Overview
Job Description Overall purpose of the job: To support the company growth plan and business unit targets by applying sales and portfolio expertise to win new Cloud, Managed Services and “full stack” services To use a high impact winning mindset to meet assigned annual targets through successful contract closure To maintain a mindset of 100% of target is the minimum acceptable exit position Focus on Selling Cloud Product & Service Portfolio across all sales areas: Enterprise Hosting Solutions, Public Cloud (Azure/M365), Infrastructure as a Service (IaaS), Storage & Data Platforms, Backup, Disaster Recovery, Hyper Converged (Private Cloud), and Virtual Desktop Infrastructure (VDI) offerings Focus on Selling Managed IT Services and Professional Services offerings – Managed Infrastructure, Service Desk, IT Outsourcing, Managed EUC etc Identify and develop opportunities across existing Expo-e Customers and targeted campaigns to drive net new business areas Support relevant event and marketing activities to promote Exponential-e services and capabilities. Lead and champion Cloud & Managed Services within Exponential-e to ensure opportunities are uncovered and capitalised upon. Act as a Subject Matter Expert within Exponential-e Group Sales for Cloud and Managed Services, demonstrating ongoing expertise and a continual desire to develop relevant knowledge
Key responsibilities
* Avoiding included copy: Achieve individual assigned Sales Incentive Plan across Overlay & Net New Business
* Develop and present high-quality presentations to articulate the Exponential-e Value propositions
* Support Marketing in raising brand profile and messaging within the Media Sector
* Work with the wider Exponential-e account teams to drive customer engagements to successful closure
* Drive sales campaigns and lead sales engagements coordinating internal teams
* Maintain strong and demonstrable knowledge of Cloud & Managed Services Portfolio to drive opportunities and win against the competition
* Maintain a practical understanding of the competitive landscape to support sales position and improve win ratios
* Work with strategic partners that underpin the Cloud Portfolio to drive Opportunity and Win plans
Knowledge and experience required
* Previous Cloud (Private, Hybrid & Public) and Managed Services Sales Experience
* Ability to effectively engage at all levels, from C-Suite downwards
* A strong understanding of Cloud Portfolio; Hybrid Cloud Platforms, Storage Platforms, Managed and Professional Services, and how they enable business success
* Independent, Motivated and competitive personality with a indomitable desire to succeed
* Ability to drive customer engagement and understand the problems Expo-e Solutions solve
* Experience of working across sales teams to coordinate & drive engagement progression
* Capable of creating impactful customer proposals/presentations to influence outcomes
* Ability to quickly interpret information and position the important elements to customers, stakeholders and project teams
* Strong presentation and meeting management skills
* Ability to maintain and develop an opportunity pipeline and win-plan
* Knowledge of core offerings (examples): Backup DR & Cyber Resiliency, IaaS, Hyper-Converged (HCI – VXRail, Azure Local), Virtual Desktop Infrastructure – Citrix, AVD, Horizon etc
* Ability to identify and capture critical volumetrics & information efficiently to enable a Technical Solutions Consultant to rapidly create solutions
* Demonstration/ proven track record of previous sales wins where candidate has led the sale
* Understanding of motivation for customers to move to service-oriented models and what influences decision makers
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