As a senior member of the Company new logo sales team, you will target strategic / enterprise level prospects, identifying and quantifying their business problems and pain related to our core offering and then, working with the Company and customer teams, scope and create valuable solutions that address the underlying business issues. From there you will be the driving force behind the creation and communication of demonstrable financial business cases sufficiently powerful to justify the move from their current way of working to contracting at scale with Company Technologies
This is a sales specialist position, leading a virtual team of solution and service architects to construct and contract high value transformational services engagements into our strategic target sectors. This particular role is focused on Cloud Transformation.
Identify, qualify, and create new sales opportunities by:
" Leading specifically targeted campaigns into both large corporates and government bodies to identify, build and win large, multiyear, opportunities that deliver on the growth aspirations in line with the Company growth plan
" Execute a value-based sales process focusing, identifying customer business pain, the development of need, and the subsequent qualification and formulation of value justified business cases for core propositions
" Analysing and proactively targeting the influencers and powerbase within a prospect, navigating the internal hierarchy to influence the powerbase in order to maximise the opportunity
" Drive and manage the sales process from initial prospects to closed and onboarded clients.
" Effectively manage and accurately forecast sales opportunities, using critical metrics that predict sales success.
" Manage the commercial offer with the customer to ensure value for money whilst meeting or exceeding the financial hurdle rates of the business.
" Work closely with the in-house leadership, marketing, lead generation and solutions teams in the identification of the correct prospects, through careful segmentation combined with considered outreach campaigns.
Active engagement and participation in specific events as well as active productive customer and industry networking.
" Track all relevant sales activity using the company's CRM platform, currently Salesforce.
" Achieve weekly and monthly KPIs' as defined by the business.
" Maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
" Engage with strategic vendor partners to align their messaging and new solutions to Company's core revenue streams
" Understanding of industry, trends and current challenges our customers face, and verify these with the customers, building new propositions / service offerings.
" You will have:
" 5+ years' experience as a with experience of multi-faceted complex solutions.
" Experience engaging C Suite in customers
" Experience of working with sales teams to win large deals as the technical lead
" Experience defining and aligning architectural roadmaps and strategies to business strategy
" Experience working in a large systems integrator or technology transformation business would be desirable not essential
" Successful sales professional in Cloud focused engagements and Managed Services.
" Experience in selling transformational professional services programs and projects
" Knowledge of private, public and hybrid cloud solutions
" Experience in selling solutions based on the following technology vendors: Microsoft Azure, VMware, Nutanix and Citrix
" Expert in communication and presentation skills
" Knowledge of the Business Transformation and/or Technology & Digital Transformation market
- " Solution Selling experience