systems integrators, consulting partners, and packaged software/technology vendors.

• Experience leading complex commercial, contractual, procurement, and legal negotiations.

• Strong opportunity qualification, pipeline management, forecasting, presentation, negotiation, and closing skills.

• Experience using Salesforce.com or a comparable CRM for account, activity, pipeline, and forecast management.

• Excellent executive-level communication and presentation skills.

• Ability and willingness to travel frequently to Columbus, Ohio, with preference for candidates located in Columbus or the surrounding region.

The Persona We Want

DTI is looking for a relationship-driven hunter/farmer who sees an established client relationship and asks, "Where else can we create value? " You should be equally comfortable discussing a transformation roadmap with a VP, navigating procurement requirements, working alongside a global SI partner, developing an account-growth strategy with DTI leadership, and turning an emerging client need into a qualified consulting opportunity.

This role offers the opportunity to directly influence DTI's public utility growth strategy, expand high-value strategic accounts, and help shape the next stage of the company's consulting business.

Please click on the link below for our company benefits
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DTI is an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, gender identity, sexual orientation, national origin, ancestry, age, disability, marital status, veteran status, or any other protected characteristic under Illinois state or federal law. All qualified applicants are encouraged to apply, and employment decisions are based solely on merit, qualifications, and business needs.