As a Client Manager you'll be responsible for working alongside the Central Governmentteam in managing and developing accounts that sit within the public sector. The role requires high levels of account management, campaign and business development with a requirement to sell a broad range of IT solutions and services. The role requires good organisational and prioritisation aligned with good sales techniques to fully access and capitalise on IT spend within the target customer base
The role carries full performance and target responsibility for the individual and attractive OTE package will be awarded. This will be a remote role, but travel will be required throughout the UK as necessary. The successful candidate will be new business sales professional, with new logo wins and a strong background in the Trustmarque propositions.
What you'll be doing:
* Perform in accordance with monthly, quarterly and annual sales targets.
* Be your own lead generation.
* Identify, qualify, develop and maximise all opportunities for sales growth.
* Balance sales input relevant to performance output – prospecting, creating need, qualification, pipeline value and mix.
* Apply solution sales methodologies and approach to uncover and meet customer needs.
* Secure a richer revenue mix through higher margin cloud and services solution sales including longer term managed service annuity revenues.
* Own, manage and control the preparation of bids and formal RFI/P submissions effectively coordinating bid support and enablement resources.
* Comply with company sales governance framework incl Pipeline data integrity/CRM accuracy, qualification, forecast accuracy and sales/account planning.
* Meet and exceed performance KPI metrics including performance, pipeline and conversion measures essential to consistent and full year performance.
* Ensure all actions from customer communication and meetings are distributed to the relevant personnel and follow up outputs in a timely and efficient manner.
* Differentiate through best practice and structured approach to customer account management.
* Ability to effectively present and articulate key customer facing content incl Trustmarque positioning and differentiation, core proposition areas, market focus and client specific content.
* Accountability for acquisition of new logos - this includes management of financial sales performance & business plan achievement.
* Continually educate our clients and prospects as to our broader competency, unique value and strategic focus
* To build effective tactical and strategic level relationships with won clients and maintain a strong and relevant understanding of their business and markets.
* Execute effective cross and up-sell initiatives within each client/prospect to increase share of wallet, influence and predict future revenue.
* Ability to evidence client financial advantage through effective investment ROI modelling.
* Establish strong pipeline of well qualified business opportunities, evidencing understanding and control of customer buying criteria and process
* Establishes strong governance, reporting and effective pipeline management resulting in profitable, deliverable revenue growth.
* To become the client trusted advisor, assisting clients in the formation of business enabling IT strategies, providing them with access to senior management and subject matter experts in the supplier organisation and elsewhere.
* Provide proactive client value and thought leadership to customer/prospect allocation drive market trends and establish us as the go to partner for innovation and strategic direction
* To ensure that clients understand available IT services, promote financial and commercial awareness in-order to deliver value-for-money.
* Establish repeatable mechanism to capture and frame case study materials to ensure an accurate toolbox of recent success and referenceable client solution.
* Demonstrate the effective use of planning, tools and resources available to achieve performance targets.
* Aspire to be the business partner of choice that facilitates change and drives transformation for our customers.
* Be responsible for the wider commercial relationship including, but not limited to aged debt, payment and conditions of business.
What we are looking for:
* Consistent, proven, overachievement of appropriate sales performance targets.
* Sales experience and performance gained relevant to Central Government market – direct customer engagement.
* Experience relevant to Trustmarque portfolio, target markets and core go to market propositions (Microsoft Digital Workplace, Cloud & Infrastructure, Cyber Security, Connectivity, IT Asset Management, Storage, optimisation, Testing, Business Intelligence, Data & Analytics).
* Experience selling IT services and solutions into central government or public sector customers.
* Practical and demonstrable understanding of solution sales methodology and approach.
* Demonstrable approach to new business and net new logo acquisition from a services and solutions perspective - pipelinemanagement, gap planning, account/territory and campaign planning.
You will live and breathe our values - commitment, collaboration, inclusion, innovation, and inspiration.
Benefits
We offer competitive pay, 25 days holiday (rising to 27), 2 volunteering days, 1 personal day, plus bank holidays. We also provide a substantial benefits package which includes a company-matched pension, life assurance, enhanced parental leave policies, the option to buy extra leave, a cycle2work scheme and more.
About Trustmarque
Delivering the value of technology…
Technology changes everything. That’s why for over three decades, Trustmarque has been a trusted partner to customers and technology vendors. Our trusted advice and technical know-how, helps our customers to acquire and adopt innovative technology to deliver real-life impact. We are part of the Trustmarque Group, including Livingstone Technologies.
To learn more about the business, our services and what it is like to work with us please look athttps://www.trustmarque.com/about-us/
Trustmarque is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the customers and end-users we serve, creating a culture of belonging and providing an equal employment opportunity regardless of race, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, marital status, pregnancy or related condition, expecting or parents-to-be, consistent with legal requirements or any other basis protected by law.
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