**Reporting to: CEO on a daily basis and also to the Non - executive Commercial Director
Location: South of England (only applicants within 20 mile location of Hook, Hampshire will be considered)
The Company and Opportunity: Insight Delivered has developed latest technology data analytics solution incorporating AI/ML that can be applied to a wide variety of use cases. The solution can interact with data from multiple sources to provide clear insight into business performance to not just enhance financial reporting but also to guide pro-active decision making and resource optimization. This supports the real needs of the modern CFO to support driving by looking through the windscreen rather than the rear-view mirror. The product set has been proven with strong customer references and there is an ongoing roadmap to stay at the lead in delivering a compelling business case.
General Purpose: New business development for Insight Delivered (ID) in agreed target markets for the attainment of company sales objectives and annual quotas. This is an opportunity for a capable and ambitious person to join at an early stage and be influential in the company's growth with commensurate rewards and career progression. The position will be backed by the right package in terms of remuneration and stock options to reflect successful contribution.
Key Responsibilities
Customer Focus
Establishing executive level relationships for strategic business development with clients in a wide range of businesses and at all levels
Delivery of high-quality sales presentations encompassing business case overviews to prospective clients at business and executive levels
Critical evaluation of high-level client requirements, project plans, and technical approaches for the development of sales strategies
Present and articulate solution functionality and benefits of the ID approach to the client
Provide innovative solutions and strategies to solve complex issues and client business problems
Anticipate objections during the sales process and work with sales team to create clear and concise responses while positioning the ID solution
Communicate competitive advantages, business benefits and value proposition of the ID solution to prospects in a compelling manner.
Responsible for aligning ID capabilities (products and services) with client business requirements through a professional and ethical business approach which endorses the company's values.
Sales Methodology and Performance
Responsibilities across the whole sales cycle including prospecting, qualifying leads, customer analysis and discovery, presentations and demos, responding to RFI/RFP's, negotiating, closing and service follow up.
Orchestrate and manage the sales process involving other ID resources as required
Cultivate and manage early adopter and reference sites through high- quality service and professional customer relationships
Strong commercial awareness and understanding of the financial principles in terms of costs, markets and added value.
Personal Qualities
v Proactive and action orientated, the role requires the individual to be a self starter able to manage and motivate themselves and to anticipate and plan their work. The focus must be on continually striving for targets and urgency to get things done.
v Ability to make decisions and move forward with a sense of purpose and urgency
v Strong organizational skills and ability to manage own workload and prioritize a busy schedule.
v Fit within the culture at ID as a key member of staff
v Ability to think beyond the current and to innovate and create new approaches to customers' problems and business issues. Ability to question assumptions and current practices
Primary Skills & Attributes:
v Broad business acumen and understanding of financial processes
v Robust, compelling communication skills (written and verbal)
v Strong presentation skills
v Ability to confirm solution fit and identify customer specific benefits that will help contribute to a unique business value offering.
v Ability to understand and articulate customer business requirements and develop the corresponding proposal design.
v Ability to build compelling business cases with demonstrable ROI indicators.
v Adaptable and flexible in approach to winning long-term business relationships
v Proven use of Microsoft office products (Word, Excel, PowerPoint, etc.)
v Strong relationship building skills both internally and externally
v Responsive, reliable and results oriented with the ability to execute on aggressive plans
v Ability to travel domestically and internationally, including nights or weekends as required
v Effective team leader skills adept at providing solid foundation for team autonomy in completion of goals
v Proven track record of consistently exceeding sales targets with a history of career achievement
v Demonstrated experience in establishing strong executive relationships, which have resulted in significant revenues over multiple years
v Functional and Business expertise in: financial management, business intelligence, ERP, financial systems, G/L, accounting and audit processes, cash management etc.
v Demonstrated project and sales-cycle management skills
Qualifications:
v Degree level education
v Finance and Accounting background desirable
v Possesses at least 5 years' experience in relevant sales positions**