Role purpose: To build strategic relationships with new customers, creating incremental sales by advocating for SCC Software UK's product and services portfolio. Software Specialists work collaboratively with the software business unit and are responsible for the business opportunity until it is contracted, ensuring a smooth transition into delivery/transaction. This role focuses on selling third-party licensing solutions and associated services. The successful candidate will be responsible for growing revenues and profitability for SCC's Public Sector Division through effective selling to SCC new customers.
Key responsibilities:
1. Sales Cycle Management: Oversee key aspects of the sales cycle, from customer engagement through to deal closure and handover to delivery.
2. Achieve Targets: Meet or exceed annual gross margin targets as set by SCC at the beginning of the financial year.
3. Pipeline Management: Develop and maintain a robust and accurate pipeline within SCC's CRM system, Sales Hub, working in collaboration with SCC's Branch Teams, sufficient to achieve or exceed targets.
4. Territory Planning: Create and execute a Territory Plan that maximises returns from customers and identifies product and solution whitespace in your territory.
5. Vendor Relationships: Cultivate strong relationships with relevant vendors and vendor management teams to create co-sell opportunities and drive vendor-generated pass-through deals.
6. Market Insight: Understand the competitive landscape and position SCC to win by emphasising our differentiators.
7. Product/Service Evolution: Contribute to the development of product and service roadmaps by identifying repeatable customer challenges that can be profitably addressed.
8. Cross-Selling: Demonstrate working knowledge of other SCC products and services to support the generation of collaborative pipeline for other divisions.
9. Revenue Recognition: Maximise revenue recognition by constructing optimal commercial terms.
Background and Skills:
* Experience working with both commercial and public sector customers.
* Proficient in engaging with key solution vendors and ISVs.
* Knowledge of purchasing and budgeting processes to drive the sales process.
* Experience of selling one or more Software UK Solution Themes.
* Ability to communicate compelling responses to customer challenges both verbally and in writing.
* Capable of constructing complex license deals and positioning software-based solutions.
* Possesses a systematic approach to building, expanding, and deepening customer relationships.
* Ability to manage multiple priorities and meet deadlines.
* Strong organisational and time management skills.
* Vendor aligned certifications to demonstrate vendor knowledge and engagement.
About Us
SCC is Europe's largest privately-owned IT business, based out of the new £7m HQ office in Birmingham. We help clients succeed through IT transformation and exceptional customer experiences. We are passionate about IT and aim to simplify the complex. We are committed to diversity and inclusion, providing equal opportunities for all applicants and employees.
About The Role
We are actively building diverse teams and welcome applications from everyone.
Position: Business Development Executive - Software
Location: National, based out of any SCC office (London, Bracknell, Manchester, Birmingham, Leeds). Hybrid working model.
Contract Type: Permanent, full-time
Salary Package: Competitive base salary, OTE, company car/car allowance, benefits, and flexible schemes. Includes 2 paid volunteering days per year.
Hours: 9:00 am - 5:30 pm, Monday - Friday
Interview Process: 2-stage process
Why SCC?
* An inclusive workplace
* Excellent package with benefits
* Hybrid working & core hours
* Career development opportunities
* Join Europe's largest privately-owned IT company
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