Founded in 2010, we specialise in cloud procurement, cost management, and optimisation. We provide Cloud Financial Operations (FinOps") services to commercial and public sector organisations, primarily in the UK and the US, that buy the cloud services offered by AWS and Google.
Our FinOps services allow cloud customers to buy in the way they want, understand what they have bought and continually optimise cloud costs. Our customers benefit from additional discounts not possible directly from cloud vendors and can access free tools and services for which other vendors charge.
As financial experts in the cloud, we help organisations develop the sophistication of their cloud procurement, governance, and assurance processes. We understand how to achieve the necessary integration between a customer’s technical and financial teams.
Main Purpose of the Job:
We seek a dynamic and motivated individual to deliver on an exciting key sales territory as part of our B2B business development team's sales strategy. The primary focus of this role is to secure new business while collaborating closely with our existing team. This position requires a keen ability to cultivate relationships, drive direct outreach efforts, and foster vendor alliances.
Key Tasks:
* Take ownership of the end-to-end relationship process, from initial introduction to successful onboarding.
* Articulate our standard pitch and highlight customer benefits effectively.
* Manage lead and opportunity data meticulously within our CRM system.
* Skillfully handle objections, seeking assistance when necessary.
* Proactively build relationships, generate leads, and convert them into opportunities.
* Collaborate with marketing teams to devise lead-generation strategies.
* Cultivate and maintain trusted relationships with Cloud Vendors.
* Attend and represent the company at events in the UK and the US.
* Support marketing plans and initiatives through strategic execution and follow-up outreach.
* Collaborate with marketing, account management, and product teams to develop sales messaging and business plans.
* Work closely with partner management to navigate internal sales teams within Cloud Vendors.
* Articulate our value proposition effectively to partner vendor sales teams.
* Assist in planning and executing virtual and in-person events.
* Provide support to other team members involved in sales activities.
Key Results/Objectives:
* Achieve year-on-year sales growth to meet gross profit targets.
* Empower team members to contribute to sales growth.
* Support activities that facilitate future sales growth.
* Increase the number of strategic partnerships in target verticals.
Person Specification:
* 3-5 years of successful experience as a multinational B2B sales manager, preferably in the US market.
* Strong connections with Cloud vendor account teams and enterprise clients.
* Must be degree-educated.
* A proven track record of generating and closing complex deals.
* Proficiency in attending and networking at events.
* In-depth knowledge of cloud services, with the ability to engage technical stakeholders.
* Excellent organisational skills to manage a meeting-intensive role effectively.
* A passion for learning and adapting to evolving business landscapes.
* Exceptional interpersonal skills to facilitate cross-team collaboration.
* Experience in writing and delivering content to support meetings.
* Process-driven mindset with the ability to define and enforce new processes.
Additional Qualifications (Desirable):
* Portfolio of client and AWS relationships/networks to leverage.
* Experience in selling new cloud SaaS products for lesser-known brands.
* Understanding of customer decision-making processes.
* Ability to quickly grasp and convey product value propositions.
* A proven track record of exceeding targets and closing deals promptly.
* Adaptability and entrepreneurial mindset to navigate uncertainties.
* Ability to compile business cases, execute lead generation, and report results from travel to the US as part of a territory plan.
Location:
Central London office-based, but we operate a hybrid working policy with many employees working a significant portion from home. This individual should be within commuting distance to London so they can come to the office for meetings and to work with the sales team when required. This role will also involve travel, primarily to the US.
* Private medical insurance from day one
* Cycle to work scheme
* Benefits scheme, which provides cashback on
* dental, opticians, massages and physiotherapy
* from day one
* 28 days holiday + bank holidays
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