Job Description
Overall purpose of the job:
* To support and execute the new business acquisition strategy of Public Sector Sales ensuring achievement of all assigned margin, revenue and contract value targets.
* Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators
Primary product focus areas:
* Managed IT & Professional Services
* Hosting & Cloud
* WAN Portfolio: VPLS, Data Connectivity and Wireless
Key responsibilities for this job:
* Develop and execute short, medium and long term business plans to exceed targets
* Achieve and exceed margin, contract value, and revenue targets
* Deliver against key performance indicators and objectives
* Prospect, qualify, negotiate and close key new business deals
* Build and maintain a solid and robustly qualified pipeline of sales
* Forecast monthly and quarterly sales achievement
* Maintain opportunity pipeline and deal positions on CRM (Salesforce)
* Develop strategy, produce win-plans and execute on major deals
* Define target list and engage suspects based on clearly defined criteria
* Carry out and record target prospect meetings in line with agreed KPIs
* Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
* Generate strong relationships with senior executives within customer and prospect base
* Develop and sustain network of contacts and key individuals within assigned verticals and target market arena
* Identify and develop opportunities for strategic step-change revenue growth
* Produce quotations and lead responses to tenders, RFI's, RFPs, and other response formats
* Build and provide clear leadership to virtual teams in pursuit of major business opportunities
* Collect and understand target client requirements, building commercial propositions based on Capex, Opex and other commercial needs to gain competitive advantage
* Understand and be able to articulate deal level P&Ls
* Attend, present and host at industry events
* Build and maintain a strong technical and commercial understanding of key product propositions
* Build and leverage an understanding of competition and their propositions to the company's advantage
* Formulate and complete client presentations to an exceptional standard
* Complete monthly reports and other administrative requirements to quality standards and required timeframes.
* Other tasks as required and commensurate with role
Knowledge and experience required:
* Experience in developing business within Public Sector
* Proven track record of identifying, developing and closing major opportunities
* Good understanding of Public Sector buying practices and relevant frameworks
* Extensive experience within the Connectivity, Cloud, Hosting, Managed & Professional Services
* Strong sales skills (prospecting, qualifying, campaign management)
* Detailed understanding of sales process and demonstration of world class sales rigour
* Proven and consistent track record of target over-achievement
* Excellent networking ability and natural communication style
* Excellent communicator with strong presentation, numeracy and written skills
* Strong problem solving abilities; able to facilitate discussions and outcomes
* Able to travel within designated territory and able to work with the minimum of supervision
* Microsoft XP (Excel, Word, Email, Access, Power Point)
* Salesforce CRM experience advantageous but not essential
* Degree level education advantageous, but track record of success in aligned career more important