Established in 1982, Bytes has grown rapidly and now employs over 800+ people across 6 locations in the UK and Ireland. Our turnover in Financial Year 2024 was in excess of £2bn. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.
We invest in our employees through on‑going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long‑standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.
Your Future Starts Here
Why Bytes?
* Over 700 staff (plans to double in size over the next 5 years)
* Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London, Manchester, Port Solent and Dublin.
* Winners of an array of industry awards
* Sunday Times Top 100 Best Places to Work
* Excellent training and career prospects offered
* Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
* Supporters of 85+ charities with strong commitment to diversity and sustainability
Bytes works with our customers to help them achieve their business outcomes through delivering a comprehensive range of technology‑focused support/professional/managed services. We actively seek to drive consumption, adoption and customer satisfaction with the objective of tangibly contributing to customer success and growth.
Purpose of the Job
Join our hardworking and dynamic team within the thriving Bytes community! This role is part of our Vendor Solutions Team.
In this sales‑focused position, you will be responsible for managing and developing strategic vendor relationships with Bytes, acting as a commercial and partnership expert. Your goal will be to increase revenues and profits within our Vendor Solutions, working alongside sales teams and customers to create, win and optimise sales opportunities.
You will take ownership of various customer‑facing opportunities, including upsell, expansion and renewal engagements, across all customer segments: mid‑market, corporate, enterprise, public sector and channel. Regular interaction with key stakeholders within the Vendors and the internal sales team is essential, so strong communication skills across these areas are crucial.
You will also collaborate closely with the (Job Title TBC) to build and own the Go‑To‑Market strategy and resources for the aligned vendors. This includes creating sales collateral, supporting marketing plans and working with peers on multi‑vendor messages.
Key Responsibilities
Business Planning and Strategy
* Collaborate with the Head of Proposition/Alliances to own the creation and monitor the execution of the vendor business plan, ensuring outcomes align with core business objectives.
* Track and manage direct vendor rebates.
* Organise, prepare and co‑present on vendor QBRs.
* Co‑ordinate sales enablement, focus days, sales‑based events and vendor networking.
* Manage certification and specialisation requirements with vendors, working alongside Vendor Operations to maintain compliance.
* Work closely with Marketing to incorporate activities into the plan and communicate effectively with the vendor to encourage promotion. Create relevant and appropriate content and messaging for each sales segment.
* Create vendor investment plans, including MDF, incentives and rebates.
* Organise and support consistent executive vendor alignment with Bytes, aligning with the business plan.
* Lead Go‑To‑Market strategies and integration sales plays in conjunction with supporting vendors and peers.
Sales and Deal Management
* Be responsible for delivering the expected Vendor GP against the annual target.
* Own the progress and reporting of Renewal Retention, Refresh Potential & Cross‑Sell / Upsell (including bi‑annual tech update meetings set with clients).
* Support AMs, Specialists and the vendor in new business customer opportunities.
* Sell Bytes back into the vendor, building relationships and finding customer opportunities through the vendor.
* Review and report against deal registrations for strategic vendors, tracking a win/loss ratio and utilising this information to inform future activity.
* Undertake and review loss analysis data.
* Review whitespace data and present insights to the relevant sales teams and Specialists to drive impactful customer engagement.
* Compile, distribute and monitor the delivery of propensity data analysis.
* Proactive renewal management – accountable for success criteria, responsible for direct customer & AM engagement, collaboration to Specialist team if at risk renewal, reporting to Leads.
* Proactive upsell management – accountable for success criteria, responsible for direct customer & AM engagement, collaboration with peers and Specialists team if multi‑vendor options required, reporting to Leads.
* Support the accuracy of forecasting, in collaboration with Specialists and Account Managers.
* Support Customer engagements with Specialists and Account Teams when required.
* Understand and enable sales to utilise cloud marketplaces as a transaction route for technology purchases.
Internal Systems and Documentation
* Maintain our internal SharePoint (Compass) vendor pages, including minimum margins on the portal.
* Own the accuracy of the vendor taxonomy.
* Work with internal supply chain team and distribution partners to ensure our processes are efficient, including marketplace offers.
* Utilise SharePoint (Compass) to promote news and updates about managed vendors.
* Encourage accurate use of CRM, working with Specialists and Account Managers, ensuring deal values and timelines are accurate for forecasting and reporting.
Personal Requirements
* Deep commercial understanding of relevant vendor partner programmes.
* Growth mindset and positive attitude to continuous learning, including sales and product topics.
* Comfortable presenting vendor‑specific updates to sales and Specialists.
* Able to explain the USPs and value delivered by the vendors.
* Understanding where the vendors compliment other vendors.
Qualifications, Experience & Skills
Educational Qualifications
* Minimum GCSEs (A–C) English & Mathematics – Essential.
* A‑level standard – Desirable.
Personal Attributes
* Vendor Sales Accreditations – Desirable.
* Experience Selling software solutions – Essential.
* Experience compiling complex vendor quotes – Desirable.
Years Of Experience
* 2–3 years in a similar role – Desirable.
* Customer facing experience – Essential.
* Vendor development management experience – Essential.
Other Requirements
* Commercial / Bid awareness – Essential.
* Excellent presentation delivery – Essential.
* Accuracy & Attention to detail – Essential.
* Excellent organisational and customer service skills – Essential.
* Excellent Time Management & Project prioritisation – Essential.
* Multi‑tasking Team player – Essential.
* Outgoing and enthusiastic – Essential.
* Copes well under pressure – Essential.
Core Competencies & Skills
* Regarded as trusted advisor in proposition area.
* Commercial creativity skills across product, services and support.
* Ability to develop and maintain relationships across Bytes, customer and vendor community.
* Ability to articulate proposition area to all levels, including up to executive level.
* Pro‑active approach to maintaining customer base and driving new sales.
* Tenacious, outgoing and quick to learn.
* Adaptable and forward thinking.
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